Amazon cover image
Image from Amazon.com

Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus.

By: Contributor(s): Material type: TextTextPublication details: Upper Saddle River, NJ : Pearson Prentice Hall, c2004.Edition: 2nd edDescription: xx, 460 p. : ill. ; 25 cmISBN:
  • 0130451878 (alk. paper)
  • 0131230093
Subject(s): DDC classification:
  • 658.8 22
Contents:
Contents: Sect. I. Introduction and Overview -- Ch. 1. Business Market Management: Guiding Principles -- Sect. II. Understanding Value -- Ch. 2. Market Sensing: Generating and Using Knowledge About the Market -- Ch. 3. Understanding Firms as Customers -- Ch. 4. Crafting Market Strategy -- Sect. III. Creating Value -- Ch. 5. Managing Market Offerings -- Ch. 6. New Offering Realization -- Ch. 7. Business Channel Management -- Sect. IV. Delivering Value -- Ch. 8. Gaining Customers -- Ch. 9. Sustaining Reseller Partnerships -- Ch. 10. Sustaining Customer Relationships.
Tags from this library: No tags from this library for this title. Log in to add tags.

Includes bibliographical references and index.

Contents: Sect. I. Introduction and Overview -- Ch. 1. Business Market Management: Guiding Principles -- Sect. II. Understanding Value -- Ch. 2. Market Sensing: Generating and Using Knowledge About the Market -- Ch. 3. Understanding Firms as Customers -- Ch. 4. Crafting Market Strategy -- Sect. III. Creating Value -- Ch. 5. Managing Market Offerings -- Ch. 6. New Offering Realization -- Ch. 7. Business Channel Management -- Sect. IV. Delivering Value -- Ch. 8. Gaining Customers -- Ch. 9. Sustaining Reseller Partnerships -- Ch. 10. Sustaining Customer Relationships.

There are no comments on this title.

to post a comment.