000			01388pam a2200265 a 4500
001			000024905730
003			CaOOAMICUS
005			20170926125329.0
008			030822s2004 njua b 001 0 eng
010			_a2003062229
020			_a0130451878 (alk. paper)
020			_a0131230093
040			_aDLC
082	0	0	_a658.8 _222
100	1		_aAnderson, James C., _d1953-
245	1	0	_aBusiness market management : _bunderstanding, creating, and delivering value / _cJames C. Anderson, James A. Narus.
250			_a2nd ed.
260			_aUpper Saddle River, NJ : _bPearson Prentice Hall, _cc2004.
300			_axx, 460 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references and index.
505	0		_aContents: 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.
650		0	_aIndustrial marketing.
700	1		_aNarus, James A.
942			_2ddc _cB
999			_c591472 _d591472