Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles;, new processes for selling, distribution, and customer service; increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships. Separate chapters are devoted to buying decisions, market research and analysis, and purchasing practices, including treatment of the latest technological developments in just-in-time systems, Web-based procurement, and enterprise resource planning and manufacturing systems. Each chapter includes illustrations of real world marketing issues, key concepts, learning objectives, and discussion questions.

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Yes, you can access Business-to-Business Marketing by Michael H. Morris,Leyland F. Pitt,Earl Dwight Honeycutt, Jr. in PDF and/or ePUB format, as well as other popular books in Business & Marketing. We have over one million books available in our catalogue for you to explore.

Information

Publisher

SAGE Publications, Inc

Year

2001

Print ISBN

9780803959644

eBook ISBN

9781452252100

Edition

Topic

Business

Subtopic

Marketing

Index

Business

Cover
Contents
Preface
Acknowledgments
Chapter 1 - The Unique Nature of Industrial Marketing
Chapter 2 - Exploring the Customer's Purchasing Operation
Chapter 3 - How Organizations Make Buying Decisions
Chapter 4 - Building Customer Relationships
Chapter 5 - Segmentation and Targeting of Business Markets
Chapter 6 - Industrial Marketing Research and Intelligence
Chapter 7 - Strategy and the Industrial Marketer
Chapter 8 - Innovation, Entrepreneurship, and the Business Marketer
Chapter 9 - Marketing Industrial Products and Services
Chapter 10 - A Creative Perspective on Industrial Pricing
Chapter 11 - Communications with Business Customers: Engineering the Promotional Mix
Chapter 12 - The Changing Role of the Sales Force
Chapter 13 - Distribution and the Value-Added Chain
Chapter 14 - The Need for Accountability: Control and the Industrial Marketer
References
Index
About the Authors

About this book

Frequently asked questions

Information

Table of contents