TY  - BOOK
AU  - F Robert Dwyer;
AU  - F Robert Dwyer;
ED  - John F Tanner
ED  - John F Tanner
TI  - Business marketing: connecting strategy, relationships, and learning
SN  - 0073529907
AV  - HF5415.1 263.D79
PY  - 2009///,
CY  - Boston, Mass.
PB  - McGraw-Hill/Irwin, 
KW  - Marketing
KW  - Business
N1  - Includes Index; Part I: Business Markets and Business Marketing 
Chapter 1: Introduction to Business Marketing 
Chapter 2: The Character of Business Marketing 
Chapter 3: The Purchasing Function 
Chapter 4: Organizational Buyer Behavior 

Part II: Foundations for Creating Value 
Chapter 5: Market Opportunities 
Chapter 6: Marketing Strategy 
Chapter 7: Weaving Marketing into the Fabric of the Firm 

Part III: Business Marketing Programming 
Chapter 8: Developing and Managing Offerings 
Chapter 9: Business Marketing Channels 
Chapter 10: Creating Customer Dialogue 
Chapter 11: Communicating via Advertising, trade Shows, and PR 
Chapter 12: The One-To-One Media 
Chapter 13: Sales and Sales Management 
Chapter 14:  Pricing & Negotiating for Value 

Part IV: Managing Programs and Customers 
Chapter 15: Evaluating Marketing Efforts 
Chapter 16: Customer Retention and Maximization Cases

ER  -