TY  - BOOK
AU  - Dwyer,F.Robert
AU  - Tanner,John F.
TI  - Business marketing: connecting strategy, relationships, and learning 
SN  - 0072410639
SN  - 978007241
AV  - HF5415 .D92 
PY  - 2002///
CY  - Boston
PB  - McGraw-Hill
KW  - Marketing
N1  - Includes bibliographical references and index; Ch. 1. Introduction to Business Marketing --
Ch. 2. The Character of Business Marketing --
Ch. 3. The Purchasing Function --
Ch. 4. Organizational Buyer Behavior --
Ch. 5. Market Opportunities: Current and Potential Customers --
Ch. 6. Marketing Strategy --
Ch. 7. Weaving Marketing into the Fabric of the Firm --
Ch. 8. Developing and Managing Products: What Do Customers Want? --
Ch. 9. Business Marketing Channels: Partnerships for Customer Service --
Ch. 10. Integrating Marketing Communications --
Ch. 11. Communicating with the Market: Advertising, Public Relations, and Trade Shows --
Ch. 12. IMC: The One-to-One Media --
Ch. 13. Sales and Sales Management --
Ch. 14. Pricing and Negotiating for Value --
Ch. 15. Evaluating Marketing Efforts --
Ch. 16. Customer Retention and Maximization
ER  -