| 000 | 01581nam a2200241 4500 | ||
|---|---|---|---|
| 999 |
_c3258 _d3258 |
||
| 020 | _a0073529907 | ||
| 020 | _a9780073529905 | ||
| 020 | _a0071263438 | ||
| 020 | _a9780071263436 | ||
| 050 |
_aHF5415.1 _b263.D79 |
||
| 100 | _aF Robert Dwyer; | ||
| 110 | _aJohn F Tanner | ||
| 245 |
_aBusiness marketing : _bconnecting strategy, relationships, and learning _cF Robert Dwyer; John F Tanner |
||
| 250 | _a4th ed. | ||
| 260 |
_aBoston, Mass. : _bMcGraw-Hill/Irwin, _c2009, |
||
| 300 |
_axxv, 678 p.: _billus., _c25 cm. |
||
| 500 | _aIncludes Index | ||
| 505 | _aPart 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 | ||
| 650 |
_aMarketing. _xBusiness |
||
| 700 | _aF Robert Dwyer; | ||
| 710 | _aJohn F Tanner | ||
| 942 | _cBK | ||