000			01451cam a2200205 a 4500
999			_c924 _d924
020			_a0072410639
022			_a9780072410631
050	0	0	_aHF5415 _b.D92
100	1		_aDwyer, F. Robert.
245	1	0	_aBusiness marketing : _bconnecting strategy, relationships, and learning / _cF. Robert Dwyer, John F. Tanner, Jr.
250			_a2nd ed.
260			_aBoston : _bMcGraw-Hill, _cc2002.
300			_axxix, 705 p. : _bill. (some col.) ; _c27 cm.
440		0	_aMcGraw-Hill/Irwin series in marketing
500			_aIncludes bibliographical references and index
505			_aCh. 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.
650		0	_aMarketing.
700	1		_aTanner, John F.
942			_cBK