000			01376cam a2200193 a 4500
999			_c925 _d925
020			_a0256221332 (alk. paper)
022			_a9780256221336
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 Tanner.
260			_aBoston : _bIrwin/McGraw-Hill, _c1999.
300			_axxix, 670 p. : _bill. (some col.) ; _c27 cm.
440		4	_aThe Irwin/McGraw-Hill series in marketing
500			_aIncludes bibliographical references and index
505			_a Introduction to business marketing; the character of business marketing; purchasing and materials management; organizational buyer behaviour; market opportunities - current and potential customers; marketing strategy; weaving marketing into the fabric of the firm; developing and managing products - what do customers want?; business marketing channels - partnerships for customer service; intregrating marketing communications; communicating with the market - advertising, public relations and trade shows; IMC -the one-to-one media; sales and sales management; pricing and negotiating for value; evaluating marketing efforts; customer retention and maximization; the future of business marketing -globalization, technology and career trends.
650		0	_aMarketing.
700	1		_aTanner, John F.
942			_cBK