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008			090329 | 000 0 eng d
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039		9	_a201402040138 _bVLOAD _c201006121150 _dmalmash _c200903310844 _dvenkatrajand _c200903300838 _dvenkatrajand _y200903291318 _zlib01
050			_aHF5415 _b.B595 2005
100	1		_aBlythe, Jim _910440
245	1		_aBusiness to Business : _bMarketing Management/ _cJim Blythe, Alan Zimmerman
250			_a1th ed
260			_aNorth Yorkshire: _bThomson، _cc2005.
300			_a403 p: _b؛ill _c27 cm
505			_aPART I: THE BUSINESS MARKET ENVIRONMENT. 1. Introduction to Business-to-Business Marketing. 2. How Business Organizations Buy. 3. Strategic Planning for Global Business Markets. PART II: EVALUATING MARKET OPPORTUNITIES. 4. Market Research and Information Systems. 5. Segmentation, Targeting and Positioning. 6. Market Entry Tactics. PART III: FORMULATING THE MARKETING MIX. 7. Product Strategy and Product Development. 8. Services for Business Markets. 9. Pricing in Business Markets. 10. Supply-Chain Management. 11. Managing Distribution Channels. 12. Business-to-Business Marketing Communications. 13. Customer Relationships and Key Account Management. 14. Sales Promotion, Exhibitions and Trade Fairs. 15. Corporate Reputation Management. PART IV: MANAGING THE MARKETING PROGRAM. 16. Market Planning, Implementation and Control. 17. Organizing for Maximum Effectiveness. 18. Ethical Considerations for Business Marketers. 19. The Future of Business Marketing. Appendix. Index.
520			_aThis pioneering new text covers current theories on business-to-business marketing from a global standpoint. It covers current theory from a practical viewpoint and includes market entry strategies trade fairs, reputation management and corporate communications. It looks at selling and marketing between organisations, companies
650		0	_aMarketing Management _925868
700	1		_aAlan Zimmerman _932459
942			_2lcc _n0 _cBK
999			_c14115 _d14115