04792nam 2200625Ia 450 991081144050332120230617020838.087-630-9967-5(CKB)2670000000066784(EBL)3400816(SSID)ssj0000646651(PQKBManifestationID)11403302(PQKBTitleCode)TC0000646651(PQKBWorkID)10699940(PQKB)10506494(MiAaPQ)EBC3400816(Au-PeEL)EBL3400816(CaPaEBR)ebr10465583(OCoLC)647568351(EXLCZ)99267000000006678420051024d2005 uy 0engur|n|---|||||txtccrManaging business marketing & sales an international perspective /Per V. Jenster, H. Michael Hayes, & David E. Smith1. ed.[Frederiksberg, Denmark] Copenhagen Business School Press20051 online resource (299 p.)Includes bibliographical references.87-630-0147-0 ""Managing Business Marketing & Sales An International Perspective""; ""Table of Contents""; ""Preface""; ""Our Objectives for the Book""; ""The Scope of the Book""; ""The Context of Business Marketing""; ""Features of the Book""; ""Acknowledgements""; ""Chapter 1: An Overview of Business Marketing""; ""The Nature of Business Marketing""; ""Business Marketing Strategy""; ""Business Markets""; ""Business Products and Services""; ""The Approach of the Book""; ""Summary""; ""Further Reading""; ""Chapter 2: Marketing Strategy and Planning""; ""Key Strategy Concepts""; ""Strategic Planning""""Strategy at Three Levels""""Corporate Strategy""; ""The Growth-Share Matrix""; ""Investment Priority Matrix""; ""Business Strategy""; ""Marketing Strategy""; ""Summary""; ""Further Reading""; ""Chapter 3: How Organizations Buy""; ""Buyer Behavior: An Overview""; ""Buyer Behavior: Analytical Frameworks""; ""Implications for Marketing""; ""Summary""; ""Further Reading""; ""Chapter 4: Strategic Analysis of an Industry""; ""Industry Analysis""; ""Approaches to Industry Analysis""; ""Conducting the Analysis""; ""Summary""; ""Further Reading""""Chapter 5: Business Marketing Intelligence: Analysis and Tools""""Intelligence and Information""; ""Types of Marketing Intelligence""; ""Intelligence Sources""; ""Establishing an Intelligence and Information System""; ""Organizing Intelligence Work""; ""Demand Analysis""; ""Summary""; ""Further Reading:""; ""Chapter 6: Selecting Business Markets""; ""An Overview of Business Market Selection""; ""The Search for Business Market Segments""; ""Segmentation Approaches""; ""Additional Issues in Segmentation""; ""Summary""; ""Further Reading""; ""Chapter 7: Business Product Management""""The Concept of Product""""The Product Line""; ""Buyer-Seller Relations: A Key Contextual Element""; ""The Role of Quality""; ""Product/Market Choices""; ""Global Considerations""; ""New Product Development""; ""Positioning""; ""Branding""; ""Summary""; ""Further Reading""; ""Chapter 8: Marketing of Services""; ""Specific Characteristics of Business Services""; ""Marketing Implications of Services Characteristics""; ""Productizing Services""; ""Digitizing Services""; ""After the Sale""; ""Summary""; ""Further Reading""; ""Chapter 9: Pricing Strategy for Business Markets""""The Economists� View of Price""""The Marketer�s View of Price""; ""The Firm�s Costs""; ""The Firm�s Customers""; ""The Firm�s Competitors""; ""Pricing Situations""; ""Demand Concepts""; ""Value/Quality/Price Relationships""; ""Pricing the Product Line""; ""Pricing when Distributors are Involved""; ""Special Issues""; ""Summary""; ""Further Reading""; ""Chapter 10: E-Business Marketing""; ""Electronic Communications and Applications""; ""The Business Marketing Implications of E-Business""; ""Pricing Implication""; ""Developments of E-Business""; ""Summary""; ""Further Reading""""Chapter 11: Business Marketing Communication: Personal Selling""Managing business marketing and salesMarketingManagementSales managementMarketing planning & strategyMarketingManagement.Sales management.Marketing planning & strategy.Jenster Per V1603441Hayes H. Michael1603442Smith David E148124MiAaPQMiAaPQMiAaPQBOOK9910811440503321Managing business marketing & sales3927821UNINA