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[null,"1.","Record Nr.",null,"UNINA9910785413103321"]
[null,null,"Autore",null,"Jenster Per V"]
[null,null,"Titolo",null,"Managing business marketing & sales [[electronic resource] ] : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith"]
[null,null,"Pubbl/distr/stampa",null,"[Frederiksberg, Denmark], : Copenhagen Business School Press, 2005"]
[null,null,"ISBN",null,"87-630-9967-5"]
[null,null,"Edizione",null,"[1. ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (299 p.)"]
[null,null,"Soggetti",null,"Marketing - Management"]
[{"$nulls":4},"Sales management"]
[{"$nulls":4},"Marketing planning & strategy"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes bibliographical references."]
[null,null,"Nota di contenuto",null,"\"\"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\"\""]
[{"$nulls":4},"\"\"Strategy at Three Levels\"\"\"\"Corporate Strategy\"\"; \"\"The Growth-Share Matrix\"\"; \"\"Investment Priority Matrix\"\"; \"\"Business Strategy\"\"; \"\"Marketing Strategy\"\"; \"\"Summary\"\"; \"\"Further Reading\"\"; \"\"Chapter 3: How Organizations Buy\"\"; \"\"Buyer Behavior: An Overview\"\"; \"\"Buyer Behavior: Analytical Frameworks\"\"; \"\"Implications for Marketing\"\"; \"\"Summary\"\"; \"\"Further Reading\"\"; \"\"Chapter 4: Strategic Analysis of an Industry\"\"; \"\"Industry Analysis\"\"; \"\"Approaches to Industry Analysis\"\"; \"\"Conducting the Analysis\"\"; \"\"Summary\"\"; \"\"Further Reading\"\""]
[{"$nulls":4},"\"\"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\"\"; "]
[{"$nulls":4},"\"\"Additional Issues in Segmentation\"\"; \"\"Summary\"\"; \"\"Further Reading\"\"; \"\"Chapter 7: Business Product Management\"\""]
[{"$nulls":4},"\"\"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\"\""]
[{"$nulls":4},"\"\"The Economistsâ€? View of Price\"\"\"\"The Marketerâ€?s View of Price\"\"; \"\"The Firmâ€?s Costs\"\"; \"\"The Firmâ€?s Customers\"\"; \"\"The Firmâ€?s Competitors\"\"; \"\"Pricing Situations\"\"; \"\"Demand Concepts\"\"; \"\"Value/Quality/Price Relationships\"\"; \"\"Pricing the Product Line\"\"; \"\"Pricing when Distributors are Involved\"\"; \"\"Special Issues\"\"; \"\"Summary\"\"; \"\"Further Reading\"\"; \"\"Chapter 10: E-Business Marketing\"\"; \"\"Electronic Communications and Applications\"\"; \"\"The Business Marketing Implications of E-Business\"\"; \"\"Pricing Implication\"\"; \"\"Developments of E-Business\"\"; \"\"Summary\"\"; \"\"Further Reading\"\""]
[{"$nulls":4},"\"\"Chapter 11: Business Marketing Communication: Personal Selling\"\""]