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Managing business marketing & sales [[electronic resource] ] : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith
| Managing business marketing & sales [[electronic resource] ] : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith |
| Autore | Jenster Per V |
| Edizione | [1. ed.] |
| Pubbl/distr/stampa | [Frederiksberg, Denmark], : Copenhagen Business School Press, 2005 |
| Descrizione fisica | 1 online resource (299 p.) |
| Altri autori (Persone) |
HayesH. Michael
SmithDavid E |
| Soggetto topico |
Marketing - Management
Sales management Marketing planning & strategy |
| Soggetto genere / forma | Electronic books. |
| ISBN | 87-630-9967-5 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""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"" |
| Altri titoli varianti | Managing business marketing and sales |
| Record Nr. | UNINA-9910460451803321 |
Jenster Per V
|
||
| [Frederiksberg, Denmark], : Copenhagen Business School Press, 2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managing business marketing & sales [[electronic resource] ] : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith
| Managing business marketing & sales [[electronic resource] ] : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith |
| Autore | Jenster Per V |
| Edizione | [1. ed.] |
| Pubbl/distr/stampa | [Frederiksberg, Denmark], : Copenhagen Business School Press, 2005 |
| Descrizione fisica | 1 online resource (299 p.) |
| Altri autori (Persone) |
HayesH. Michael
SmithDavid E |
| Soggetto topico |
Marketing - Management
Sales management Marketing planning & strategy |
| ISBN | 87-630-9967-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""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"" |
| Altri titoli varianti | Managing business marketing and sales |
| Record Nr. | UNINA-9910785413103321 |
|
Jenster Per V
|
||
| [Frederiksberg, Denmark], : Copenhagen Business School Press, 2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managing business marketing & sales : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith
| Managing business marketing & sales : an international perspective / / Per V. Jenster, H. Michael Hayes, & David E. Smith |
| Autore | Jenster Per V |
| Edizione | [1. ed.] |
| Pubbl/distr/stampa | [Frederiksberg, Denmark], : Copenhagen Business School Press, 2005 |
| Descrizione fisica | 1 online resource (299 p.) |
| Altri autori (Persone) |
HayesH. Michael
SmithDavid E |
| Soggetto topico |
Marketing - Management
Sales management Marketing planning & strategy |
| ISBN | 87-630-9967-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""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"" |
| Altri titoli varianti | Managing business marketing and sales |
| Record Nr. | UNINA-9910811440503321 |
|
Jenster Per V
|
||
| [Frederiksberg, Denmark], : Copenhagen Business School Press, 2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||