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00000cam a2200000 7i4500 |
| 001 |
0000037441 |
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20080614093000.0 |
| 008 |
060523s2006 nyu eng |
| 020 |
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|a 0072865784
|
| 090 |
0 |
0 |
|a HF5415
|b .D92 2006
|
| 100 |
1 |
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|a Dwyer, F. Robert ,
|e author
|
| 245 |
1 |
0 |
|a Business marketing :
|b connecting strategy, relationships and learning
|c F.Robert Dawyer, John F. Tanner, Jr
|
| 250 |
|
|
|a 3rd ed
|
| 260 |
2 |
|
|a New York :
|b McGraw-Hill/Irwin ,
|c c2006
|
| 300 |
|
|
|a xxix, 683 p. :
|b ill., charts ;
|c 26 cm.
|
| 440 |
|
0 |
|a McGraw-Hill/Irwin series in marketing
|
| 504 |
|
|
|a Includes bibliographical references and index
|
| 505 |
0 |
|
|a 1. Introduction to business marketing -- 2. The character of business marketing -- 3. The purchasing function -- 4. Organizational buyer behavior -- 5. Market opportunities: current and potential customers -- 6. Marketing strategy -- 7. Weaving marketing into the fabric of the firm -- 8. Developing and managing products: what do customers want? -- 9. Business marketing channels: partnerships for customer service -- 10. Creating customer dialogue -- 11. Communicating via advertising, trade shows, and PR -- 12. The one-to-one media -- 13. Sales and sales management -- 14. Pricing and negotiating for value -- 15. Evaluating marketing efforts -- 16. Customer retention and maximization
|
| 650 |
|
0 |
|a Marketing
|
| 700 |
1 |
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|a Tanner, John F. ,
|e author
|
| 999 |
|
|
|a 1000106315
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
|