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Part 1 The Environment of Business Marketing
Chapter 1 A Business Marketing Perspective
Part 2 Managing Relationships in Business Marketing
Chapter 2 Organizational Buying Behavior
Chapter 3 Customer Relationship Management Strategies for Business Markets
Part 3 Assessing Market Opportunities
Chapter 4 Segmenting the Business Market and Estimating Segment Demand
Part 4 Formulating Business Marketing Strategy
Chapter 5 Business Marketing Planning: Strategic Perspectives
Chapter 6 Business Marketing Strategies for Global Markets
Chapter 7 Managing Products for Business Markets
Chapter 8 Managing Innovation and New Industrial Product Development
Chapter 9 Managing Services for Business Markets
Chapter 10 Managing Business Marketing Channels
Chapter 11 Supply Chain Management
Chapter 12 Pricing Strategies for Business Markets
Chapter 13 Business Marketing Communications: Advertising and Sales Promotion
Chapter 14 Business Marketing Communications: Managing the Personal Selling Function
Part 5 Evaluating Business Marketing Strategy and Performance
Chapter 15 Marketing Performance Measurement
Index
Michael D. Hutt, Arizona State University
Thomas W. Speh, Miami University - Ohio
Petrochemicals, Inc.
