Business market management : understanding, creating, and delivering value /
Anderson, James C. 1953-
Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus, Das Narayandas. - 3rd ed. - UP. : Pearson, 2011c . - xxv, 470 p. : ill. ; 25 cm.
Includes bibliographical references and index.
Business market management: guiding principles --
Market sensing: generating and using knowledge about the marketplace --
Understanding firms as customers --
Crafting market strategy --
Managing market offerings --
New offering realization --
Business channel management --
Gaining customers --
Sustaining reseller partnerships --
Sustaining customer relationships.
9788131731635
2008012486
Industrial marketing.
HF5415.1263 / .A53 2009
658.8 / AND-B 2011 11129
Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus, Das Narayandas. - 3rd ed. - UP. : Pearson, 2011c . - xxv, 470 p. : ill. ; 25 cm.
Includes bibliographical references and index.
Business market management: guiding principles --
Market sensing: generating and using knowledge about the marketplace --
Understanding firms as customers --
Crafting market strategy --
Managing market offerings --
New offering realization --
Business channel management --
Gaining customers --
Sustaining reseller partnerships --
Sustaining customer relationships.
9788131731635
2008012486
Industrial marketing.
HF5415.1263 / .A53 2009
658.8 / AND-B 2011 11129