Business Marketing Management: A Strategic View of Industrial and Organizational Markets [Hardcover]

Michael D. Hutt (Author), Thomas W. Speh (Author)

Book Description

ISBN-10: 0324190433 | ISBN-13: 978-0324190434 | Publication Date: March 19, 2003 | Edition: 8

Providing the most current and complete treatment of business-to-business marketing, this comprehensive market leader captures and integrates the latest developments in market analysis, relationship management, supply chain management, marketing strategy development, and electronic commerce. Popular in both the United States and Europe since its first edition, the text provides expanded treatment of relationship strategies, the technology adoption life cycle, strategy formulation in high-tech industries, new product and service development for business markets, and Internet strategies.

Editorial Reviews

Review

“The writing is clear and accessible for the targeted audience (not too complex and detailed yet provides appropriate substance), and the cases are timely and diverse.â€?

Â" I find that each (chapter) topic is more than adequately represented in the end of chapter materials. I have various items that I can use to teach this course and for this I am extremely grateful.Â" Â"Probably the biggest strength of this book is that it has no obvious Â'holesÂ'. I have been teaching business marketing for twenty years and I don find any major area that is not at least mentioned in this text.Â"

About the Author

Michael D. Hutt (PhD, Michigan State University), is the Ford Motor Company Distinguished Professor of Marketing at the W. P. Carey School of Business, Arizona State University. He has also held faculty positions at Miami University (Ohio) and the University of Vermont. Dr. Hutt's teaching and research interests are concentrated in the areas of business-to-business marketing and strategic marketing. His current research centers on the cross-functional role that marketing managers assume in the formation of strategy. Dr. Hutt's research has been published in the Journal of Marketing, Journal of Marketing Research, MIT Sloan Management Review, Journal of Retailing, Journal of the Academy of Marketing Science, and other scholarly journals. He is also the co-author of Macro Marketing (John Wiley & Sons) and contributing author of Marketing: Best Practices (South-Western). Assuming a variety of leadership roles for American Marketing Association programs, he co-chaired the Faculty Consortium on Strategic Marketing Management. He is a member of the editorial review boards of the Journal of Business-to-Business Marketing, Journal of Business & Industrial Marketing ,Industrial Marketing Management, Journal of the Academy of Marketing Science, Journal of Strategic Marketing. For his 2000 contribution to MIT Sloan Management Review, he received the Richard Beckhard Prize. Dr. Hutt has consulted on marketing strategy issues for firms such as IBM, Motorola, Honeywell, AT&T, Arvin Industries, ADT, and Black-Clawson, and for the food industry's Public Policy Subcommittee on the Universal Product Code.

Thomas W. Speh, PhD, is Professor of Marketing Emeritus and Associate Director of MBA Programs at the Farmer School of Business, Miami University (Ohio). Dr. Speh earned his PhD from Michigan State University. Prior to his tenure at Miami, Dr. Speh taught at the University of Alabama. Dr. Speh has been a regular participant in professional marketing and logistics meetings and has published articles in a number of academic and professional journals, including the Journal of Marketing, Sloan Management Review, Harvard Business Review, Journal of the Academy of Marketing Sciences, Journal of Business Logistics, Journal of Retailing, Journal of Purchasing and Materials Management, and Industrial Marketing Management. He was the recipient of the Beta Gamma Sigma Distinguished Faculty award for excellence in teaching at Miami University's School of Business and of the Miami University Alumni Association's Effective Educator award. Dr. Speh has been active in both the Warehousing Education and Research Council (WERC) and the Council of Logistics Management (CLM). He has served as president of WERC and as president of the CLM. Dr. Speh has been a consultant on strategy issues to such organizations as Xerox, Procter & Gamble, Burlington Northern Railroad, Sara Lee, J. M. Smucker Co., and Millenium Petrochemicals, Inc.

Product Details

• Hardcover: 744 pages
• Publisher: South-Western College Pub; 8 edition (March 19, 2003)
• Language: English
• ISBN-10: 0324190433
• ISBN-13: 978-0324190434
• Product Dimensions: 10.2 x 8.2 x 1.2 inches
• Shipping Weight: 3.3 pounds (View shipping rates and policies)
• Average Customer Review: 3.7 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #1,797,875 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2.0 out of 5 stars Not impressed., December 22, 2010

By 

Dr. Littlejohn "Book lover" (Athens, GA United States) - See all my reviews

Amazon Verified Purchase

This review is from: Business Marketing Management: B2B (Hardcover)

It's not clear who this book is for. If you've worked in corporate America, then you already know this stuff. If you are a student without much work experience, the coverage is too shallow for you to really learn anything from the text book.

0 of 4 people found the following review helpful:

5.0 out of 5 stars Happy customer, October 8, 2009

By 

Jennifer (lbc) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Business Marketing Management: B2B (Hardcover)

The service behind this product was more than excellent. I received the book within a couple of days and was extremely pleased that it arrived before school started just as promised.

1 of 9 people found the following review helpful:

4.0 out of 5 stars Business Marketing, February 19, 2007

By 

Xavier Romero (Terre Haute, IN USA) - See all my reviews
(REAL NAME)   

This review is from: Business Marketing Management: B2B (Hardcover)

This book discusses the principles of business-to-business marketing in a very clear manner. The topics and writing flow very easily which makes for a gentle and interesting read.