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Business Marketing Management: B2B Hardcover – January 3, 2012

ISBN-13: 978-1133189565 ISBN-10: 1133189563 Edition: 11th

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Product Details

  • Hardcover: 464 pages
  • Publisher: Cengage Learning; 11 edition (January 3, 2012)
  • Language: English
  • ISBN-10: 1133189563
  • ISBN-13: 978-1133189565
  • Product Dimensions: 10.2 x 7.9 x 0.8 inches
  • Shipping Weight: 2.2 pounds (View shipping rates and policies)
  • Average Customer Review: 3.5 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #129,819 in Books (See Top 100 in Books)

Editorial Reviews

Review

PART I: THE BUSINESS MARKETING ENVIRONMENT 1. A Business Marketing Perspective. 2. The Business Markets: Perspectives on Organizational Buyers. PART II: MANAGING BUSINESS MARKETING RELATIONSHIPS. 3. Organizational Buying Behavior. 4. Customer Relationship Management Strategies for Business Markets. PART III: ASSESSING MARKET OPPORTUNITIES. 5. Segmenting the Business Market. 6. Organizational Demand Analysis. PART IV: FORMULATING BUSINESS MARKETING STRATEGY. 7. Business Marketing Planning: Strategic Perspectives. 8. Business Marketing Strategies for Global Markets. 9. Managing Products for Business Markets. 10. Managing Innovation and New Industrial Product Development. 11. Managing Services for Business Markets. 12. Managing Business Marketing Channels. 13. Business Market E-Strategies. 14. Supply Chain Strategies. 15. Pricing Strategy for Business Markets. 16. Business Marketing Communications: Advertising and Sales Promotion. 17. Business Marketing Communications: Managing Personal Selling Functions. PART V: EVALUATING BUSINESS MARKETING STRATEGY AND PERFORMANCE. 18. Controlling Business Marketing Strategies. --This text refers to the Paperback edition.

About the Author

Michael D. Hutt 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 co-author of MACRO MARKETING (John Wiley & Sons). 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, and JOURNAL OF STRATEGIC MARKETING. For his 2000 contribution to MIT SLOAN MANAGEMENT REVIEW, he received the Richard Beckhard Prize. Serving in various leadership roles for American Marketing Association programs, he co-chaired the Faculty Consortium on Strategic Marketing Management. Dr. Hutt has consulted on marketing strategy issues for such firms as IBM, Motorola, Honeywell, AT&T, Arvin Industries, ADT, and Black-Clawson, as well as for the food industry's Public Policy Subcommittee on the Universal Product Code. He received his Ph.D. from Michigan State University.

Thomas W. Speh is Professor of Marketing Emeritus and Associate Director of MBA Programs at the Farmer School of Business, Miami University (Ohio). Prior to his tenure at Miami, he taught at the University of Alabama. A regular participant in professional marketing and logistics meetings, Dr. Speh 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 received the Beta Gamma Sigma Distinguished Faculty award for excellence in teaching at Miami University's School of Business and the Miami University Alumni Association's Effective Educator award. Active in both the Warehousing Education and Research Council and the Council of Logistics Management, Dr. Speh has served as president of WERC and as president of the CLM. He has consulted on strategy issues for such organizations as Xerox, Procter & Gamble, Burlington Northern Railroad, Sara Lee, J.M. Smucker Co., and Millennium Petrochemicals, Inc. He earned his Ph.D. from Michigan State University.

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Customer Reviews

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Most Helpful Customer Reviews

1 of 1 people found the following review helpful By AW3 on October 9, 2013
Format: Hardcover Verified Purchase
Easy to read and understand concepts regarding being a marketer. Provides a solid introduction into performing in the business to business market. Definitely worth buying.
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I rate this book a 4 star reason being it does not have a glossary, otherwise a very good text book.
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By Lennard on March 11, 2014
Format: Hardcover Verified Purchase
I have no complains at all. I am an international student and this book is required for one of my classes. Fast delivery, good condition, good price.

Everything was just fine and dandy.
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0 of 1 people found the following review helpful By Ricardo Tamasato on March 1, 2014
Format: Paperback Verified Purchase
Delivery on time, quality of book in good shape, and information according specifications. Recommended to buy for business and marketing classes.
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