Industrial Marketing Strategy [Paperback]

Frederick E. Webster Jr. (Author)

Book Description

ISBN-10: 047111989X | ISBN-13: 978-0471119890 | Publication Date: May 1, 1995 | Edition: 3

Develop customer-focused, market-driven strategies for today's competitive marketplace. . .

Industrial Marketing Strategy

Widely regarded as a classic text in the field, Industrial Marketing Strategy, Third Edition shows you, as a practicing manager, how to develop the marketing strategies your business needs to succeed in a rapidly evolving global marketplace. This important book covers:
* The basic concepts of customer analysis, buying behavior, buyer-seller relationships, market segmentation and targeting, and positioning
* Proven, concrete, strategic management techniques--rather than a rote enumeration of the functions and institutions of industrial marketing
* Guidelines for implementing the value proposition through distribution and marketing communications
* The role of marketing in the broader context of business and corporate-level strategic planning
* Special sections on product development, national account management, customer service, information technology, and price signaling

Editorial Reviews

From the Back Cover

Develop customer-focused, market-driven strategies for today's competitive marketplace. . .

Industrial Marketing Strategy

Widely regarded as a classic text in the field, Industrial Marketing Strategy, Third Edition shows you, as a practicing manager, how to develop the marketing strategies your business needs to succeed in a rapidly evolving global marketplace. This important book covers:

• The basic concepts of customer analysis, buying behavior, buyer-seller relationships, market segmentation and targeting, and positioning
• Proven, concrete, strategic management techniques—rather than a rote enumeration of the functions and institutions of industrial marketing
• Guidelines for implementing the value proposition through distribution and marketing communications
• The role of marketing in the broader context of business and corporate-level strategic planning
• Special sections on product development, national account management, customer service, information technology, and price signaling

About the Author

FREDERICK E. WEBSTER, Jr., is Charles Henry Jones Third Century Professor of Management at the Amos Tuck School of Business Administration at Dartmouth College. An active consultant for many leading firms throughout the United States and abroad, he is also the author of Market-Driven Management: Using the New Marketing Concept to Create a Customer-Oriented Company (Wiley), among other publications. He is also a trustee of the Marketing Science Institute and a past director of the American Marketing Association.

Product Details

• Paperback: 384 pages
• Publisher: Wiley; 3 edition (May 1, 1995)
• Language: English
• ISBN-10: 047111989X
• ISBN-13: 978-0471119890
• Product Dimensions: 9 x 6.1 x 1.1 inches
• Shipping Weight: 1.3 pounds (View shipping rates and policies)
• Average Customer Review: 3.5 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #1,027,107 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

21 of 23 people found the following review helpful:

4.0 out of 5 stars Probably the standard work on industrial marketing today., June 2, 1997

By A Customer

This review is from: Industrial Marketing Strategy (Paperback)

Frederick Webster's 3rd ed. of Industrial Marketing Strategy offers a comprehensive review of business-to-business marketing. This is an excellent overview for the business executive and the general marketing practitioner. The sections on buying behavior and buyer-seller relationships are a good review of those processes that influence customers to buy. The book is a rational academic review of the marketing process. Unfortunately, Webster, like most books on the subject, does not address the irrational aspects of the industrial customer's behavior. All-in-all this is still the most comprehensive single volume review of industrial marketing currently available. Warren D. Smith, CPC. Venture Marketing Inc. [e-mail]

2 of 2 people found the following review helpful:

3.0 out of 5 stars Old and Academic, yet recommendable, December 27, 2008

By 

CLAUDIO SAAVEDRA GONZALE "Claudio Saavedra, M... (Chile) - See all my reviews
(REAL NAME)   

This review is from: Industrial Marketing Strategy (Paperback)

I have read this book many times for many years. I mean the 3rd edition.
I can only state this:
1. Style: descriptive, non authoritative, academic. My concern is that the practitioner might never get too far reading due to the writing style.
2. Content: For today, the book is outdated. Webster made a major revision of the theoretical literature during the 70s-80s to write this book. One wishes that another academician as thorough as F. Webster could write an updated version. The indexed content of the book is comprehensive and complete. That is, the practitioner will find all the topics necessary to manage his/her department.
3. The cons: by the time it was written, very little research was available on industrial segmentation, value-based pricing, B2B branding and of course, industrial communicational marketing.
4. The pros: reader might find the Sales Force, Company inter relation and Industrial Customer Behaviour the best chapters of the book. Yet, I strongly advice to complement the Sales Force content with Jim Hlavacek's and John Coe's insights.

Claudio Saavedra, MBA., PhD
Professor of Industrial Marketing
Santiago - Chile
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