TY  - GEN
AU  - Hutt, Michael D.
AU  - Sharma, Dheeraj
AU  - Speh, Thomas W.
TI  - B2B marketing: A South-Asian perspective
SN  - 978-8131520796
U1  - 658.804 
PY  - 2023///
CY  - New Delhi
PB  - Cengage Learning India Pvt. Ltd.
KW  - case studies
KW  - industrial marketing management
N1  - Recommended by: Subrat Sarangi; Content:

Chapter 1 A Business Marketing Perspective
Chapter 2 Organizational Buying Behavior
Chapter 3 Customer Relationship Management Strategies for Business Markets
Chapter 4 Segmenting the Business Market and Estimating Segment Demand
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
Chapter 15 Marketing Performance Measurement
Chapter Cases
Comprehensive Cases

ER  -