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Business-to-business marketing /

By: Brennan, Ross, 1957-.
Contributor(s): Canning, Louise | McDowell, Raymond.
Series: Advanced marketing series (Los Angeles, Calif.): Publisher: Los Angeles ; London : SAGE, 2007Description: xix, 359 pages ; 25 cm.Content type: text | text Media type: unmediated | unmediated Carrier type: volume | volumeISBN: 9781412919692; 9781412919692:; 141291969X; 1412919703; 9781412919708.Subject(s): Industrial marketing | Industrial marketing -- Case studiesDDC classification: 658.804
Contents:
Introduction to Business-to-Business Markets and Marketing -- Organizational Buying Behaviour -- Inter-Firm Relationships and Networks -- Business-to-Business Marketing Strategy -- Researching Business-to-Business Markets -- Segmenting Business-to-Business Markets -- Impersonal Marketing Communications -- Personal Selling and Sales Management -- Managing the Relationship Portfolio -- Managing the Product Portfolio -- Managing Distribution Channels -- Price Setting in Business-to-Business Markets.
Summary: This volume examines views that argue business to business marketing is simply a variant of consumer marketing or is only concerned with inter-organizational relationship management.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 658.804 BRE (Browse shelf(Opens below)) 1 Available M026893
Total holds: 0

Includes bibliographical references and index.

Introduction to Business-to-Business Markets and Marketing -- Organizational Buying Behaviour -- Inter-Firm Relationships and Networks -- Business-to-Business Marketing Strategy -- Researching Business-to-Business Markets -- Segmenting Business-to-Business Markets -- Impersonal Marketing Communications -- Personal Selling and Sales Management -- Managing the Relationship Portfolio -- Managing the Product Portfolio -- Managing Distribution Channels -- Price Setting in Business-to-Business Markets.

This volume examines views that argue business to business marketing is simply a variant of consumer marketing or is only concerned with inter-organizational relationship management.

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