Business Marketing Management - B2b

ISBN-10: 032458167X
ISBN-13: 9780324581676
Edition: 10th 2010
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Book details

List price: $314.95
Edition: 10th
Copyright year: 2010
Publisher: Cengage South-Western
Publication date: 2/13/2009
Binding: Hardcover
Pages: 672
Size: 8.25" wide x 10.00" long x 1.25" tall
Weight: 3.080
Language: English

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.

Preface
The Environment Of Business Marketing
A Business Marketing Perspective
The Business Market: Perspectives on the Organizational Buyer
Managing Relationships In Business Marketing
Organizational Buying Behavior
Customer Relationship Management Strategies for Business Markets
Assessing Market Opportunities
Segmenting the Business Market and Estimating Segment Demand
Formulating Business Marketing Strategy
Business Marketing Planning: Strategic Perspectives
Business Marketing Strategies for Global Markets
Managing Products for Business Markets
Managing Innovation and New Industrial Product Development
Managing Services for Business Markets
Managing Business Marketing Channels
E-Commerce Strategies for Business Markets
Supply Chain Strategies
Pricing Strategy for Business Markets
Business Marketing Communications: Advertising and Sales Promotion
Business Marketing Communications: Managing the Personal Selling Function
Evaluating Business Marketing Strategy And Performance
Marketing Performance Measurement
Cases
Glossary
Index

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