Business Market Management: Understanding, Creating and Delivering Value / Edition 1

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Overview

Business Market Management explores the process of understanding, creating and delivering value to targeted business markets and customers. Relying upon empirical assessment of value in the marketplace, it provides a means of gaining an equitable return on value delivered and enhancing a supplier firm's present and future profitability. This book reflects the principles and practices of the discipline, and—by presenting and conducting management practice research—strives to advance the field. It brings together venerable past thinking and leading-edge thinking to provide a progressive approach to managing business markets.
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Editorial Reviews

Booknews
Demonstrates how firms in business markets can gain a comprehensive understanding of the monetary worth of the technical, economic, service, and social benefits that their market offerings provide to present and prospective customers. Emphasis is on working relationships and business networks. Contains sections on understanding, creating, and delivering value, with chapters on firms as customers, managing market offerings, and sustaining partnerships. Annotation c. by Book News, Inc., Portland, Or.
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Product Details

  • ISBN-13: 9780135226575
  • Publisher: Pearson Education
  • Publication date: 11/5/1998
  • Edition description: Older Edition
  • Edition number: 1
  • Pages: 430
  • Product dimensions: 7.21 (w) x 9.59 (h) x 1.38 (d)

Table of Contents

Preface
Acknowledgments
About the Authors
Sect. I Introduction and Overview 1
Ch. 1 Business Market Management: Guiding Principles 3
Sect. II Understanding Value 39
Ch. 2 Market Sensing: Generating and Using Knowledge about the Marketplace 41
Ch. 3 Understanding Firms as Customers 83
Ch. 4 Crafting Market Strategy 122
Sect. III Creating Value 159
Ch. 5 Managing Market Offerings 161
Ch. 6 New Offering Realization 200
Ch. 7 Business Channel Management 250
Sect. IV Delivering Value 293
Ch. 8 Gaining Customers 295
Ch. 9 Sustaining Reseller Partnerships 335
Ch. 10 Sustaining Customer Relationships 372
Index 415
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