Description: Industrial Marketing Management Hardback book by Michael D. Hutt and Thomas W. SpehOver 460 pagesThe Dryden PressCopyright © 1981 by CBS COLLEGE PUBLISHING Summary of Contents include: " PART I. THE ENVIRONMENT OF INDUSTRIAL MARKETING Chapter 1. An Industrial Marketing Perspective Chapter 2. The Industrial Market: Perspectives on the Organizational Buyer PART II. THE ORGANIZATIONAL BUYING PROCESS Chapter 3. Dimensions of Organizational Buying Chapter 4. Organizational Buying Behavior PART III. ASSESSING MARKET OPPORTUNITIES Chapter 5. Segmenting the Organizational Market Chapter 6. Organizational Demand Analysis: Measuring Market Potential Chapter 7. Organizational Demand Analysis: Sales Forecasting Chapter 8. Industrial Marketing Planning PART IV. FORMULATING INDUSTRIAL MARKETING STRATEGY Chapter 9. Managing the Industrial Product Line Chapter 10. Industrial Marketing Channels: Channel Participants Chapter 11. Industrial Marketing Channels: Design and Management Chapter 12. Industrial Marketing Channels: The Logistical Interface Chapter 13. Managing the Industrial Pricing Function Chapter 14. Industrial Marketing Communications: Advertising and Sales Promotion Chapter 15. Industrial Marketing Communications: Personal Selling PART V. EVALUATING INDUSTRIAL MARKETING STRATEGY AND PERFORMANCE Chapter 16. Controlling Industrial Marketing Strategies PART VI. CASES Caloway Box Company A.T.&T. Duralake Plastics, Inc. Airbus Industrie The Xerox Store Modern Plastics (A) Transairways, Inc. Hyde-Phillip Chemical Co. Transcon Parts The Ajax Pump Company Westinghouse Canada Limited APP Company Virginia Chemicals Advertising Lectron Corporation Index " This book is in very good to excellent condition with minor wear. No torn or ripped pages. There are name labels on the inside cover and on the last blank page from the previous owner. There are names and addresses stamped along the side edges of the pages, mostly visible from the side view. No other markings or writing.
Price: 24.99 USD
Location: Euclid, Ohio
End Time: 2024-09-04T13:13:05.000Z
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Item Specifics
All returns accepted: ReturnsNotAccepted
Language: English
Book Title: Industrial Marketing Management
Author: Unknown
Genre: Business, Economics & Industry, Management
Topic: Business Analysis, Management Techniques
