Business marketing management [electronic resource] : B2B / Michael D. Hutt, Thomas W. Speh.

Includes index.

A business marketing perspective -- The business market: perspectives on the organizational buyer -- Organizational buying behavior -- Customer relationship management strategies for business markets -- Segmenting the business market and estimating segment demand -- 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 management -- Pricing strategy for business markets -- Business marketing communications: advertising and sales promotion -- Marketing performance measurement -- Cases.

"Business Marketing Management, 10e takes you inside the world of business marketing experts, showing you what you need to know to be successful. The textbook highlights the similarities between consumer goods and business-to-business marketing; presents a managerial rather than a descriptive treatment of business marketing; and reflects the growing body of literature and emerging trends in business marketing practice".