02030cam a22002654a 4500 20260702094424.0 0324190433 Tsh. 35,000/= 9780324190434 DCC Library eng. 658.8 HUT Hutt, Michael D. Business marketing management : a strategic view of industrial and organizational markets / Michael D. Hutt, Thomas W. Speh. 8th ed. Mason, Ohio : Thomson/South-Western, c2004. xxx, 714 p. : ill. ; 27 cm. Previously published by Harcourt College Publishers, 2001. Includes bibliographical references and index. Business Marketing Management: A Strategic View of Industrial and Organizational Markets by Michael D. Hutt and Thomas W. Speh examines the principles and practices of marketing products and services to business and organizational customers. The book emphasizes that business marketing differs from consumer marketing because purchasing decisions are often complex, involve multiple decision-makers, and focus on long-term relationships rather than one-time transactions. The authors explain how organizations identify customer needs, segment business markets, analyze buying behavior, and develop effective marketing strategies to create value for customers. The text highlights the importance of customer relationship management (CRM), supply chain integration, strategic planning, and market research in achieving competitive advantage. It also explores product development, pricing strategies, distribution channels, integrated marketing communications, and professional selling within business markets. Industrial marketing Case studies. Speh, Thomas W. http://www.loc.gov/catdir/enhancements/fy1514/2002116678-b.html http://www.loc.gov/catdir/enhancements/fy1514/2002116678-d.html http://www.loc.gov/catdir/enhancements/fy1514/2002116678-t.html BK 12786 12786 0 0 0 0 MU003 MU003 2007-10-01 Purchased 0 658.8 HUT U0005471 2026-07-02 09:48:44 1 2026-07-02 BK 0 0 0 0 MU003 MU003 2007-10-01 Purchased 0 658.8 HUT U0005472 2026-07-02 09:48:44 2 2026-07-02 BK