000			02030cam a22002654a 4500
005			20260702094424.0
020			_a0324190433 _cTsh. 35,000/=
020			_a9780324190434
040			_aDCC Library _beng.
082	0	0	_a658.8 HUT
100	1		_aHutt, Michael D.
245	1	0	_aBusiness marketing management : _ba strategic view of industrial and organizational markets / _cMichael D. Hutt, Thomas W. Speh.
250			_a8th ed.
260			_aMason, Ohio : _bThomson/South-Western, _cc2004.
300			_axxx, 714 p. : _bill. ; _c27 cm.
500			_aPreviously published by Harcourt College Publishers, 2001.
504			_aIncludes bibliographical references and index.
520			_aBusiness 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.
650		0	_aIndustrial marketing _vCase studies.
700	1		_aSpeh, Thomas W.
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy1514/2002116678-b.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy1514/2002116678-d.html
856	4	1	_uhttp://www.loc.gov/catdir/enhancements/fy1514/2002116678-t.html
942			_cBK
999			_c12786 _d12786