MARC details
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| fixed length control field |
03440nam a22002537a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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20211018160232.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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190824b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9788131520796 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.804 |
| Item number |
HUT |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Hutt, Michael D. |
| 245 ## - TITLE STATEMENT |
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| Title |
B2B marketing: a south-asian perspective |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
11th |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Name of publisher, distributor, etc. |
Cengage Learning India Pvt. Ltd. |
| Place of publication, distribution, etc. |
New Delhi |
| Date of publication, distribution, etc. |
2014 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
xxix, 522 p. |
| 365 ## - TRADE PRICE |
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| Price type code |
INR |
| Price amount |
825.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
Table of Content<br/><br/>Chapter 1 A Business Marketing Perspective<br/><br/>Chapter 2 Organizational Buying Behavior<br/><br/>Chapter 3 Customer Relationship Management Strategies for Business Markets<br/><br/>Chapter 4 Segmenting the Business Market and Estimating Segment Demand<br/><br/>Chapter 5 Business Marketing Planning: Strategic Perspectives<br/><br/>Chapter 6 Business Marketing Strategies for Global Markets<br/><br/>Chapter 7 Managing Products for Business Markets<br/><br/>Chapter 8 Managing Innovation and New Industrial Product Development<br/><br/>Chapter 9 Managing Services for Business Markets<br/><br/>Chapter 10 Managing Business Marketing Channels<br/><br/>Chapter 11 Supply Chain Management<br/><br/>Chapter 12 Pricing Strategies for Business Markets<br/><br/>Chapter 13 Business Marketing Communications: Advertising and Sales Promotion<br/><br/>Chapter 14 Business Marketing Communications: Managing the Personal Selling Function<br/><br/>Chapter 15 Marketing Performance Measurement<br/><br/>Chapter Cases<br/><br/>Comprehensive Cases<br/><br/>Name Index<br/><br/>Subject Index |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc. |
Marketing to businesses is fundamentally different from marketing to individual consumers. Business to business (B2B) marketing usually involves a much longer and multifaceted sales cycle. Additionally, decision makers are usually highly involved as the stakes are high. Understanding the B2B process is vital for the success of businesses as there is increasing burden on managers to provide concrete results. Thus, decision making in the B2B context may be understood as individual psychology, small group psychology, or a large group psychology. Consequently, it is important to use apposite strategies to engage B2B customers.<br/><br/>Typically, B2B marketing encompasses marketing to both for-profit and non-profit businesses. Not-for-profit businesses include both government and non-government organizations. Thus, the B2B marketing process is longer and is largely driven by relationship marketing. Buying decisions are made more rationally as there are multiple influencers involved in decision making.<br/><br/>The demand can be for both B2B products and services. The B2B demand is both derived and joint, making it less elastic as compared to the demand for B2C products and services. Thus, B2B transactions are usually larger compared to B2C transactions, thus justifying a more direct and frequent contact between buyers and sellers.<br/><br/>The aforementioned existing difference between B2C and B2B marketing has led to the evolution of a new stream in marketing, i.e., B2B marketing. This book, B2B Marketing, eleventh edition, offers a comprehensive learning of various facets of B2B marketing and is meant to meet the requirements of management and commerce students of various universities across the country. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Industrial marketing--Management |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Marketing -- Management |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Industrial marketing -- Management -- Case studies |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Sharma, Dheeraj |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Speh, Thomas W. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Book |