000			03051nam a2200205 4500
999			_c363 _d363
005			20210904151126.0
008			190906b ||||| |||| 00| 0 eng d
020			_a9780199457083
082			_a658.804 _bELL
100			_aEllis, Nick _91124
245			_aBusiness-to-business marketing: relationship, networks and strategies
260			_aNew Delhi _bOxford University Press _c2018
300			_axviii, 376 p.
365			_aINR _b650.00
504			_aTable of contents Part One: The Organizational Marketing Context Chapter 1: The Significance of B2B Marketing Chapter 2: Organizational Buying Behaviour Part Two: Inter-organizational Relationships and Networks Chapter 3: Inter-organizational Relationships Chapter 4: Marketing Channels and Supply Chains Chapter 5: Industrial Networks Part Three: Business Marketing Planning Chapter 6: B2B Marketing Planning and Analysis Chapter 7: B2B Marketing Strategies and Implementation Part Four: Business Marketing Programmes Chapter 8: Business Products Chapter 9: Business Services Chapter 10: Value and Pricing in B2B Markets Chapter 11: B2B Marketing Communications Chapter 12: Personal Selling and Sales Management Part Five: B2B Marketing in India Chapter 13: The B2B Market in India
520			_aDescription The Asian edition of Business-to-Business Marketing: Relationships, Networks, and Strategies provides a comprehensive introduction to the important theoretical and managerial issues of B2B marketing. It raises students' awareness of the significance of B2B marketing in modern economies, in both local and global contexts. The book shows that B2B marketing is about managing the complex network of buying and selling relationships between organizations. The text includes detailed discussions concerning the role of individual managers and the organizations they represent; outlines possible managerial solutions to common B2B marketing dilemmas; and examines issues such as e-commerce in B2B markets, key account management, and supply-chain ethics. Theoretical discussion is carefully interwoven with a series of long and short case examples. The text is organized in four parts. Part one introduces the concept of organizational marketing; part two discusses inter-organizational relationships and networks; part three elaborates on business marketing planning; part four discusses business marketing programmes; and part five includes a discussion on the B2B market in India. A range of pedagogical features aid understanding: 'mini cases' from a variety of international contexts; 'voices' of practitioners talking about the problems they face; 'number crunching' boxes highlighting how an organization's sales, profits, and numbers of workers depend on successful B2B marketing; 'food for thought' boxes encouraging students to think about the recommendations in the text; and longer case studies illustrating specific marketing issues. Online Resources
650			_aBusiness marketing _91125
700			_aSarkar, Soumya _91126
942			_2ddc _cBK