Business Market Management. Understanding, Creating, And Delivering Value - Hardcover

Anderson, James-C; Narus, James-A

Hardcover

ISBN 10: 0135226570 ISBN 13: 9780135226575

Verlag: Pearson, 2001

Inhaltsangabe

It is time a book on business marketing has value as its cornerstone. Assessment of value in the marketplace is critical to business market management. We demonstrate how firms in business markets can gain a comprehensive and an elemental understanding of the worth in monetary terms of the technical, economic, service, and social benefits that their market offerings provide to present and prospective customers. Having superior knowledge of customer requirements and preferences, and what it is worth to fulfill them, should underpin everything the firm does. Our book recounts how a small but growing number of firms in business markets have achieved this knowledge and what superior marketplace performance has resulted from that knowledge.

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Reseña del editor

"Business Market Management" explores the process of understanding, creating and delivering value to targeted business markets and customers. Relying upon empirical assessment of value in the marketplace, it provides a means of gaining an equitable return on value delivered and enhancing a supplier firm's present and future profitability. This book reflects the principles and practices of the discipline, and--by presenting and conducting management practice research--strives to advance the field. It brings together venerable past thinking and leading-edge thinking to provide a progressive approach to managing business markets.

Details zur Ausgabe

• Verlag: Pearson
• Erscheinungsdatum: 2001
• Sprache: Englisch
• ISBN 10: 0135226570
• ISBN 13: 9780135226575
• Einband: Tapa dura
• Anzahl der Seiten: 430
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar