TY  - BOOK
AU  - Honeycutt, Jr., Earl D.,
AU  - Morris, Michael H.,
AU  - Pitt, Leyland F.,
TI  - Business to business marketing
SN  - 9780803959644
PY  - 2001///
CY  - Los Angeles ; London ; New Delhi ; Singapore ; Washington DC ; Melbourne 
PB  - SAGE
KW  - HF COMMERCE
KW  - Industrial marketing
KW  - Bibliography MSc - Marketing Management: Account-Based Marketing
N1  - a strategic approach
N2  - Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles;, new processes for selling, distribution, and customer service; increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships. Separate chapters are devoted to buying decisions, market research and analysis, and purchasing practices, including treatment of the latest technological developments in just-in-time systems, Web-based procurement, and enterprise resource planning and manufacturing systems. Each chapter includes illustrations of real world marketing issues, key concepts, learning objectives, and discussion questions
ER  -