Industrial Marketing Strategy
3rd Edition
Published on 30. May 1995
Book
Paperback/Softback
384 pages
978-0-471-11989-0 (ISBN)
Description
Develop customer-focused, market-driven strategies for today'scompetitive marketplace. . .
Industrial Marketing Strategy
Widely regarded as a classic text in the field, IndustrialMarketing Strategy, Third Edition shows you, as a practicingmanager, how to develop the marketing strategies your businessneeds to succeed in a rapidly evolving global marketplace. Thisimportant book covers:
* The basic concepts of customer analysis, buying behavior,buyer-seller relationships, market segmentation and targeting, andpositioning
* Proven, concrete, strategic management techniques--rather than arote enumeration of the functions and institutions of industrialmarketing
* Guidelines for implementing the value proposition throughdistribution and marketing communications
* The role of marketing in the broader context of business andcorporate-level strategic planning
* Special sections on product development, national accountmanagement, customer service, information technology, and pricesignaling
Industrial Marketing Strategy
Widely regarded as a classic text in the field, IndustrialMarketing Strategy, Third Edition shows you, as a practicingmanager, how to develop the marketing strategies your businessneeds to succeed in a rapidly evolving global marketplace. Thisimportant book covers:
* The basic concepts of customer analysis, buying behavior,buyer-seller relationships, market segmentation and targeting, andpositioning
* Proven, concrete, strategic management techniques--rather than arote enumeration of the functions and institutions of industrialmarketing
* Guidelines for implementing the value proposition throughdistribution and marketing communications
* The role of marketing in the broader context of business andcorporate-level strategic planning
* Special sections on product development, national accountmanagement, customer service, information technology, and pricesignaling
More details
Edition
3rd edition
Language
English
Place of publication
New York
United States
Target group
College/higher education
Professional and scholarly
Product notice
Paperback (trade)
Unsewn / adhesive bound
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 22 mm
Weight
616 gr
ISBN-13
978-0-471-11989-0 (9780471119890)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Frederick E. Webster
Industrial Marketing Strategy
Book
05/1991
3rd Edition
Wiley
€127.72
Article exhausted; check different version
Person
FREDERICK E. WEBSTER, Jr., is Charles Henry Jones Third Century Professor of Management at the Amos Tuck School of Business Administration at Dartmouth College. An active consultant for many leading firms throughout the United States and abroad, he is also the author of Market-Driven Management: Using the New Marketing Concept to Create a Customer-Oriented Company (Wiley), among other publications. He is also a trustee of the Marketing Science Institute and a past director of the American Marketing Association.
Content
The Nature and Scope of Industrial Marketing.
Industrial Procurement and Buying Behavior.
Buyer-Seller Relationships.
Industrial Market Segmentation, Targeting, and Positioning.
Product Strategy and New Product Development.
Developing Markets for New Industrial Products.
Pricing Strategy.
Industrial Distribution Strategy.
Managing the Industrial Sales Force.
Industrial Marketing Communications.
Industrial Marketing Planning.
Index.
Industrial Procurement and Buying Behavior.
Buyer-Seller Relationships.
Industrial Market Segmentation, Targeting, and Positioning.
Product Strategy and New Product Development.
Developing Markets for New Industrial Products.
Pricing Strategy.
Industrial Distribution Strategy.
Managing the Industrial Sales Force.
Industrial Marketing Communications.
Industrial Marketing Planning.
Index.