The MUA Library

Includes bibliographical references and index.

1. Introduction to business-to-business marketing -- 2. How business organizations buy -- 3. Strategic planning for global business markets -- 4. Market research and information systems -- 5. Segmentation, targeting and positioning -- 6. Market entry tactics -- 7. Product strategy and product development -- 8. Services for business markets -- 9. Pricing in business markets -- 10. Supply-chain management -- 11. Managing distribution channels -- 12. Business-to-business marketing communications -- 13. Customer relationships and key-account management -- 14. Sales promotion, exhibitions and trade fairs -- 15. Corporate reputation management -- 16. Marketing planning, implementation and control -- 17. Organizing for maximum effectiveness -- 18. Ethical considerations for business marketers -- 19. The future of business marketing.