000			02782nam a22002297a 4500
999			_c296 _d296
005			20190903110138.0
008			190903b ||||| |||| 00| 0 eng d
020			_a9781473973442
082			_a658.804 _bBRE
100			_aBrennan, Ross _9993
245			_aBusiness-to-business marketing
250			_a4th
260			_bSage Publications Ltd. _aLondon _c2017
300			_aviii, 391 p.
365			_aGBP _b44.99
504			_aPART I Fundamentals of Business-to-Business Marketing Chapter 1 Business-to-Business Markets and Marketing Chapter 2 Buyer Behaviour Chapter 3 Inter-Firm Relationships and Networks PART II Business-to-Business Marketing Analysis and Strategy Chapter 4 Responsible Business-to-Business Strategy Chapter 5 Researching Business-to-Business Markets Chapter 6 Business Market Segmentation PART III Communicating and Interacting with Customers Chapter 7 Market Communication Chapter 8 Relationship Communication Chapter 9 Relationship Portfolios and Key Account Management Part IV Managing Marketing Processes Chapter 10 Managing Product Offerings Chapter 11 Routes to Market Chapter 12 Price-Setting in Business- to-Business Markets Glossary References
520			_aThis textbook stands out from others by combining multiple approaches to B2B marketing theory with up-to-date examples from practice. The inclusion of many international examples makes it invaluable for faculty and students worldwide. It is a must read for students and a truly refreshing addition to any marketing course.’ – Catherine Sutton-Brady, Associate Professor of Marketing, The University of Sydney Business School Taking in both European and US approaches to form a balanced, global-minded text and covering both the theory and practice of global business-to-business marketing, the new Fourth Edition: Includes new coverage of digital and social media marketing in the B2B environment, to reflect online developments Is updated to reflect the effects and impact of global changes such as the legally binding deal signed at the Paris Climate Conference (Dec. 2015) Includes new ‘scenario’ boxes which provide reflective decision-based situations for students to think through, helping them prepare for future roles. The book is complemented by a companion website featuring a range of tools and resources for lecturers and students, including PowerPoint slides, tutor guide sample exam questions, SAGE journal articles, quizzes, web links and selected author videos to make the examples in each chapter come to life. Suitable for all students taking B2B marketing modules.
650			_aIndustrial marketing _9924
700			_aMcDowell, Raymond _9994
700			_aCanning, Louise _9995
942			_2ddc _cBK