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eBook Business Market Management: Understanding, Creating and Delivering Value: AND Business Plan Pro ePub

eBook Business Market Management: Understanding, Creating and Delivering Value: AND Business Plan Pro ePub

by James Anderson

  • ISBN: 1405839333
  • Category: Marketing and Sales
  • Subcategory: Perfomance and Work
  • Author: James Anderson
  • Language: English
  • Publisher: Prentice Hall; International Ed edition (April 20, 2006)
  • ePub book: 1187 kb
  • Fb2 book: 1719 kb
  • Other: azw docx lrf doc
  • Rating: 4.2
  • Votes: 725

Description

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Business Market Management book. Goodreads helps you keep track of books you want to read

Business Market Management book. Goodreads helps you keep track of books you want to read. Start by marking Business Market Management: Understanding, Creating and Delivering Value as Want to Read: Want to Read savin. ant to Read.

The authors do focus on an important topic - that of creating value to the customer.

The authors do focus on an important topic - that of creating value to the customer. However, as a book on B2B marketing, the book is way off the mark. It is very narrow and does not at all relate to the realities of B2B marketing in practice. The title needs to be changed and clarified.

This book lays the foundation for understanding customer value and building customer centric business.

Customers who viewed this item also viewed. This book lays the foundation for understanding customer value and building customer centric business. The authors describe the steps to implement customer value culture and give plenty of examples from different industries.

Understanding value in business markets and doing business based on value delivered gives suppliers the means to get an equitable return for their efforts. The essence of customer value management is to deliver superior value and get an eq-uitable return for it, both of which depend on value assessment. Grainger, the MRO supplies distrib-utor, is an excellent example of a company that has realized the bene-fits of measuring and monitoring value for its customers.

James C. Anderson, J. James A. Narus. Anderson builds the book around a framework of understanding, creating, and delivering value

James C. Anderson builds the book around a framework of understanding, creating, and delivering value. Viewed from an international perspective-rather than a purely American one-Business Market Management draws upon best business practices, allowing readers to understand cultural and regional differences. Topics include: market sensing, understanding firms as customers, crafting market strategy, managing market offerings, business channel management, gaining customers, and sustaining reseller and customer relationships. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution . Ford Distinguished Professor of Marketing and Wholesale Distribution, and Professor of Behavioral Science in Management, Kellogg Graduate School of Management, Northwestern University. 1 The Kunst 1600 case study provides students with an opportunity to construct a basic customer value model and then to use results to select a target market segment for a fundamentally new.

Business Market Management explores the process of understanding, creating and delivering .

Business Market Management explores the process of understanding, creating and delivering value to targeted business markets and customers. It provides an analytical framework for assessing customer value and a set of processes for translating knowledge of value into actionable marketing strategies and programs.

Xvii, 430 pages : 25 cm. 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.

For marketing courses. The authors build the book around a framework of understanding, creating, and delivering value. Anderson, James . Narus, and Das Narayandas. Business Market Management: Understanding, Creating, and Delivering Value. 3rd ed. Pearson Prentice Hall, 2008. Edsel Bryant Ford Professor of Business Administration Senior Associate Dean for HBS Publishing; Senior Associate Dean for External Relations. View Profile View Publications . More from the Author. Working Paper HBS Working Paper Series 2019.