| 000 -LEADER |
|---|
| fixed length control field |
19432cam a2204525Ii 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
2237 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
910205s1992 nyua b 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
002946594x (paperback) |
| 040 ## - CATALOGING SOURCE |
|---|
| Description conventions |
rda |
| 049 ## - LOCAL HOLDINGS (OCLC) |
|---|
| Holding library |
TR-IsMEF |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5415.1263 |
| Item number |
.M67 1992 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Morris, Michael H., |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Industrial and organizational marketing / |
| Statement of responsibility, etc. |
Michael H. Morris, University of Central Florida. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Second edition. |
| 264 ## - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Macmillan Pub. Co. ; |
| Place of production, publication, distribution, manufacture |
Toronto : |
| Name of producer, publisher, distributor, manufacturer |
Maxwell Macmillan Canada ; |
| Place of production, publication, distribution, manufacture |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Maxwell Macmillan International, |
| Date of production, publication, distribution, manufacture, or copyright notice |
1992. |
| 264 4# - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
©1992. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xv, 784 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
25 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references (pages 765-773) and indexes. |
| 596 ## - - |
|---|
| - |
1 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Industrial marketing. |
| 900 ## - EQUIVALENCE OR CROSS-REFERENCE-PERSONAL NAME [LOCAL, CANADA] |
|---|
| Personal name |
MEF Üniversitesi Kütüphane katalog kayıtları RDA standartlarına uygun olarak üretilmektedir / MEF University Library Catalogue Records are Produced Compatible by RDA Rules |
| 910 ## - USER-OPTION DATA (OCLC) |
|---|
| User-option data |
Çağlayan. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Books |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Preface to the second edition, |
| Pages |
iii. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Index of cases to the relevant chapters, |
| Pages |
xvi. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Part One introduction, |
| Pages |
1. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 1 the basics of industrial marketing, |
| Pages |
3. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Defining industrial marketing, |
| Pages |
4. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Customer needs as the driving force, |
| Pages |
7. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The industrial marketing mix, |
| Pages |
8. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Why study industrial marketing?, |
| Pages |
9. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The size of the industrial market. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Growth markets of today and tomorrow. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The external environment of industrial firms, |
| Pages |
17. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Technological environment. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Customer environment. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Competitive environment. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Legal/regulatory environment. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Economic environment. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Distinctive aspects of industrial marketing, |
| Pages |
23. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Product characteristics. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The nature of demand. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Buyer economic/financial factors. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Where are we going from here?, |
| Pages |
30. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
32. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
33. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Industrial markets and products, |
| Pages |
35. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The nature of industrial markets, |
| Pages |
36. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Commercial enterprises, |
| Pages |
36. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Commercial enterprises and value added. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Commercial enterprises and derived demand. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Geographic dispersion of commercial enterprises. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Institutional markets, |
| Pages |
46. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Government markets, |
| Pages |
49. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The international industrial market, |
| Pages |
51. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The nature of industrial products and services, |
| Pages |
60. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
63. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
64. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part Two understanding the industrial customer, |
| Pages |
67. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 3 the purchasing function in customer organizations, |
| Pages |
69. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The purchasing function, |
| Pages |
70. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Purchasing procedures, |
| Pages |
70. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Organizing the purchasing operation, |
| Pages |
74. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key analytical tools in purchasing industrial goods, |
| Pages |
77. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Life-cycles costing. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Value analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Time-based buying strategies. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
New technologies affecting purchasing operations, |
| Pages |
83. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Just-in-time inventory. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Materials requirement planning. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Electronic data interchange. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
91. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
92. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 4 how organizations make buying decisions, |
| Pages |
94. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Marketing starts with the buyer, |
| Pages |
95. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling to organizations, |
| Pages |
96. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Technical, commerical and behavioral complexities, |
| Pages |
97. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The industrial marketer's lament: who buys?, |
| Pages |
100. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Internal and external publics, |
| Pages |
101. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Is industrial buying rational?, |
| Pages |
103. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Buying as a process: the buystages, |
| Pages |
106. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Buying scenarios, |
| Pages |
112. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The buygrid, |
| Pages |
114. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Towards relationship marketing: buyers and sellers as partners, |
| Pages |
116. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The dyadic approach, |
| Pages |
119. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
121. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
122. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 5 concepts and models of organizational buying behavior, |
| Pages |
124. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The buying center, |
| Pages |
125. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
A structural perspective, |
| Pages |
129. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A power perspective. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A risk perspective. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A problem-solving perspective. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A reward perspective. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Two general frameworks, |
| Pages |
140. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The webster. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Wind framework. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The sheth framework source loyalty as an outcome of buyer behavior. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
154. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
154. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part Three examining industrial market opportunities, |
| Pages |
157. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 6 industrial marketing research and intelligence, |
| Pages |
159. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The role of research in marketing decisions, |
| Pages |
160. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
When not to do research, |
| Pages |
161. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Major responsibility areas of marketing research, |
| Pages |
162. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Estimation of market potential. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Market share analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determination of market characteristics and attitudes. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sales analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Forecasting. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Studies of business trends. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
New product acceptance and potential. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Competitor analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determination of sales quatos and territories. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Marketing research as a process, |
| Pages |
165. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Describing the steps in the process, |
| Pages |
167. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Problem recognition and definition. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Specify the study objectives. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Establish the study hypotheses. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Identify information needed. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Secondary data search. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Develop the questinnaire. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Data collection. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Data analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Interpretation and presentation. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Are there differences between industrial and consumer market research?, |
| Pages |
172. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
From marketing research to marketing intelligence, |
| Pages |
177. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Steps in establishing and operating an MIS, |
| Pages |
180. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
From intelligence to decision support, |
| Pages |
182. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The use of secondary data sources in industrial market intelligence, |
| Pages |
184. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Internal secondary data sources. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
External secondary data sources. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
General business indices. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Government sources. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Commercial sources. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Secondary data and the SIC system. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Problems with secondary data. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Trends in industrial. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Marketing and intelligence systems. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
196. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
197. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 7 Assessing markets: demand measurement and sales forecasting, |
| Pages |
199. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Basic concepts in examining industrial demand, |
| Pages |
200. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Types of market potential. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The company sales forecast. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Assumptions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Market response curves. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Special characteristics of industrial demand, |
| Pages |
205. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The derived nature of demand. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Concentrated demand. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Source loyalty. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Price building for capital equipment. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The uses of demand analysis, |
| Pages |
208. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Demand estimation and marketing planning. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Demand estimation and control of industrial marketing efforts. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Demand estimation and new product development. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Basic options when selecting demand analysis techniques, |
| Pages |
215. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Qualitative versus quantitative techniques: how mucj judgement? |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Breakdown versus build-up methods: where to begin? |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Internal versus external sources: where to get the data? |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Assumptions: simple versus complex? |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Commonly used techniques in estimating market potential, |
| Pages |
217. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Chain-ratio method of market measurement. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Statistical series method of market measurement. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Commonly used techniques in forecasting sales, |
| Pages |
220. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Qualitative approaches. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Quantitative approaches. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Resolving the final sales forecast. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
231. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
232. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 8 industrial market segmentation, |
| Pages |
234. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Defining market segmentation, |
| Pages |
235. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
An example of market segmentation, |
| Pages |
236. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The process of segmentation, |
| Pages |
237. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Identify relevant market segmentation bases. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determine homogeneous groupings. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Evaluate the attractiveness of each market segment. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Select target segment(s). |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Align the marketing strategy to market segment(s). |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Implement and monitor. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Degrees of segmentation, |
| Pages |
240. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What segmentation does for the industrial marketer, |
| Pages |
242. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Decision criteria in market selection and targeting, |
| Pages |
242. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Criteria for the usefulness of market segmentation. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Criteria for the selection of target markets. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Criteria for the allocation of resources. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Implementing the criteria: the cost-benefit perspective. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Methods and bases for segmenting industrial markets, |
| Pages |
253. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The macro and micro approach. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Intermediate bases: the nested approach. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A dynamic cost-benefit/nested approach to industrial market segmentation. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
262. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
263. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part Four designing and managing the industrial marketing mix, |
| Pages |
265. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 9 strategic management of industrial products and services, |
| Pages |
267. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The concept of strategy, |
| Pages |
268. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Strategies versus tactics, |
| Pages |
270. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Types of marketing strategies, |
| Pages |
271. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Strategic marketing management, |
| Pages |
275. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The strategic planning process, |
| Pages |
276. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A case example of the need for strategic planning. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Pitfalls of strategic planning. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Conceptual planning tools, |
| Pages |
283. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Product life cycle. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Product portfolios. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Business screens. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Alternative portfolio approaches. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Experience curves/economies of scale. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Technology life cycles. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
295. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
296. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 10 the role of marketing in corporate innovation, |
| Pages |
298. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The importance of new products and services, |
| Pages |
299. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Types of product/service innovation, |
| Pages |
301. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Risks and dangers in product/service innovation, |
| Pages |
303. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Why do new industrial products and services fail?, |
| Pages |
304. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Dimensions of success, |
| Pages |
307. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The innovation charter, |
| Pages |
308. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Product/service innovation as a process, |
| Pages |
311. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Idea generation and screening. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Concept testing. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Technical feasibility analysis and product testing. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Profitability analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Test marketing. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Market launch and life cycle management. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Organizing for innovation, |
| Pages |
322. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The marketing-R&D interface, |
| Pages |
325. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Corporate enterpreneurship, |
| Pages |
328. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Marketing as the home for the entrepreneurial process, |
| Pages |
329. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
330. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
331. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 11 managing industrial product and service lines, |
| Pages |
333. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Importance of the product or service, |
| Pages |
334. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is a product?, |
| Pages |
335. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Unique characteristics of industrial products, |
| Pages |
337. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is a service?, |
| Pages |
338. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Unique characteristics of industrial services versus products, |
| Pages |
340. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Unique characteristics of industrial services versus consumer services, |
| Pages |
342. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling both products and services, |
| Pages |
343. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Items, lines and mixes, |
| Pages |
345. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Breadth of the mix/length of the lines/depth of the items, |
| Pages |
347. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Product/service strategy: the importance of quality, |
| Pages |
349. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Managing product quality. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Managing service quality. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Product/service strategy: the concept of positioning, |
| Pages |
355. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Perceptual mapping and positioning. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Determining product or service line profitability, |
| Pages |
357. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Elimination of products and services, |
| Pages |
359. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
360. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
362. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 12 industrial pricing, |
| Pages |
363. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Characteristics of industrial prices, |
| Pages |
364. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Price as a measure of value, |
| Pages |
366. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Economic value to the customer. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
A framework for setting industrial prices, |
| Pages |
367. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The role of price objectives. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Establishing a strategy. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Developing a structure. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determining price levels and related tactics. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Putting the four together. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The underlying determinants of pricing decisions, |
| Pages |
376. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Company objectives/strategies. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Assessing demand. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Analyzing the competition. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Competitive bidding. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Pricing over the life cycle, |
| Pages |
394. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Special topics in industrial pricing, |
| Pages |
396. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Price negotiation. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The role of discounts and incentives. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Leasing. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Transfer pricing. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Legal issues. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
404. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
405. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 13 introduction to industrial communication: advertising and sales promotion, |
| Pages |
407. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is industrial promotion?, |
| Pages |
408. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Industrial promotion is different, |
| Pages |
408. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Promotion and the buyer: a micro approach, |
| Pages |
411. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Promotion and the buyer: a macro approach, |
| Pages |
413. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Why advertise?, |
| Pages |
417. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Managing the industrial advertising effort, |
| Pages |
422. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Objectives. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Budgets. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The message. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The media decision: some industrial alternatives. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Evaluating advertising. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The role of sales promotion, |
| Pages |
440. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The role of publicity and public relations, |
| Pages |
445. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
445. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
446. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 14 personal selling and sales management, |
| Pages |
448. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Personal selling is the centerpiece, |
| Pages |
449. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The distinctive requirements of industrial selling, |
| Pages |
451. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The salesperson. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Selling aids. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The selling process. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sales management. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
A dyadic perspective on industrial selling, |
| Pages |
460. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Organizational relations. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Structural positions of the players. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Characteristics of the people involved. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Roles and rules of the game. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A negotiated social process. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Managing the industrial sales force, |
| Pages |
467. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sales force size and organization. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Recruitting and selecting salespeople. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Training and motivating the sales force. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Terriory management and allocation decisions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determining performance standards and evaluating salespeople. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
485. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
486. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 15 industrial channel strategy, |
| Pages |
488. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is a channel of distribution?, |
| Pages |
489. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What's an intermediary worth?, |
| Pages |
490. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Distinctive aspects of industrial channels, |
| Pages |
490. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Major types of industrial middlemen, |
| Pages |
492. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Manufacturers' representatives. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Industrial distributors. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Conflict in industrial channels: the need for a systems view, |
| Pages |
501. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Designing and managing industrial channel strategy, |
| Pages |
505. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Considerations in formulating initial distribution strategy. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Forces necessitating a change in distribution strategy. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Forces of resistance to strategy changes. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The need to evaluate middlemen, |
| Pages |
511. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Evaluating middlemen-the contribution approach. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Evaluating middlemen-the weighted-factor approach. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Implementation of distribution strategy: the role of logistics, |
| Pages |
516. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Warehousing decisions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Transportation decisions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Inventory decisions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Communication network decisions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Handling and storage decisions. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Managing the total logistic systems. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
523. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
524. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part Five controlling industrial marketing programs, |
| Pages |
527. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 16 control and evaluation of industrial marketing programs, |
| Pages |
529. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The process of control, |
| Pages |
531. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Categories of marketing control, |
| Pages |
534. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Strategic control. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Annual plan control. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Profitability control. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Efficiency control. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selected inputs to the control process, |
| Pages |
547. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The budget. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Data requirements. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Scenario analysis. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Productivity judgements and sensitivity analysis environmental monitoring systems. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Analyzing performance deviations, |
| Pages |
559. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Evaluating ethical aspects of marketing programs, |
| Pages |
562. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Summary, |
| Pages |
564. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Questions, |
| Pages |
565. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Part Six cases, |
| Pages |
567. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The stevens heating treating company, |
| Pages |
567. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
American box company (ABCo), |
| Pages |
575. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
CMS medical systems, |
| Pages |
587. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Zusammengang GMBH, |
| Pages |
598. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Seanav corporation, |
| Pages |
610. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sunheat, |
| Pages |
623. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Eurocomm USA, |
| Pages |
635. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Across, Inc., |
| Pages |
648. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Monolithic memories, incorporated, |
| Pages |
660. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Hydro clean, Inc., |
| Pages |
677. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Dyonix greentree technologies, Inc., |
| Pages |
687. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sexton energy systems division, |
| Pages |
700. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Aztec chemical company, |
| Pages |
711. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Zephyr defence systems limited, |
| Pages |
717. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Wall, Inc.-modern fixtures division, |
| Pages |
729. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Gamma business systems, incorporated, |
| Pages |
738. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
United tire company, |
| Pages |
745. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Human resource consultants, Inc., |
| Pages |
749. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Diamond door, |
| Pages |
759. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
References, |
| Pages |
765. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Author index, |
| Pages |
774. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Subject index, |
| Pages |
776. |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KOHA |