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Type of bind: Hardcover
Dewey Decimal Number: 658.8
EAN num: 9780130451873
ISBN number: 0130451878
Label: Prentice Hall
Manufacturer: Prentice Hall
Quantity: 1
Page Count: 480
Printing Date: November 24, 2003
Publishing house: Prentice Hall
Sale Popularity Level: 258424
Studio: Prentice Hall
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Editor's Notes and Comments:
Product Description:
For undergraduate and MBA courses in business-to-business marketing or industrial marketing. 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. Subject matter and examples draw on the authors' extensive management practice and academic research. The Second Edition makes it easier to teach and use value-based marketing by providing more detailed descriptions and practical examples of customer value assessment and value proposition design.
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Rated by buyers 
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It is amazing how the authors can write so many paragraphs which mean so little. This book could have half of the pages it contains. Not worth the price.
Rated by buyers 
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One of the most important take-a-ways from this book is the idea of coupling consultative selling techniques with a value model...to re-position your firm and its product offering. Its a must read for manufacturers who are perceived to be producing commodity products.
Rated by buyers -
You know a book is having an extradinary effect when you see managers walking the halls with it -- postits coming out of every corner -- saying things like "This is my Bible..." Based on a significant amount of field research, this book has got real insighnts you can use in getting down to what customers really, really value -- and will pay for. A new "must read" for everyone in Business-to-Business Marketing
Rated by buyers -
In the business of business-to-business marketing, getting to the real value of your offerings, and designing offerings of real value, can be the key to siginifcant profitability vs. going along for a "commodity price" ride. Anderson and Narus have obviously done lots of field work in the real world of the business-to-business marketplace to pull actionable ideas together for those in the practice. A "must-read" for anyone in business-to -business -- outstanding.
Rated by buyers -
Business marketing is not my strong suit, but this book really brought some things together for me. It's readable, focused, and definitely gives you a hook to hang things on--one way to view the world of busines-to-business marketing that makes sense. I teach electronic marketing, and have more familiarity with the consumer side. After reading this book, I felt a much better grounding of essential b-to-b concepts like the value chain. I strongly recommend this book.
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