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Informationen zum Autor Dr. Tanner is dean! Strome College of Business! Old Dominion University. He earned his PhD from the University of Georgia. Prior to entering academia! Dr. Tanner spent eight years in industry with Rockwell International and Xerox Corporation as both salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research! including the Distinguished Teacher award from the Society of Marketing Advances. He has also been named Reviewer of the Year and coauthor of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or coauthored 15 books! and has published over 80 articles. He has received research grants from the Center for Exhibition Industry Research! the Institute for the Study of Business Markets! the University Research Council! the Walmart Foundation! and others. He is currently the editor of Marketing Educators' Review and has served as special issue editor for the Journal of Personal Selling and Sales Management. Dr. Tanner has been a featured presenter at executive workshops and conferences for organizations such as the Marketing Science Institute! National Retail Federation! Canadian Association of Exhibition Managers! and Oracle's OpenWorld. His consulting clients include IBM! Cabela's! EMC! SAP! and others. Jeff and his wife also breed and race thoroughbred horses. Klappentext Subtitled! "Connecting Strategy! Relationships & Learning". 4th edition. Zusammenfassung Business Marketing! 4e is targeted at the undergraduate Business Marketing course to students who want to succeed in business to business marketing. This edition combines a theory-driven yet hands-on approach to show students how to make profitable and quality business marketing decisions. Inhaltsverzeichnis 1. Blue track Sourcing 2. Calox (A) (B)3. Daynor Chemical Company4. ExhibitsPlus5. Fleury Equipment de Batiment6. JC Decaux7. Jewelmart.com8. Lafarge-Aget9. Li & Fung Limited10. Little Tikes Commercial Play Systems11. Materials Engineering and testing Laboratories12. Outdoor Sporting Products13. Pfizer Animal Health Products (A) (B)14. Planktos Inc.15. Strategic Marketing Insights16. SPC Products17. Three Rivers Optical18. Whole Tree Energy ...
List of contents
Part I: Business Markets and Business Marketing
Chapter 1Introduction to Business Marketing Chapter 2 The Character of Business Marketing Chapter 3 The Purchasing Function Chapter 4 Organizational Buyer Behavior Part II: Foundations for Creating Value
Chapter 5 Market Opportunities Chapter 6 Marketing Strategy Chapter 7Weaving Marketing into the Fabric of the Firm Part III: Business Marketing Programming
Chapter 8Developing and Managing Offerings Chapter 9Business Marketing Channels Chapter 10Creating Customer Dialogue Chapter 11Communicating via Advertising, trade Shows, and PR Chapter 12The One-To-One Media Chapter 13Sales and Sales Management Chapter 14Pricing & Negotiating for Value Part IV: Managing Programs and Customers
Chapter 15Evaluating Marketing Efforts Chapter 16Customer Retention and Maximization Cases
1. Blue track Sourcing
2. Calox (A) (B)
3. Daynor Chemical Company
4. ExhibitsPlus
5. Fleury Equipment de Batiment
6. JC Decaux
7. Jewelmart.com
8. Lafarge-Aget
9. Li & Fung Limited
10. Little Tikes Commercial Play Systems
11. Materials Engineering and testing Laboratories
12. Outdoor Sporting Products
13. Pfizer Animal Health Products (A) (B)
14. Planktos Inc.
15. Strategic Marketing Insights
16. SPC Products
17. Three Rivers Optical
18. Whole Tree Energy
