Business Market Management: : Understanding, Creating, and Delivering Value
Journal of Business and Industrial MarketingPublished 1 March 1999
James C. Anderson, James A. Narus
Citations721
SJR quartileQ1
SJR score1.04
SNIP1.21
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Abstract
I. INTRODUCTION AND OVERVIEW. 1. Business Market Management: Guiding Principles. II. UNDERSTANDING VALUE. 2. Market Sensing: Generating and Using Knowledge about the Marketplace. 3. Understanding Firms as Customers. 4. Crafting Market Strategy. III. CREATING VALUE. 5. Managing Market Offerings. 6. New Offering Realization. 7. Business Channel Management. IV. DELIVERING VALUE. 8. Gaining Customers. 9. Sustaining Reseller Partnerships. 10. Sustaining Customer Relationships. Index.
Keywords
Business, Management and Accounting