Description
Demonstrates how firms in business markets can gain a comprehensive understanding of the monetary worth of the technical, economic, service, and social benefits that their market offerings provide to present and prospective customers. Emphasis is on working relationships and business networks. Contains sections on understanding, creating, and delivering value, with chapters on firms as customers, managing market offerings, and sustaining partnerships. Annotation c. by Book News, Inc., Portland, Or.
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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. This book reflects the principles and practices of the discipline, and?by presenting and conducting management practice research?strives to advance the field. It brings together venerable past thinking and leading-edge thinking to provide a progressive approach to managing business markets.
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