MARC details
| 000 -LEADER |
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| fixed length control field |
03843nam a22004211a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
vtls000149121 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
IIMBL |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20231229162518.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
131025s2009 ii |r| ||010|eng|||| |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9788131731635 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] |
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| Level of rules in bibliographic description |
202011101120 |
| Level of effort used to assign nonsubject heading access points |
AUTHORITY |
| Level of effort used to assign subject headings |
201901301425 |
| Level of effort used to assign classification |
AUTHORITY |
| Level of effort used to assign subject headings |
201706081235 |
| Level of effort used to assign classification |
david |
| Level of effort used to assign subject headings |
201705251659 |
| Level of effort used to assign classification |
mansoor |
| 040 ## - CATALOGING SOURCE |
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| Transcribing agency |
|
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.8 |
| Item number |
AND |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Anderson, James C |
| 9 (RLIN) |
2432175 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Business market management (B2B): |
| Remainder of title |
Understanding, creating and delivering value / |
| Statement of responsibility, etc. |
by James C Anderson...[et. al.] |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
3rd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
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| Place of publication, distribution, etc. |
Noida: |
| Name of publisher, distributor, etc. |
Pearson Prentice Hall, |
| Date of publication, distribution, etc. |
c2009 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxii, 462 p.: |
| Other physical details |
ill.; |
| Dimensions |
25 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index |
| 505 0# - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Preface Acknowledgements About the Authors SECTION I: INTRODUCTION AND OVERVIEW CHAPTER 1: BUSINESS MARKET MANAGEMENT: GUIDING PRINCIPLES OVERVIEW VALUE AS THE CORNERSTONE OF BUSINESS MARKET MANAGEMENT What is Value in Business Markets? Assessing Value in Practice MANAGING BUSINESS MARKET PROCESSES Shareholder Value, Business Processes, and Marketing Core Business Processes Contributions of Marketing Business Market Management and Business Marketing Business market processes Business marketing DOING BUSINESS ACROSS BORDERS Language and Culture Cross-Border Negotiation and Dispute Resolution Cross-border negotiations Cross-border dispute resolution Currency Exchange and Payment Risk WORKING RELATIONSHIPS AND BUSINESS NETWORKS Work Teams Working Relationships Collaborative relationship agreements Collaborative relationship development Business Networks Business network characteristics Analyzing business networks SUMMARY SECTION II: UNDERSTANDING VALUE CHAPTER 2: MARKET SENSING: GENERATING AND USING KNOWLEDGE ABOUT THE MARKET OVERVIEW DEFINING THE MARKET Market Segmentation Conventional bases of segmentation Progressive bases of segmentation Determining Market Segments of Interest Market segment size and growth Sales and profit potential. MONITORING COMPETITION A Framework for Competitor Analysis Future goals Assumptions Current strategy Capabilities Improving Monitoring Performance Competitor intelligence systems Seek disconfirming as well as confirming evidence ASSESSING VALUE Value Assessment Methods Internal engineering assessment Field value-in-use assessment Indirect survey questions Focus group value assessment Direct survey questions Conjoint analysis Benchmarks Compositional approach Importance ratings Customer Value Management Translating business issues into projects Customer value workshop Customer value research Constructing a business case for change Value realization GAINING CUSTOMER FEEDBACK Customer Satisfaction Measurement American Customer Satisfaction Index (ACSI) What customer satisfaction results mean Customer Value Analysis Net Promoter Score SUMMARY |
| 520 3# - SUMMARY, ETC. |
|---|
| Summary, etc. |
Written for undergraduate and MBA courses in business-to-business marketing or industrial marketing, this text explores the process of understanding, creating and delivering value to targeted business markets and customers. It provides an analytical framework for determining value |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Industrial marketing |
| 9 (RLIN) |
2865459 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing |
| General subdivision |
Management |
| 9 (RLIN) |
2865460 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Narus, James A |
| 9 (RLIN) |
2432178 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Narayandas, Das. |
| 9 (RLIN) |
2432179 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Seshadri, D V R |
| 9 (RLIN) |
2432180 |
| 910 ## - USER-OPTION DATA (OCLC) |
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| User-option data |
IIMB Faculty publications |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Book |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
|---|
| 6 |
C33147 |
| o |
Highlighted on pages - chapter 1, 2, and pages 284 - 287.Underlined on few pages. |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
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| 6 |
79188 |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
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| 6 |
79187 |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
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| 6 |
79186 |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
|---|
| 6 |
C33528 |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
|---|
| 6 |
C33505 |
| 949 ## - LOCAL PROCESSING INFORMATION (OCLC) |
|---|
| 6 |
C00118 |
