Table of Contents

Part I: Business Markets and Business Marketing 1 Introduction to Business Marketing 2 The Character of Business Marketing 3 The Purchasing Function 4 Organizational Buyer Behavior Part II: Foundations for Creating Value 5 Market Opportunities 6 Marketing Strategy 7 Weaving Marketing into the Fabric of the Firm Part III: Business Marketing Programming 8 Developing and Managing Offerings 9 Business Marketing Channels 10 Creating Customer Dialogue 11 Communicating via Advertising, trade Shows, and PR 12 The One-To-One Media 13 Sales and Sales Management 14 Pricing & Negotiating for Value Part IV: Managing Programs and Customers 15 Evaluating Marketing Efforts 16 Customer 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