| 000 | 00808camuuu200241 a 4500 | |
| 001 | 000000919787 | |
| 005 | 19990111113206.0 | |
| 008 | 900606s1991 njua 00110 eng | |
| 020 | ▼a 013457110X | |
| 040 | ▼a DLC ▼c DLC ▼d DLC ▼d 244002 | |
| 049 | 0 | ▼l 151006755 |
| 050 | 0 0 | ▼a HF5415 ▼b .R355 1991 |
| 082 | 0 0 | ▼a 658.8 ▼2 20 |
| 090 | ▼a 658.8 ▼b R327i2 | |
| 100 | 1 | ▼a Reeder, Robert R., ▼d 1935- |
| 245 | 1 0 | ▼a Industrial marketing : ▼b analysis, planning, and control / ▼c Robert R. Reeder, Edward G. Brierty, Betty H. Reeder. |
| 250 | ▼a 2nd ed. | |
| 260 | ▼a Englewood Cliffs, N.J. : ▼b Prentice Hall, ▼c c1991. | |
| 300 | ▼a xvi, 670 p. : ▼b ill. ; ▼c 25 cm. | |
| 504 | ▼a Includes bibliographical references and index. | |
| 650 | 0 | ▼a Industrial marketing. |
| 700 | 1 | ▼a Brierty, Edward G., ▼d 1925-. |
| 700 | 1 | ▼a Reeder, Betty H., ▼d 1936-. |
소장정보
| No. | 소장처 | 청구기호 | 등록번호 | 도서상태 | 반납예정일 | 예약 | 서비스 |
|---|---|---|---|---|---|---|---|
| No. 1 | 소장처 세종학술정보원/사회과학실(4층)/ | 청구기호 658.8 R327i2 | 등록번호 151006755 (1회 대출) | 도서상태 대출가능 | 반납예정일 | 예약 | 서비스 |
컨텐츠정보
책소개
This text provides an overview of industrial marketing. It includes a section on industrial marketing environments, with numerous international considerations, a discussion of high-technology exports and considers such critical areas as the resellers market, computerized data analysis techniques, product positioning, perceptual mapping, and professional services marketing. New features this edition include: expanded coverage of marketing services, telemarketing, marketing intelligence, surveying groups and computer use; and new case studies which deal with international problems such as international transportation, communicating with subsidiaries in other nations, the propriety of gifts or bribes, and problems of foreign companies in general.
정보제공 :
목차
CONTENTS PREFACE = xi ABOUT THE AUTHORS = xv PART Ⅰ DIMENSIONS OF INDUSTRIAL MARKETING 1 THE NATURE OF INDUSTRIAL MARKETING = 3 2 UNDERSTANDING INDUSTRIAL MARKETS = 26 3 THE INDUSTRIAL MARKETING ENVIRONMENT = 46 PART Ⅱ ORGANIZATIONAL BUYING AND BUYER BEHAVIOR 4 THE NATURE OF INDUSTRIAL BUYING = 75 5 THE INTERPERSONAL DYNAMICS OF INDUSTRIAL BUYING BEHAVIOR = 105 PART Ⅲ STRATEGY FORMULATION IN THE INDUSTRIAL MARKET 6 THE STRATEGIC PLANNING PROCESS IN INDUSTRIAL MARKETING = 137 7 ASSESSING MARKET OPPORTUNITIES = 172 8 INDUSTRIAL MARKET SEGMENTATION, TARGET MARKETING, AND POSITIONING = 210 PART Ⅳ FORMULATION PRODUCT PLANNING 9 DEVELOPING PRODUCT STRATEGY = 245 10 STRATEGIC INNOVATION AND NEW PRODUCT DEVELOPMENT = 276 PART Ⅴ FORMULAITON CHANNEL STRATEGY 11 MARKETING CHALLEL PARTICIPANTS = 315 12 MARKETING LOGISTICS : PHYSICAL DISTRIBUTION AND CUSTOMER SERVICE = 342 PART Ⅵ FORMULATING MARKETING COMMUNICATION PLANNING 13 DEVELOPING THE INDUSTRIAL SALES FORCE = 373 14 PLANNING, ORGANIZIANG, AND CONTROLLING THE SELLING FUNCTION = 403 15 MANAGING ADVERTISING, SALES PROMOTION, AND PUBLICITY STRATEGY = 438 PART Ⅶ FORMULATING PRICING POLICIES 16 PRICE DETERMINATANTS : CUSTOMERS, COMPETITION, AND COSTS = 479 17 PRICING DECISION ANALYSIS = 505 PART Ⅷ INTERNATIONAL INDUSTRIAL MARKETING 18 INDUSTRIAL MARKETING IN THE INTERNATIONAL ENVIRONMENT = 535 CASES 1. CN Information Services = 567 2. Crofton-Wagley, Inc. = 568 3. Edward F. Crow Company = 570 4. Cumberland Gasket Company, Inc. = 573 5. Double L Company = 579 6. Grey Electronics, Inc. = 580 7. Huntington Electronics = 598 8. Kruger-Montini Manufacturing Company = 604 9. Lewiston-Copeland Company = 607 10. Modern Medical Products Company = 613 11. Parker Instruments Ltd. = 626 12. Power Tools, Inc. = 629 13. Precision Prarts, Inc. = 632 14. Prentice Machine Tools = 636 15. Starnes-Brenner Machine Tool Company = 637 16. Frank Sud Furniture = 641 17. Titan Controls Corporation = 642 18. The Top Plastics Company = 649 19. Trans-Europa Business Credit = 654 20. Universal Motors Parts Division = 656 INDEX = 660