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 | | Business Market Management: Understanding, Creating and Delivering Value by James C. Anderson, James A. Narus ISBN-10: 9780135226575 ISBN-10: 0-13-522657-0 ISBN-13: 9780135226575 ISBN-13: 978-0-13-522657-5 Hardcover 1998-11-05 Prentice Hall Find Lowest Price |
Editorials | ||
Product Description 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. | ||
Reviews | ||
Too much Poetry It is amazing how the authors can write so many paragraphs which mean so little. This book could have half of the pages it contains. Not worth the price. | ||
Building Value-Based Sales Tools One of the most important take-a-ways from this book is the idea of coupling consultative selling techniques with a value model...to re-position your firm and its product offering. Its a must read for manufacturers who are perceived to be producing commodity products. | ||
An Outstanding approach to marketing based on value... You know a book is having an extradinary effect when you see managers walking the halls with it -- postits coming out of every corner -- saying things like "This is my Bible..." Based on a significant amount of field research, this book has got real insighnts you can use in getting down to what customers really, really value -- and will pay for. A new "must read" for everyone in Business-to-Business Marketing | ||
Outstanding -- Packed with insight on understanding value In the business of business-to-business marketing, getting to the real value of your offerings, and designing offerings of real value, can be the key to siginifcant profitability vs. going along for a "commodity price" ride. Anderson and Narus have obviously done lots of field work in the real world of the business-to-business marketplace to pull actionable ideas together for those in the practice. A "must-read" for anyone in business-to -business -- outstanding. | ||
A complete cohesive view of b-to-b marketing management Business marketing is not my strong suit, but this book really brought some things together for me. It's readable, focused, and definitely gives you a hook to hang things on--one way to view the world of busines-to-business marketing that makes sense. I teach electronic marketing, and have more familiarity with the consumer side. After reading this book, I felt a much better grounding of essential b-to-b concepts like the value chain. I strongly recommend this book. | ||