Industrial marketing: analysis, planning, and control
Saved in:
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | German |
| Published: |
Englewood Cliffs, NJ
Prentice-Hall
1991
|
| Edition: | 2. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | 3. Aufl. u.d.T.: Brierty, Edward G.: Business marketing |
| Physical Description: | XVI, 670 S. Ill., graph. Darst. |
| ISBN: | 013457110X |
Staff View
MARC
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| 100 | 1 | |a Reeder, Robert R. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Industrial marketing |b analysis, planning, and control |c Robert R. Reeder ; Edward G. Brierty ; Betty H. Reeder |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Englewood Cliffs, NJ |b Prentice-Hall |c 1991 | |
| 300 | |a XVI, 670 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a 3. Aufl. u.d.T.: Brierty, Edward G.: Business marketing | ||
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| 650 | 7 | |a Marketing |2 gtt | |
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Record in the Search Index
| _version_ | 1804119979409276928 |
|---|---|
| adam_text | Titel: Industrial marketing
Autor: Reeder, Robert R
Jahr: 1991
PART
I
Contents
PREFACE
xi
ABOUT
THE
AUTHORS
xv
DIMENSIONS
OF
INDUSTRIAL
MARKETING
1
THE
NATURE
OF
INDUSTRIAL
MARKETING
3
Why
Study
Industrial
Marketing?/lndustrial
Versus
Consumer
Marketing
Management/lndustrial
Marketing
Defined/Contrasting
Industrial
and
Consumer
Marketing/Economics
of
Industrial
Demand/The
Reseller s
Market/The
Indus¬
trial
Marketing
Concept/Looking
Back/Questions
for
Discussion/Suggested
Addi¬
tional
Readings
2
UNDERSTANDING
INDUSTRIAL
MARKETS
26
Organizational
Customers/Governmental
Agencies/lnstitutions/
Classifying
Industrial
Products/Unique
Characteristics
of
Organizational
Procure-
ment/Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
vi
Contents
PART
II
PART
III
THE
INDUSTRIAL
MARKETING
ENVIRONMENT
46
The
Industrial
Marketing
Environment/Government s
Influence
on
the
Industrial
Marketing
Environment/Strategies
for
Managing
the
Industrial
Marketing
Environment/Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
ORGANIZATIONAL
BUYING
AND
BUYER
BEHAVIOR
I
THE
NATURE
OF
INDUSTRIAL
BUYING
75
Organizational
Buying
Activities/The
Buygrid
Model/Buying
Centers
and
Multiple
Buying
Influencers/A
Model
for
Determining
the
Composition
of
the
Organizational
Buying
Center/Objectives
in
Organizational
Buying/Product
Analysis
for
Identify¬
ing
Information
Needs
of
Key
Influencers/Looking
Back/Questions
for
Discussion/
Suggested
Additional
Readings
THE
INTERPERSONAL
DYNAMICS
OF
INDUSTRIAL
BUYING
BEHAVIOR
105
Purchasing’s
Influence
on
Buyer
Behavior/Buying
Center
Involvement
and
Inter¬
action
Patterns/Joint
Decision
Making/Psychological
Factors
Influencing
Individ¬
ual
Decision
Making/Conflict
and
Resolution
in
Joint
Decision
Making/The
Buying
Committee/Supplier
Choice
and
Evaluation/Looking
Back/Questions
for
Discus¬
sion/Suggested
Additional
Readings
STRATEGY
FORMULATION
IN
THE
INDUSTRIAL
MARKET
THE
STRATEGIC
PLANNING
PROCESS
IN
INDUSTRIAL
MARKETING
137
Strategic
Planning
in
the
Industrial
Market/Managing
the
Development
of
Stra¬
tegic
Planning/The
Strategic
Planning
Process/Marketing s
Role
in
the
Strate¬
gic
Planning
Process/Developing
Marketing
Strategy/
Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
ASSESSING
MARKET
OPPORTUNITIES
1
72
The
Role
of
Marketing
Research
in
Strategic
Decision
Making/The
Marketing
Research
Process/Developing
Information
Sources/Analyzing
the
Data/Present-
ing
the
Findings/Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
Contents
vii
8
INDUSTRIAL
MARKET
SEGMENTATION,
TARGET
MARKETING,
AND
POSITIONING
210
Market
Segmentation/Basis
for
Segmenting
Industrial
Markets/Macro
Variables/
Micro
Variables/Evaluating
Potential
Segments/Decision
Support
Systems
and
Their
Use
in
Market
Segmentation/Target
Marketing/Product
Positioning/Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
PART
IV
FORMULATING
PRODUCT
PLANNING
9
DEVELOPING
PRODUCT
STRATEGY
245
What
Is
an
Industrial
Product?/Product
Strategy
Involves
Continual
Change/
Industrial
Product
Management/lndustrial
Product
Life-Cycle
Analysis/Developing
Product
Strategies
for
Established
Products/Product
Revitalization
Decisions/
Systems
Marketing/Professional
Service
Marketing:
Problems
and
Strategies/
Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
10
STRATEGIC
INNOVATION
AND
NEW
PRODUCT
DEVELOPMENT
276
What
Is
a
New
Industrial
Product?/Who
Dreams
Up
New
Products?/Innovation
and
Competitiveness/The
Impact
of
Technology/The
Diffusion
of
Innovation/Product
Development
Strategy/Organizing
for
Effective
Product
Development/Organiza-
tional
Alternatives
for
New
Product
Development/The
New
Product
Develop¬
ment
Process/Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
PART
V
FORMULATING
CHANNEL
STRATEGY
11
MARKETING
CHANNEL
PARTICIPANTS
315
Why
Use
Distributors?/Dual-Channel
Strategies/Choosing
the
Right
Distribu-
tor/Manufacturers’
Representatives/Participation
of
Reps
in
the
Industrial
Market/Other
Channel
Participants/Maintaining
Indirect
Channel
Effectiveness/
Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
12
MARKETING
LOGISTICS:
PHYSICAL
DISTRIBUTION
AND
CUSTOMER
SERVICE
342
The
Relationship
of
Logistics
and
Physical
Distribution/Physical
Distribution
and
Marketing
Strategy/The
Total-Cost
Approach/Customer
Service/ldentifying
Cost
Centers/The
Overall
Contribution
of
Marketing
Logistics/Looking
Back/
Questions
for
Discussion/Suggested
Additional
Readings
viii
Contents
PART
VI
FORMULATING
MARKETING
COMMUNICATION
PLANNING
13
DEVELOPING
THE
INDUSTRIAL
SALES
FORCE
373
Selecting
and
Recruiting
Industrial
Salespeople/Developing
Professional
Sales-
people/Areas
of
Sales
Training/Directing
[Motivating]
the
Sales
Force/Effective
Use
of
Sales
Compensation/Looking
Back/Questions
for
Discussion/Suggested
Additional
Readings
14
PLANNING,
ORGANIZING,
AND
CONTROLLING
THE
SELLING
FUNCTION
403
Actualizing
the
Marketing
Concept/The
Industrial
Selling
Environment/Managing
the
Industrial
Sales
Force/Planning
for
Sales
Force
Development/Organizing
the
Sales
Force/Controlling
Sales
Force
Activities/The
Future
of
Sales
Force
Strategy/
Looking
Back/Questions
for
Discussion/Problems
for
Peview/Suggested
Addi¬
tional
Readings
15
MANAGING
ADVERTISING,
SALES
PROMOTION,
AND
PUBLICITY
STRATEGY
43S
The
Use
of
Advertising
in
the
Industrial
Market/lndustrial
Advertising
Media/The
Use
of
Sales
Promotion
in
the
Industrial
Market/The
Use
of
Publicity
in
the
In¬
dustrial
Market/Developing
the
Industrial
Promotional
Program/Appropriating
Ad¬
vertising
Funds/Developing
Message
Strategy/Developing
the
Media
Plan/Evalu-
ating
the
Advertising
Plan/The
Integrated
Promotion
Plan/Looking
Back/
Questions
for
Discussion/Suggested
Additional
Readings
PART
VII
FORMULATING
PRICING
POLICIES
16
PRICE
DETERMINANTS:
CUSTOMERS,
COMPETITION,
AND
COSTS
479
Price:
A
Crucial
Element
in
Product
Strategy/Factors
that
Influence
Pricing
Strategy/Pricing
Strategies/Pricing
Policies/Pricing
for
Profits/Looking
Back/
Questions
for
Discussion/Suggested
Additional
Readings
17
PRICING
DECISION
ANALYSIS
505
Break-Even
[or
Profitability]
Analysis/Return-on-Investment
Pricing/Learning
Curve
Effects
on
Price
Analysis/Expected
Payoff
Analysis/Competitive
Bidding/
Price
Negotiation/Leasing/Looking
Back/Discussion
Questions/Exercises/
Suggested
Additional
Readings
Contents
ix
PART
VIII
INTERNATIONAL
INDUSTRIAL
MARKETING
18
INDUSTRIAL
MARKETING
IN
THE
INTERNATIONAL
ENVIRONMENT
535
The
Case
for
International
Marketing/The
International
Marketing
Environment/
Forms
of
International
Market
Entry/lnternational
Adaptation
of
Conventional
Marketing
Strategies/Looking
Back/Questions
for
Discussion/Suggested
Addi¬
tional
Readings
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
Parts,
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
|
| any_adam_object | 1 |
| author | Reeder, Robert R. Brierty, Edward G. Reeder, Betty H. |
| author_facet | Reeder, Robert R. Brierty, Edward G. Reeder, Betty H. |
| author_role | aut aut aut |
| author_sort | Reeder, Robert R. |
| author_variant | r r r rr rrr e g b eg egb b h r bh bhr |
| building | Verbundindex |
| bvnumber | BV005795109 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5415 |
| callnumber-raw | HF5415 |
| callnumber-search | HF5415 |
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| callnumber-subject | HF - Commerce |
| classification_rvk | QP 600 |
| ctrlnum | (OCoLC)610670931 (DE-599)BVBBV005795109 |
| dewey-full | 658.8 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8 |
| dewey-search | 658.8 |
| dewey-sort | 3658.8 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2. ed. |
| format | Book |
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| id | DE-604.BV005795109 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T16:34:48Z |
| institution | BVB |
| isbn | 013457110X |
| language | German |
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| physical | XVI, 670 S. Ill., graph. Darst. |
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| publisher | Prentice-Hall |
| record_format | marc |
| spelling | Reeder, Robert R. Verfasser aut Industrial marketing analysis, planning, and control Robert R. Reeder ; Edward G. Brierty ; Betty H. Reeder 2. ed. Englewood Cliffs, NJ Prentice-Hall 1991 XVI, 670 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier 3. Aufl. u.d.T.: Brierty, Edward G.: Business marketing Marketing industriel ram Marketing gtt Industrial marketing Industriebetrieb (DE-588)4026813-5 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Investitionsgütermarketing (DE-588)4072915-1 gnd rswk-swf Investitionsgütermarketing (DE-588)4072915-1 s DE-604 Business-to-Business-Marketing (DE-588)4631075-7 s Marketing (DE-588)4037589-4 s Industriebetrieb (DE-588)4026813-5 s 1\p DE-604 Brierty, Edward G. Verfasser aut Reeder, Betty H. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003621422&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Reeder, Robert R. Brierty, Edward G. Reeder, Betty H. Industrial marketing analysis, planning, and control Marketing industriel ram Marketing gtt Industrial marketing Industriebetrieb (DE-588)4026813-5 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Marketing (DE-588)4037589-4 gnd Investitionsgütermarketing (DE-588)4072915-1 gnd |
| subject_GND | (DE-588)4026813-5 (DE-588)4631075-7 (DE-588)4037589-4 (DE-588)4072915-1 |
| title | Industrial marketing analysis, planning, and control |
| title_auth | Industrial marketing analysis, planning, and control |
| title_exact_search | Industrial marketing analysis, planning, and control |
| title_full | Industrial marketing analysis, planning, and control Robert R. Reeder ; Edward G. Brierty ; Betty H. Reeder |
| title_fullStr | Industrial marketing analysis, planning, and control Robert R. Reeder ; Edward G. Brierty ; Betty H. Reeder |
| title_full_unstemmed | Industrial marketing analysis, planning, and control Robert R. Reeder ; Edward G. Brierty ; Betty H. Reeder |
| title_short | Industrial marketing |
| title_sort | industrial marketing analysis planning and control |
| title_sub | analysis, planning, and control |
| topic | Marketing industriel ram Marketing gtt Industrial marketing Industriebetrieb (DE-588)4026813-5 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Marketing (DE-588)4037589-4 gnd Investitionsgütermarketing (DE-588)4072915-1 gnd |
| topic_facet | Marketing industriel Marketing Industrial marketing Industriebetrieb Business-to-Business-Marketing Investitionsgütermarketing |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003621422&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT reederrobertr industrialmarketinganalysisplanningandcontrol AT briertyedwardg industrialmarketinganalysisplanningandcontrol AT reederbettyh industrialmarketinganalysisplanningandcontrol |