Business Market Management: Understanding, Creating and Delivering Value

by James C.; Narus Anderson

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.

448 pages, Hardcover

First published November 5, 1998

Reviews

[Tiago Lima · Rating 4 out of 5]

If you work in a B2B business, specially if you provide or buy services and projects, this book brings a lot of issues that you should be thinking.

It's not about quick recipes, tips, tricks or techniques, it's about a bunch of considerations and decisions that you must be aware of.

[Filipa Figueira · Rating 5 out of 5]

A great book for those who want to learn about B2B. It is well written and gives a lot of examples about the subjects.