Anderson, James C., Jr., Nirmalya Kumar, James A. Narus

Gebundenes Buch

Value Merchants

Demonstrating and Documenting Superior Value in Business Markets

Beschreibung

Business-to-business markets account for a huge proportion of the total GNP in the United States. This book presents an approach that allows suppliers to demonstrate and document superior value compared to the next best alternative from the customer's perspective, thereby elevating the sales force's role to an advisory position.

Autor

James C. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution at the Kellogg School of Management, Northwestern University. Nirmalya Kumar is Professor of Marketing and Director of the Centre for Marketing of Aditya V. Birla Indian Centre, London Business School. James A. Narus is a Professor of Business Marketing at the Babcock Graduate School of Management, Wake Forest University.

Produktdetails

• Verlag: Harvard Business School Press / McGraw-Hill Professional
• Seitenzahl: 240
• Erscheinungstermin: 7. November 2007
• Englisch
• Abmessung: 237mm x 163mm x 23mm
• Gewicht: 540g
• ISBN-13: 9781422103357
• ISBN-10: 1422103358
• Artikelnr.: 22696824