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The Business Marketing Course: Managing in Complex Networks, 2nd Edition

The Business Marketing Course: Managing in Complex Networks, 2nd Edition (EHEP000913) cover image


The new edition of this widely used business marketing text has been completely revised and rewritten. The Business Marketing Course provides a comprehensive insight into business marketing in a compact and accessible format that provides the ideal foundation for courses on business or industrial marketing.

The new edition concentrates on the reality facing business marketers operating in complex and dynamic business networks. The book provides a structured approach to both technology and the development of the marketer’s offerings as well as an expanded guide on how to analyse business networks and customers and how to develop marketing strategy.

The book is essential reading for students who are studying business markets. It is also an excellent guide for all managers who would like a clearer understanding of the complexity networks in which they operate.

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Table of Contents

Notes on the Authors.

Preface to the Second Edition.

Chapter 1. The Idea Of Business Networks.

Chapter 2. Analysing Business Network.

Chapter 3. Customers and Suppliers. 

Chapter 4. Technology, Business Networks and Business Marketing.

Chapter 5. Understanding Customers.                                      

Chapter 6. Managing Relationships with Customers.

Chapter 7. Designing Offerings: Developing the Promise.

Chapter 8. Implementing the Offering: Fulfilling the Promise.

Chapter 9. Costs, Price and Value.

Chapter 10. Developing Marketing Strategy.


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Author Information

Professor David Ford is founder member of the IMP (International Marketing and Purchasing) Group, a body of researchers from eight countries which has carried out a number of large-scale studies into international industrial marketing and purchasing. He is also visiting professor at the University of Texas and a member of the internal board of advisers for the School of Business at Uppsala University in Sweden.

Hakan Hakansson is professor at the Nordic School of Management, BI, in Norway.

Lars-Erik Gadde is professor at Chalmers University of Technology in Sweden.

Ivan Snehota is professor at the University of Lugano in Switzerland.

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New To This Edition

  • All chapters are updated
  • Chapters 5 and 7 have been rewritten
  • New examples are included throughout
  • The pedagogical structure will be enhanced by adding a number of case studies and exercises to the end of each chapter
  • It includes a new chapter on how marketers can work effectively with colleagues in other functional areas.  
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The Wiley Advantage

  • Provides the ideal structure for a one semester introduction to business marketing
  • The book is still firmly based on the ideas of the IMP (Industrial Marketing and Purchasing) Group.
  • The new edition is presented in a highly readable style with extensive use of examples and illustrations.
  • Each chapter in the book concludes with a study assignment based on the authors’ own experience of teaching business marketing.
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"…the authors lead us through the subject in a clear and concise way." (Times Higher Education Supplement, 23rd February 2007)
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Instructors Resources
Wiley Instructor Companion Site
Companion Website
Comprehensive PowerPoint Slides are available for lecturers adopting the book
Contact your Wiley Representative
Find Your Rep
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Purchase Options
Wiley E-Text   
The Business Marketing Course: Managing in Complex Networks, 2nd Edition
ISBN : 978-0-470-98592-2
288 pages
July 2011, ©2007
$52.00   BUY

The Business Marketing Course: Managing in Complex Networks, 2nd Edition
ISBN : 978-0-470-03450-7
288 pages
October 2006, ©2007
$65.95   BUY

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