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Get a thorough review of vital research issues! Fundamentals of Business Marketing Research examines recent industrial/business research, evaluates its current effectiveness, and offers suggestions for future use. This unique book includes and is based on “Business Marketing: A Twenty Year Review,” a thorough study of industrial/business research from 1978-1997 with critical commentary from a distinguished panel of business academics and the response of the study's authors. The combination of critiques, insights, and viewpoints will challenge you to think beyond the traditional role of B2B marketing into a future that's anything but business as usual. Through an unusual format that gives you access to critical academic analysis, Fundamentals of Business Marketing Research presents a comprehensive review of vital research areas, including marketing to businesses/institutions/governments; buyer-seller relationships; computer use for business marketing; industrial segmentation; channel management and development; physical distribution; advertising; and public relations. The book’s give-and-take is equally focused on areas that have traditionally received a larger share of the research effort (organizational buyer behavior, business marketing strategy and planning, industrial selling and sales management) and those that have taken a back seat in terms of research attention (computers and ethical business marketing). The original study, its criticisms, and the authors’ subsequent assessment spotlight major themes, individual contributions, and future trends in major topic areas, including: business marketing strategy organizational buying behavior and purchasing management business marketing research methodology products/services pricing management issues distribution/logistics and supply chain management promotion Fundamentals of Business Marketing Research is equally effective as a practical guide for professionals and researchers, and as an academic text for doctoral studies.
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David A. Reid, PhD Richard E. Plank, PhD Fundamentals of Business Marketing Research Pre-publication REVIEWS, COMMENTARIES, EVALUATIONS . . . his book’s extensive review of the “T area of business-to-business marketing is a useful tool for academics who his book provides an excellent, “T state-of-the-art overview of the field of business marketing research. It is written by outstanding scholars in the field and based on an impressive review of the literature. The book is a must-read for every scholar in the field of business-to-business marketing. It also provides interesting information for managers in business-to-business marketing.” are interested in the subject. It would also be a great reference or text for a graduate course in business-to-business Christian Homburg, PhD marketing.” Professor of Marketing Phylis Mansfield, PhD Assistant Professor of Marketing, Penn State, Erie and Chair of Marketing Department, Director of the Institute for Market-Oriented Management, University of Mannheim, Germany NOTES FOR PROFESSIONAL LIBRARIANS AND LIBRARY USERS This is an original book title published by Best Business Books®, an imprint of The Haworth Press, Inc. Unless otherwise noted in specific chapters with attribution, materials in this book have not been previously published elsewhere in any format or language. CONSERVATION AND PRESERVATION NOTES All books published by The Haworth Press, Inc. and its imprints are printed on certified pH neutral, acid free book grade paper. This paper meets the minimum requirements of American National Standard for Information Sciences-Permanence of Paper for Printed Material, ANSI Z39.48-1984. Fundamentals of Business Marketing Research BEST BUSINESS BOOKS Foundation Series in Business Marketing J. David Lichtenthal, MBA, PhD Editor Fundament