Providing the most current and complete treatment of business-to-business marketing, this comprehensive market leader captures and integrates the latest developments in market analysis, relationship management, supply chain management, marketing strategy development, and electronic commerce. Popular in both the United States and Europe since its first edition, the text provides expanded treatment of relationship strategies, the technology adoption life cycle, strategy formulation in high-tech industries, new product and service development for business markets, and Internet strategies.
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Michael D. Hutt is the Ford Motor Company Distinguished Professor of Marketing at the W.P. Carey School of Business, Arizona State University. He has also held faculty positions at Miami University (Ohio) and the University of Vermont. Dr. Hutt's teaching and research interests are concentrated in the areas of business-to-business marketing and strategic marketing. His current research centers on the cross-functional role that marketing managers assume in the formation of strategy. Dr. Hutt's research has been published in the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, MIT SLOAN MANAGEMENT REVIEW, JOURNAL OF RETAILING, JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, and other scholarly journals. He is also co-author of MACRO MARKETING (John Wiley & Sons). He is a member of the editorial review boards of the JOURNAL OF BUSINESS-TO-BUSINESS MARKETING, JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, INDUSTRIAL MARKETING MANAGEMENT, JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, and JOURNAL OF STRATEGIC MARKETING. For his 2000 contribution to MIT SLOAN MANAGEMENT REVIEW, he received the Richard Beckhard Prize. Serving in various leadership roles for American Marketing Association programs, he co-chaired the Faculty Consortium on Strategic Marketing Management. Dr. Hutt has consulted on marketing strategy issues for such firms as IBM, Motorola, Honeywell, AT&T, Arvin Industries, ADT, and Black-Clawson, as well as for the food industry's Public Policy Subcommittee on the Universal Product Code. He received his Ph.D. from Michigan State University.
Thomas W. Speh is Professor of Marketing Emeritus and Associate Director of MBA Programs at the Farmer School of Business, Miami University (Ohio). Prior to his tenure at Miami, he taught at the University of Alabama. A regular participant in professional marketing and logistics meetings, Dr. Speh has published articles in a number of academic and professional journals, including the JOURNAL OF MARKETING, SLOAN MANAGEMENT REVIEW, HARVARD BUSINESS REVIEW, JOURNAL OF THE ACADEMY OF MARKETING SCIENCES, JOURNAL OF BUSINESS LOGISTICS, JOURNAL OF RETAILING, JOURNAL OF PURCHASING AND MATERIALS MANAGEMENT, and INDUSTRIAL MARKETING MANAGEMENT. He received the Beta Gamma Sigma Distinguished Faculty award for excellence in teaching at Miami University's School of Business and the Miami University Alumni Association's Effective Educator award. Active in both the Warehousing Education and Research Council and the Council of Logistics Management, Dr. Speh has served as president of WERC and as president of the CLM. He has consulted on strategy issues for such organizations as Xerox, Procter & Gamble, Burlington Northern Railroad, Sara Lee, J.M. Smucker Co., and Millennium Petrochemicals, Inc. He earned his Ph.D. from Michigan State University.
â€œThe writing is clear and accessible for the targeted audience (not too complex and detailed yet provides appropriate substance), and the cases are timely and diverse.â€
" I find that each (chapter) topic is more than adequately represented in the end of chapter materials. I have various items that I can use to teach this course and for this I am extremely grateful." "Probably the biggest strength of this book is that it has no obvious 'holes'. I have been teaching business marketing for twenty years and I don find any major area that is not at least mentioned in this text."
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