Name: Industrial Marketing
ISBN: 978-1-349-16317-5

Overview

Authors:

Ronald McTavish
1. University of Strathclyde, UK
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Angus Maitland
1. R. W. Kinnaird & Co. Ltd, UK
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Front Matter

Pages i-xiv

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Basic Considerations
- Ronald McTavish, Angus Maitland
Pages 1-17
Demand and Product Characteristics
- Ronald McTavish, Angus Maitland
Pages 18-32
The Industrial Customer
- Ronald McTavish, Angus Maitland
Pages 33-53
Planning the Market Offering
- Ronald McTavish, Angus Maitland
Pages 54-71
Researching the Industrial Market
- Ronald McTavish, Angus Maitland
Pages 72-84
Industrial Marketing Research: an Overview of Techniques
- Ronald McTavish, Angus Maitland
Pages 85-104
Forecasting
- Ronald McTavish, Angus Maitland
Pages 105-120
Channel Management
- Ronald McTavish, Angus Maitland
Pages 121-138
Pricing
- Ronald McTavish, Angus Maitland
Pages 139-154
Sales Promotion
- Ronald McTavish, Angus Maitland
Pages 155-174
Back Matter

Pages 175-204

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Book Title: Industrial Marketing
Authors: Ronald McTavish, Angus Maitland
DOI: https://doi.org/10.1007/978-1-349-16317-5
Publisher: Red Globe Press London
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Ronald McTavish and Angus Maitland 1980
Edition Number: 1
Number of Pages: XIV, 204
Additional Information: Previously published under the imprint Palgrave
Topics: Marketing