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Business-To-Business Marketing by Daniel Michel, Peter Naude, Robert Salle, Jean-Paul Valla


Business-To-Business Marketing by Daniel Michel, Peter Naude, Robert Salle, Jean-Paul Valla

This book is an adaptation of a successful French text, which is now into its second edition. The text is designed specifically for those students taking a Business-to-Business Marketing or Industrial marketing module at undergraduate or postgraduate level, and is designed to give the reader a thorough knowledge of how business-to-business markets operate.A major strength of this text is the European perspective it offers. It is an academically rigorous text with strong practical application, which have been tried in a variety of business settings. The text stresses the diversity that is found in the Business-to-Business environment and provides useable frameworks for dealing with this diversity. The book provides a theorectically sound and managerially useful approach to managing in Business-to-Business markets.Daniel Michel is a Professor of Marketing at EMLyon, France.Peter Naude is Professor of Marketing at the School of Management at the University of Bath.Robert Salle is Director of Research at EMLyon, France.Jean-Paul Valla is Development manager at ALGOE in Lyon as well as a Director of Research at EMLyon, France.


'The structure of the book is helpful not only in orientating the reader but also in providing a clear outline of its conceptual approach. This is particularly valuable, as many students struggle with the relationship between strategic development and its implementation' - Times Higher Education Supplement'

About the Author

DANIEL MICHEL is Professor of Marketing at EM Lyon.PETER NAUDE is Professor of Marketing at University of Bath.ROBERT SALLE is a Director of Research at EMLyon.JEAN-PAUL VALLA is a Director of Research at EMLyon.

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Book Info

Publication date

3rd October 2002


Daniel Michel, Peter Naude, Robert Salle, Jean-Paul Valla

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Palgrave Macmillan


496 pages




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