Marketing, Supply and Sales in the Industrial Organisation

Main group 1

• Kleinaltenkamp, Michael. et al., Fundamentals of Business-to-Business Marketing: Mastering Business Markets, Cham, Springer International Publishing, 2015Compulsory*
• Anderson, James C.; Narus, James A., Business market management: understanding, creating and delivering value, 2. ed., Upper Saddle River, N.J., Prentice Hall, cop. 2004
• Best, Roger J., Market-based management: strategies for growing customer value and profitability, 4. ed., Upper Saddle River, N.J., Prentice-Hall, cop. 2005
• Ford, David et al., Managing business relationships., 2. ed., Chichester Wiley cop. 2003
• Developing relationships in business networks, London, Routledge, 1995
• Jobber, David; Lancaster, Geoffrey, Selling and sales management: David Jobber and Geoff Lancaster, 9th ed., Harlow, Pearson, 2012
• Kotler, Philip; Keller, Kevin Lane, Marketing management, 14. ed., Global ed, Harlow, Pearson Education, 2012

Articles and complementary Literature will be recommended by the teacher at the beginning of the course.

* Compulsory