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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.  Features: * Highlighting the similarities and emphasizing the differences between consumer goods and business-to-business marketing, Business Marketing Management focuses on market analysis, organizational buying behaviour, relationship management, and the ensuing adjustments required in the marketing strategy elements used to reach organizational customers.  * The authors present a managerial rather than descriptive treatment of business marketing, tying text material directly to business marketing management decision making. * A well-balanced mix of cases enables instructors to tailor the course to their own students and teaching preferences. The cases, which vary in length, feature such prominent companies as Hewlett-Packard and PeopleSoft. * Chapter review questions are integrated with learning objectives and emphasize key issues in each chapter.  New to this edition: * Relationship marketing coverage has been expanded with the completely revised and rewritten Chapter 4 relationship strategies for business markets. * A stronger, more in-depth emphasis on the dynamic high-tech market includes Chapter 8's new coverage of marketing strategy formulation. 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