| 000 -LEADER |
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| fixed length control field |
01894cam a2200361 a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
u6222 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
SA-PMU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20210418125035.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
070426s2007 maua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2007017289 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
BTCTA |
| -- |
BAKER |
| -- |
UKM |
| -- |
YDXCP |
| -- |
C#P |
| -- |
BWX |
| -- |
DEBBG |
| -- |
ZWZ |
| -- |
BDX |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781422103357 (hardcover : alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
1422103358 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)137324991 |
| Canceled/invalid control number |
(OCoLC)494772587 |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5415.1263 |
| Item number |
.A534 2007 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8/04 |
| Edition number |
22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Anderson, James C., |
| Dates associated with a name |
1953- |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Value merchants : |
| Remainder of title |
demonstrating and documenting superior value in business markets / |
| Statement of responsibility, etc. |
James C. Anderson, Nirmalya Kumar, James A. Narus. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Boston, Mass. : |
| Name of publisher, distributor, etc. |
Harvard Business School Press, |
| Date of publication, distribution, etc. |
c2007. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiii, 219 p. : |
| Other physical details |
ill. ; |
| Dimensions |
25 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references (p. [191]-195) and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant. |
| 596 ## - |
|---|
| -- |
1 2 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Industrial marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales promotion. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Purchasing. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Kumar, Nirmalya. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Narus, James A. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents only |
| Uniform Resource Identifier |
<a href="http://catdir.loc.gov/catdir/toc/ecip0716/2007017289.html">http://catdir.loc.gov/catdir/toc/ecip0716/2007017289.html</a> |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Contributor biographical information |
| Uniform Resource Identifier |
<a href="http://catdir.loc.gov/catdir/enhancements/fy1108/2007017289-b.html">http://catdir.loc.gov/catdir/enhancements/fy1108/2007017289-b.html</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
| 994 ## - |
|---|
| -- |
Z0 |
| -- |
SUPMU |