Leyland Pitt is the Dennis Culver EMBA Alumni Chair of Business, Beedie School of Business, Simon Fraser University, Vancouver, Canada, and also Affiliate Professor in Industrial Marketing at the Royal Institute of Technology, Stockholm, Sweden. He has also taught on executive and MBA programs at schools such as the Graham School of Continuing Studies (University of Chicago), Columbia University Graduate School of Business, Rotterdam School of Management, and London Business School. His work has been published in such journals, as Information Systems Research, Journal of the Academy of Marketing Science, Sloan Management Review, California Management Review, Communications of the ACM, and MIS Quarterly (which he also served as Associate Editor).
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Description
The Unique Nature of Industrial Marketing Exploring the Customer's Purchasing Operation How Organizations Make Buying Decisions Building Customer Relationships Segmentation and Targeting of Business Markets Industrial Marketing Research and Intelligence Strategy and the Industrial Marketer Innovation, Entrepreneurship and the Business Marketer Marketing Industrial Products and Services A Creative Perspective on Industrial Pricing Communications with Business Customers Engineering the Promotional Mix The Changing Role of the Sales Force Distribution and the Value-Added Chain The Need for Accountability Control and the Industrial Marketer