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Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management

New Insights on Trust in Business-to-Business Relationships - A Multi-Perspective Approach (Hardcover): Houcine Akrout, Karine... New Insights on Trust in Business-to-Business Relationships - A Multi-Perspective Approach (Hardcover)
Houcine Akrout, Karine Raies, Arch G. Woodside
R2,678 Discovery Miles 26 780 Ships in 10 - 15 working days

Trust plays a crucial role in all societies, particularly within the Business-to-Business context where inter-firm relationships, impelled by globalization and the extended enterprise, require a much higher degree of trust to succeed. This 26th volume of Advances in Business Marketing and Purchasing examines the value of trust within the B2B context to provide a better understanding of its importance in organizations. New Insights on Trust in Business-to-Business Relationships: A Multi-Perspective Approach applies different theoretical and methodological perspectives to the mechanisms and processes that promote trust between customer and supplier in contexts such as e-commerce, high involvement relationships, industrial service and international cultures. The authors identify the consistencies and distinctions of antecedents, processes, and consequences of trust in various B2B contexts and offer alternative approaches that contribute to a better understanding of the subtleties and multi-faceted nature of trust and trust-related management. The book provides advanced original insights on trust for researchers and practitioners working within Management, Purchasing and B2B Marketing, and offers practical tools to build lasting and successful business relationships.

Handbook of Cross-Cultural Marketing (Paperback): Erdener Kaynak, Paul Herbig Handbook of Cross-Cultural Marketing (Paperback)
Erdener Kaynak, Paul Herbig
R2,250 Discovery Miles 22 500 Ships in 10 - 15 working days

Going global can be risky business if you don't divest yourself of your ethnocentric thinking. You have to take into consideration your new market's language, work schedules, tastes, lifestyle choices, and cultural associations, and this is the book to help you do that! Handbook of Cross-Cultural Marketing shows you how to sensitize your marketing approaches to the cultural norms and taboos of other societies, as well as the importance of demonstrating an interest in and appreciation of different cultures.Designed to assist both American and foreign companies, Handbook of Cross-Cultural Marketing shows you how to increase your chance at success in international markets. It identifies and explains ten important aspects of culture that are essential to cross-cultural marketing to help you understand how underlying cultural beliefs govern the way marketing functions in different societies. It also gives you specific steps for developing cultural adaptation strategies in international marketing. To further your understanding of global marketing and fundamental marketing concepts, this comprehensive book discusses: real life examples of company successes and failures abroad attitudes toward middlemen in underdeveloped countries the advantages of foreign trade shows locating and using representatives, agents, and/or distributors in foreign countries the reception of different American products in different countries potential cultural pitfalls of primary data collecting techniques the role of time in various cultures setting standards for product performance A useful text for students and practitioners alike, Handbook of Cross-Cultural Marketing gives you hands-on strategies and advice for delving into different markets, using techniques that are respectful of individual cultures, and avoiding unnecessary mistakes that can occur if you don't take the initiative to get to know the culture of your new marketplace. Your outlook and beliefs are not the global norm, so read this book to find out how you can be successful with customers who are different from you in terms of motivation, values, beliefs, and outlook.

Essentials of Sales Management (Hardcover): Margaret Miller Essentials of Sales Management (Hardcover)
Margaret Miller
R3,244 R2,937 Discovery Miles 29 370 Save R307 (9%) Ships in 18 - 22 working days
Orchestrating Success - Improve Control of the Business with Sales & Operations Planning (Hardcover, New ed): RC Ling Orchestrating Success - Improve Control of the Business with Sales & Operations Planning (Hardcover, New ed)
RC Ling
R1,606 R1,090 Discovery Miles 10 900 Save R516 (32%) Ships in 10 - 15 working days

The authors present a dynamic approach to effectively link sales and marketing planning directly to the operations side of a business. Demonstrates how to create a connection between a company's business plan and each department's operations, accurately anticipate changes in customer's needs and significantly improve a firm's competitive position with an enhanced level of customer satisfaction.

Customer Innovation - Delivering a Customer-Led Strategy for Sustainable Growth (Hardcover, 2nd Revised edition): Marion... Customer Innovation - Delivering a Customer-Led Strategy for Sustainable Growth (Hardcover, 2nd Revised edition)
Marion Debruyne, Koen Tackx
R3,459 Discovery Miles 34 590 Ships in 10 - 15 working days

WINNER: CMI Management Book of the Year Awards 2015 - Innovation and Entrepreneurship Category (1st edition) Many organizations approach customer-centic marketing and innovating their business strategy in isolation to one another, missing groundbreaking opportunities for advancement. Customer Innovation, second edition, turns this on its head by starting with the customer, innovating around their needs, then building a customer led business strategy around it. It presents a well-constructed three-by-three formula of connect, convert, collaborate, laying the foundations for innovation and change, to improve the current customer journey and expand into new customer horizons. This enables new product and service development to flow with outstanding efficiency and substantial growth. Customer Innovation, second edition, includes exciting updates around co-creation and the benefits of involving customers, stakeholders and employees from the beginning. It provides guidance on using technology to reinvent traditional business models, with consumer needs at the heart. With a spectacular range of case studies, including Disney, LEGO and Johnson & Johnson, all delivered with active takeaways, this is the ultimate handbook for any leader, business or marketing strategist, ready to pave the way in a new era of customer led strategy.

Creating Customer Loyalty - Build Lasting Loyalty Using Customer Experience Management (Hardcover): Chris Daffy Creating Customer Loyalty - Build Lasting Loyalty Using Customer Experience Management (Hardcover)
Chris Daffy
R2,279 Discovery Miles 22 790 Ships in 10 - 15 working days

Consumer-facing and business-to-business organizations know that if they get their approach to customers right, they will be rewarded with unprecedented customer loyalty. This will lead to increased market share, improved sales, an enhanced reputation and higher profitability. Despite this, many of today's companies fail to recognize that the notable improvements in their service delivery are not keeping up with increased customer expectations. Creating Customer Loyalty outlines simple, easy to understand strategies for creating a sustainable customer loyalty management programme that will win loyal customers. Demonstrating how to focus solely on the things that enable and enhance success, this book shows how to make loyalty a habit and structure a business that attracts and retains the best customers. Using examples from both UK and international companies such as Lexus, Aldi, Dyson, The Ritz-Carlton and Virgin Atlantic, Creating Customer Loyalty explains why customer experience management alone does not build lasting loyalty, and why customer expectation and customer memory management are essential. It outlines how to make every occasion epic by removing those 'ouch' moments, replacing them with 'wow' experiences, and developing dazzling recovery techniques to create unforgettable stories and positive memories.

Managing Sales Professionals - The Reality of Profitability (Hardcover, New): William Winston, Joseph P. Vaccaro Managing Sales Professionals - The Reality of Profitability (Hardcover, New)
William Winston, Joseph P. Vaccaro
R2,907 R2,689 Discovery Miles 26 890 Save R218 (7%) Ships in 10 - 15 working days

This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an "integrated model" approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers: how to recruit salespeople motivation procedures gender and racial diversity of the sales force how to plan and conduct a training program effective selling techniques how to develop brand awareness new sales technology how to determine pricing and discount policies compensation policies how to determine transportation policies control and evaluation procedures how to effectively interact with marketing Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.

The Handbook of Carbon Management - A Step-by-Step Guide to High-Impact Climate Solutions for Every Manager in Every Function... The Handbook of Carbon Management - A Step-by-Step Guide to High-Impact Climate Solutions for Every Manager in Every Function (Paperback)
Petra Molthan-Hill, Fiona Winfield, Richard Howarth, Muhammad Mazhar
R956 Discovery Miles 9 560 Ships in 9 - 17 working days

Specifically designed for ease of use and implementation. Written by an award-winning team of climate change mitigation experts. Easy to capture key information. There is an executive summary included in each chapter, plus detailed figure on how to implement the suggested climate change mitigation. Can be used across all different types of organisation and at all levels.

Manejo de Objeciones - Conviertete en el Mejor Cerrador e Incrementa Tus Ingresos al Aprender Como Convertir Todos Los No en un... Manejo de Objeciones - Conviertete en el Mejor Cerrador e Incrementa Tus Ingresos al Aprender Como Convertir Todos Los No en un Si Volumen 3 (Spanish, Hardcover)
Income Mastery
R556 R505 Discovery Miles 5 050 Save R51 (9%) Ships in 18 - 22 working days
The Art Firm - Aesthetic Management and Metaphysical Marketing (Hardcover, New): Pierre Guillet De Monthoux The Art Firm - Aesthetic Management and Metaphysical Marketing (Hardcover, New)
Pierre Guillet De Monthoux
R1,639 R1,530 Discovery Miles 15 300 Save R109 (7%) Ships in 18 - 22 working days

The Art Firm explores the seemingly unorthodox alliance of the arts, management, and marketing. Art firms-as avant-garde enterprises and arts corporations-have existed for at least two hundred years, using texts, images, and other types of art to create corporate wealth. This book investigates how to apply the methods artists use in creating value to the methods more traditional managers use in running their businesses. Guillet de Monthoux offers a crash course in aesthetics from Kant to Gadamer, showing how aesthetic management and metaphysical marketing can create value. Using case studies of successful art managers from Richard Wagner to Robert Wilson, the author illustrates the creative role-so central to value-making in contemporary economies-performed by aesthetic play in art firms. Along the way, Guillet de Monthoux points out how responsible aesthetic management and marketing can eradicate the problems of banality and totality, the two capital sins of an art-based economy.

Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes Utilizando Llamadas... Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes Utilizando Llamadas en Frio, Ventas Sociales y Correo Volumen Completo (Spanish, Hardcover)
Income Mastery
R663 R592 Discovery Miles 5 920 Save R71 (11%) Ships in 18 - 22 working days
Transformative Action for Sustainable Outcomes - Responsible Organising (Hardcover): Maria Sandberg, Janne Tienari Transformative Action for Sustainable Outcomes - Responsible Organising (Hardcover)
Maria Sandberg, Janne Tienari
R1,582 Discovery Miles 15 820 Ships in 10 - 15 working days

This book critically examines sustainability challenges that humankind faces and offers responsible organising as a solution in responding to these challenges. The text explores how different actors can responsibly organise for transformative action towards sustainable outcomes, as expressed in the United Nations Sustainable Development Goals (SDGs). Responsible refers to a reflexive understanding of how to organise in times of sustainability challenges. Organising refers to activities and practices where different actors take transformative action together. This comprehensive edited collection of short, clear, concise, and compelling chapters brings together scholars in a range of disciplines and blends theoretical perspectives to study humans and social interactions, organisations, nonhumans, and living environments. It offers topical examples from across the world and from organising of companies and other organisations, supply chains, networks, ecosystems, and markets. The book is written for scholars and students across the social sciences and humanities as well as for practitioners working with the SDGs. It discusses complex issues in an informative and engaging way. It is critical and collaborative. The book serves as an introduction to key themes and perspectives of responsible organising and offers new insights on connections between themes and perspectives.

Business and Sustainable Development in Africa - Medicine or Placebo? (Paperback): Uwafiokun Idemudia, Francis Xavier Dery... Business and Sustainable Development in Africa - Medicine or Placebo? (Paperback)
Uwafiokun Idemudia, Francis Xavier Dery Tuokuu, Tahiru Azaaviele Liedong
R1,805 Discovery Miles 18 050 Ships in 10 - 15 working days

The book offers new critical insights into the relationship between corporate social responsibility (CSR) and sustainable development in Africa. The extent to which CSR initiatives can contribute to sustainable development in Africa remains debatable. This book examines in a very clear structure how, when, and whether CSR initiatives are able to contribute to the realization of the sustainable development goals, peace, and environmental sustainability at the micro-levels of society. It also explores some macro-level issues such as the relationship between taxation and CSR, CSR and human rights, and CSR and public governance and, in so doing, challenges existing CSR dogmas. With themes aligned with the UN Sustainable Development Goals (SDGs), this book provides useful practical guidance for policymakers and business leaders seeking to better understand the strength and limitations of CSR as a vehicle for advancing sustainable development in Africa. It will also appeal to scholars, researchers, and students of African studies, development studies, international business, strategic management, and business and society.

Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes que Quieran Comprar... Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes que Quieran Comprar en tu Negocio Utilizando Llamadas en Frio, Ventas Sociales y Correo Volumen 3 (Spanish, Hardcover)
Income Mastery
R555 R504 Discovery Miles 5 040 Save R51 (9%) Ships in 18 - 22 working days
Marketing Management in Turkey (Hardcover): Selcen Ozturkcan, Elif Yolbulan Okan Marketing Management in Turkey (Hardcover)
Selcen Ozturkcan, Elif Yolbulan Okan
R2,781 Discovery Miles 27 810 Ships in 10 - 15 working days

Emerging market economies have long been a significant driver of global growth, and since the beginning of the new millennium they have gained greater importance than ever. Economists state that the economies of emerging countries are rapidly catching up with those of developed countries and are even predicted to overtake some of them by 2020. A deep understanding of emerging markets is crucial, then, to build tailored products and marketing programs that will capitalize on such rapid growth. In Marketing Management in Turkey, Selcen Ozturkcan and Elif Yolbulan Okan present the reader with marketing opportunities, market potential, and standardization and customization opportunities available within a fast-growing emerging economy-namely, the Turkish economy. Along the way, the book also offers important insights into issues affecting similar emerging markets by detailing the common perceptions and misconceptions around the unique opportunities they appear to offer. This book will be of keen interest to practitioners interested in investing in emerging markets, and it will also have much to offer to researchers and students interested in the future of the global economy.

Manejo de Objeciones - Conviertete en el Mejor Cerrador e Incrementa Tus Ingresos al Aprender Como Convertir Todos Los No en un... Manejo de Objeciones - Conviertete en el Mejor Cerrador e Incrementa Tus Ingresos al Aprender Como Convertir Todos Los No en un Si Volumen 1 (Spanish, Hardcover)
Income Mastery
R553 R502 Discovery Miles 5 020 Save R51 (9%) Ships in 18 - 22 working days
Myths of Marketing - Banish the Misconceptions and Become a Great Marketer (Paperback): Grant Leboff Myths of Marketing - Banish the Misconceptions and Become a Great Marketer (Paperback)
Grant Leboff 1
R513 Discovery Miles 5 130 Ships in 10 - 15 working days

It's common knowledge that marketing is nothing but advertising, and if your business comes through word of mouth then you don't need marketing anyway. Besides, everyone knows that social media is the best form of free marketing there is... don't they?

The world of marketing is abound with a staggering number of misconceptions, fallacies and falsehoods. In Myths of Marketing, recognized industry expert Grant Leboff takes readers on a fascinating and entertaining journey through some of the most deeply entrenched stereotypes that exist in the industry, from the idea that sales and marketing are basically the same and that getting people's attention costs a lot of money, to the notion that demography is the best way to segment your market and 'content is king'.

Using a combination of academic research, amusing examples and industry case studies, Myths of Marketing effectively debunks many of the most pervasive myths and assumptions, leaving readers with a clearer, more perceptive understanding of marketing as a whole, to improve their own practice and marketing strategy.

Pricing for Success - The 7-step plan for winning more customers at better prices (Paperback): Mark Peacock Pricing for Success - The 7-step plan for winning more customers at better prices (Paperback)
Mark Peacock
R521 Discovery Miles 5 210 Ships in 10 - 15 working days

Perfecting your pricing is fundamental to the success of your business. It affects how your customers perceive you, it can make or break a sale, and it's the most powerful key to profitable and sustainable growth. But how do you know your pricing is right? How do you approach making this most crucial of decisions with confidence and clarity? In Pricing for Success, leading pricing expert Mark Peacock takes a fresh look at the power and psychology of pricing and walks you clearly through seven essential steps that will improve your pricing, delight your customers, and create a more profitable business. Through an illuminating and informative blend of straightforward examples, templates and real-life case-studies, presented alongside over fifty expert pricing tips, tools and tactics, you'll discover: Why pricing is your biggest lever for profitable growth The persuasive pricing techniques that have the biggest impact How customer-driven approaches make it easier to boost your bottom line The surprising truth about premium pricing and how its easier to sell How to cleverly structure your offer so you can optimise your prices How to avoid common pricing pitfalls and lose your fear of losing business The time you spend on getting this right is the best investment youll make in your business. So, stop leaving money on the table, start taking control of your pricing and create a powerful new approach to pricing that will unlock higher profits and provide sustainable business growth.

Developing Insights on Branding in the B2B Context - Case Studies from Business Practice (Hardcover): Nikolina Koporcic, Maria... Developing Insights on Branding in the B2B Context - Case Studies from Business Practice (Hardcover)
Nikolina Koporcic, Maria Ivanova-Gongne, Anna-Greta Nystroem, Jan-Ake Toernroos
R2,600 Discovery Miles 26 000 Ships in 10 - 15 working days

This book presents real life business-to-business (B2B) branding cases. The book deploys a theoretical-practical approach, where theoretical and conceptual frameworks related to key branding topics are supported by empirical case studies. Each case helps to illustrate the framework and discuss its applicability in practice. Through the presented exploratory case studies, the authors provide fresh examples from business practice that are easy to comprehend by undergraduate students, and are easily applied by managers in the field. The book consists of three main parts, covering important aspects of B2B branding. It presents several aspects of external as well as internal branding, supplemented by novel approaches in B2B branding. In addition, the book offers examples of best practices, as well as notable mistakes made by companies involved in branding processes. Thus, it provides a holistic perspective, which will enable companies to learn not only about best practices, but also about pitfalls in the area of corporate branding. In addition to the novel practical cases, each chapter provides relevant theoretical underpinnings presented in a simple, down-to-earth manner. The book highlights recent research areas and coming trends within B2B branding. The book is suitable for everyone with an interest in B2B branding, regardless of background or previous knowledge of branding.

Meddicc - The ultimate guide to staying one step ahead in the complex sale (Paperback): Andy Whyte Meddicc - The ultimate guide to staying one step ahead in the complex sale (Paperback)
Andy Whyte; Foreword by Dick Dunkel, Jack Napoli
R458 Discovery Miles 4 580 Ships in 18 - 22 working days
Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes que Quieran Comprar... Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes que Quieran Comprar en tu Negocio Utilizando Llamadas en Frio, Ventas Sociales y Correo Volumen 2 (Spanish, Hardcover)
Income Mastery
R556 R505 Discovery Miles 5 050 Save R51 (9%) Ships in 18 - 22 working days
Manejo de Objeciones - Conviertete en el Mejor Cerrador e Incrementa Tus Ingresos al Aprender Como Convertir Todos Los No en un... Manejo de Objeciones - Conviertete en el Mejor Cerrador e Incrementa Tus Ingresos al Aprender Como Convertir Todos Los No en un Si Volumen 2 (Spanish, Hardcover)
Income Mastery
R554 R503 Discovery Miles 5 030 Save R51 (9%) Ships in 18 - 22 working days
Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes que Quieran Comprar... Prospeccion - Incrementa tus Ingresos y Aprende a Tener Operaciones Comerciales Indefinidamente de Clientes que Quieran Comprar en tu Negocio Utilizando Llamadas en Frio, Ventas Sociales y Correo Volumen 1 (Spanish, Hardcover)
Income Mastery
R557 R506 Discovery Miles 5 060 Save R51 (9%) Ships in 18 - 22 working days
Transforming Relationship Marketing - Strategies and Business Models in the Digital Age (Paperback): Park Thaichon, Vanessa... Transforming Relationship Marketing - Strategies and Business Models in the Digital Age (Paperback)
Park Thaichon, Vanessa Ratten
R1,708 Discovery Miles 17 080 Ships in 10 - 15 working days

Relationship marketing builds and maintains long-term relationships with customers through value creation and delivery. This book examines the key principles of relationship marketing and online relationship marketing. It looks at three main areas of relationship marketing as understanding relationship marketing and the continuum, the drivers and scope of relationship marketing, and how organisations should restructure for successful relationship marketing in the digital context. The book also addresses the opportunities and challenges associated with the implementation of relationship marketing in various types of organisation and suggests different effective relationship-building strategies and techniques for successful customer relationship management.

Perspectives on Impact - Leading Voices On Making Systemic Change in the Twenty-First Century (Paperback): Nina Montgomery Perspectives on Impact - Leading Voices On Making Systemic Change in the Twenty-First Century (Paperback)
Nina Montgomery
R1,069 Discovery Miles 10 690 Ships in 10 - 15 working days

Perspectives on Impact brings together leaders from across sectors to reflect on our approaches to social change. Sharing diverse examples from their work, these authors show how we must think more systemically and work more collaboratively to move the needle on the biggest social, humanitarian, and environmental challenges facing our world. Chapters by: Niko Canner, Shanti Nayak, and Cynthia Warner (Incandescent) Duncan Green (OxFam) Farah Ramzan Golant (Girl Effect, kyu) Sara Holoubek (Luminary Labs) Joi Ito (MIT Media Lab) Leila Janah (Samasource, LXMI, Samaschool) Amirah Jiwa George Kronnisanyon Werner (Republic of Liberia) Chris Larkin (IDEO.org) Eric Maltzer (Medora Ventures, Middlebury College) Jane Nelson (Harvard Kennedy School) Craig Nevill-Manning and Prem Ramaswami (Sidewalk Labs) Jacqueline Novogratz (Acumen) Deena Shakir (GV, formerly Google Ventures) Jose Miguel Sokoloff (MullenLowe Group) Lara Stein (TEDx, Women's March Global) Piyush Tantia (ideas42) Fay Twersky (William & Flora Hewlett Foundation) Sherrie Rollins Westin and Shari Rosenfeld (Sesame Workshop) Perspectives on Impact and its sister book, Perspectives on Purpose, bring together leading voices from across sectors to discuss how we must adapt our organizations for the twenty-first century world. Perspectives on Impact focuses on the recalibration of social impact approaches to tackle complex humanitarian, social, and environmental challenges; Perspectives on Purpose looks at the shifting role of the corporation in society through the lens of purpose.

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