Author: Gordon T. Brand
Publisher: Cassell
ISBN:
Category : Business & Economics
Languages : en
Pages : 144
Book Description
The Industrial Buying Decision: Implications for the Sales Approach in Industrial Marketing
Author: Gordon T. Brand
Publisher: Cassell
ISBN:
Category : Business & Economics
Languages : en
Pages : 144
Book Description
Publisher: Cassell
ISBN:
Category : Business & Economics
Languages : en
Pages : 144
Book Description
Decision Making in the Industrial Buying Process
A Theory of Industrial Buying Decisions
Author: Jagdish N. Sheth
Publisher:
ISBN:
Category : Industrial procurement
Languages : en
Pages : 42
Book Description
Publisher:
ISBN:
Category : Industrial procurement
Languages : en
Pages : 42
Book Description
Industrial Buying Decision-making
Author: Edward Joseph Bartos
Publisher:
ISBN:
Category : Capital investments
Languages : en
Pages : 352
Book Description
Publisher:
ISBN:
Category : Capital investments
Languages : en
Pages : 352
Book Description
The Industrial buying decision
Industrial Buying Behavior
Author: Rowland T. Moriarty
Publisher: Free Press
ISBN:
Category : Business & Economics
Languages : en
Pages : 218
Book Description
Publisher: Free Press
ISBN:
Category : Business & Economics
Languages : en
Pages : 218
Book Description
Industrial Buying Behavior
Author: Yoram Wind
Publisher:
ISBN:
Category : Industrial procurement
Languages : en
Pages : 298
Book Description
Publisher:
ISBN:
Category : Industrial procurement
Languages : en
Pages : 298
Book Description
Relevance of Buying Center Analysis in Industrial Markets
Author: Markus Gaggl
Publisher: Anchor Academic Publishing (aap_verlag)
ISBN: 3954897679
Category : Business & Economics
Languages : en
Pages : 50
Book Description
This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well as the buying center models from the literature. These models are verified in terms of their practical application at the end of the study based on expert surveys. In section four, the sales process as well as the members of the selling company are discussed. Section five represents the most important criteria for a buying center analysis and shows the possibility of a practical implementation by using an example.The last section finally links the previous theoretical fields and displays the results of the qualitative expert interviews.
Publisher: Anchor Academic Publishing (aap_verlag)
ISBN: 3954897679
Category : Business & Economics
Languages : en
Pages : 50
Book Description
This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well as the buying center models from the literature. These models are verified in terms of their practical application at the end of the study based on expert surveys. In section four, the sales process as well as the members of the selling company are discussed. Section five represents the most important criteria for a buying center analysis and shows the possibility of a practical implementation by using an example.The last section finally links the previous theoretical fields and displays the results of the qualitative expert interviews.
Proceedings of the 1997 World Marketing Congress
Author: Samsinar MD Sidin
Publisher: Springer
ISBN: 3319173200
Category : Business & Economics
Languages : en
Pages : 670
Book Description
This volume includes the full proceedings from the 1997 World Marketing Congress held in Kuala Lumpur, Malaysia. The focus of the conference and the enclosed papers is on marketing thought and practices from a global perspective. This volume presents papers on various topics including marketing management, marketing strategy and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Publisher: Springer
ISBN: 3319173200
Category : Business & Economics
Languages : en
Pages : 670
Book Description
This volume includes the full proceedings from the 1997 World Marketing Congress held in Kuala Lumpur, Malaysia. The focus of the conference and the enclosed papers is on marketing thought and practices from a global perspective. This volume presents papers on various topics including marketing management, marketing strategy and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Organizational Buying Behavior
Author: Thomas V. Bonoma
Publisher: Marketing Classics Press
ISBN: 1613112319
Category : Business & Economics
Languages : en
Pages : 164
Book Description
Publisher: Marketing Classics Press
ISBN: 1613112319
Category : Business & Economics
Languages : en
Pages : 164
Book Description