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Organizational buying behaviour : purchasing and marketing management implications

Author: Stephen T Parkinson; Michael John Baker; Kristian Möller
Publisher: London : Macmillan, 1986.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
This book looks at the behaviour of the organizational customer and is designed to help the industrial marketing manager understand and predict his customers' behaviour effectively.
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Document Type: Book
All Authors / Contributors: Stephen T Parkinson; Michael John Baker; Kristian Möller
ISBN: 0333393511 9780333393512
OCLC Number: 12942176
Description: xiv, 271 pages : illustrations ; 23 cm
Contents: List of Figures - List of Tables - List of Case Histories - Preface - Organizational Buying Behaviour and Industrial Marketing - Locating Purchasing Decisions in the Organization - Professional Aspects of Organizational Buying Behaviour - Buying Decision Models: Influences on Choice - Organizational Buying Process - The Context of Organizational Buying Behaviour - Organizational Buying Behaviour as an Interaction Process - Developing the Market for New Industrial Products - Overview and Summary - References - Index
Responsibility: Stephen T. Parkinson and Michael J. Baker with K. Moller on behalf of the IBB Group.

Abstract:

Extended case histories of specific buying decisions are used to illustrate the discussion, and an annotated bibliography makes this a useful source reference for those wishing to study  Read more...

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