Name: Organizational Buying Behaviour: Purchasing and Marketing Management Implications (en Inglés)
SKU: 51837712
Price: 181450.00 CLP
Availability: InStock
Author: Michael J. Baker; Stephen T. Parkinson
ISBN: 9780333393512

portada Organizational Buying Behaviour: Purchasing and Marketing Management Implications (en Inglés)

Organizational Buying Behaviour: Purchasing and Marketing Management Implications (en Inglés)

Formato

Libro Físico

Editorial

Palgrave Macmillan

Autor

Michael J. Baker; Stephen T. Parkinson

Año

1986

Idioma

Inglés

N° páginas

271

Encuadernación

Tapa Dura

ISBN13

9780333393512

N° edición

1986

Categorías

Gestión y técnicas de gestión

Organizational Buying Behaviour: Purchasing and Marketing Management Implications (en Inglés)

Michael J. Baker; Stephen T. Parkinson (Autor) · Palgrave Macmillan · Tapa Dura

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Reseña del libro "Organizational Buying Behaviour: Purchasing and Marketing Management Implications (en Inglés)"

The markets which most managers operate in today are subject to rapid change, making it vitally important to know as much about the behaviour of their customers as possible. 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. It is based on a distillation of the views of academic researchers who have investigated organizational buying decisions over the last twenty years or so, but the discussion is always pragmatic and is strongly influenced by the real industrial consultancy problems which the authors have faced. 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 organizational buying decisions further.