Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
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  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Organizational Buying Behaviour: Purchasing and Marketing Management Implications

Organizational Buying Behaviour: Purchasing and Marketing Management Implications

Parkinson, Stephen T.
Baker, Michael J.

Hardcover

Series: Purchasing and Marketing Management Implications

ManagementMarketing

ISBN10: 0333393511
ISBN13: 9780333393512
Publisher: Palgrave Macmillan
Published: Sep 14 1986
Pages: 271
Weight: 1.13
Height: 0.81 Width: 5.50 Depth: 8.50
Language: English
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.

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