Organizational Buying Behaviour

Organizational Buying Behaviour Purchasing and Marketing Management Implications

1986

Hardback (15 Sep 1986)

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Publisher's Synopsis

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.

Book information

ISBN: 9780333393512
Publisher: Palgrave Macmillan UK
Imprint: Palgrave Macmillan
Pub date:
Edition: 1986
DEWEY: 658.72
DEWEY edition: 19
Language: English
Number of pages: 271
Weight: 518g
Height: 219mm
Width: 147mm
Spine width: 26mm