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Organizational Buying Behavior and Industrial
Foundations of Organizational Buying Behavior
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American Marketing Association benefit segments Bonoma Booz buying center buying decisions buying situations Compatibility complex DMUs conceptual consumer contacted cost criteria Data-Collection Method data-processing data-terminal market deci decision process decision-making delivery determinancy developed Dun & Bradstreet dustrial empirical research evaluation exhaustive snowballing factors focused functional areas Harvard Business School IBM buyers identified important individual Industrial Buyer Behavior industrial buying behavior industrial market segmentation industrial purchases industry sector influence information sources involved Journal of Marketing mail questionnaire mainframe computer major manufacturer Marketing Research marketing strategy methodology multiple decision participants non-IBM buyers operation organization organizational buying behavior organizational level perceived risk percent primary respondents problems product attributes purchase decision purchasing agents qualitative research rebuy reliability research design response rate role sample screening secondary respondents selection single-stage snowball sion snowballing technique specific stimulus-response model sumer suppliers survey tional top management types variables vendor Webster and Wind wholesale/retail