Organisational buying behaviour : the key to more effective selling to industrial markets
By: HILL, Roy W
.
Contributor(s): HILLIER, Terry J.
Material type: 
BookSeries: Macmillan Studies in Marketing Management.Publisher: London : Macmillan , 1977Description: 212 p.ISBN: 0333215109.Subject(s): Marketing | Setor Secundário | Tomada de Decisão
Contents:
- The marketing concept and its implementation in an industrial environment - An anatomy of industrial purchases - Focal points of buying activity - The human element in industrial buying - The art and science of source management - Aggregate buying behaviour - Methods for analysing and measuring buying behaviour - Communicating with industrial buyers
| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Livro Geral | Biblioteca Graciliano Ramos | Livro Geral | 2.16H6451o (Browse shelf) | 1 | Available | 10002893 |
- The marketing concept and its implementation in an industrial environment - An anatomy of industrial purchases - Focal points of buying activity - The human element in industrial buying - The art and science of source management - Aggregate buying behaviour - Methods for analysing and measuring buying behaviour - Communicating with industrial buyers
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