Consumer and Industrial Buying Behavior PDF Download
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Author: Arch G. Woodside
Publisher: North Holland
ISBN:
Category : Business & Economics
Languages : en
Pages : 552
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Book Description
Author: Arch G. Woodside
Publisher: North Holland
ISBN:
Category : Business & Economics
Languages : en
Pages : 552
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Book Description
Author: Yoram Wind
Publisher:
ISBN:
Category : Industrial procurement
Languages : en
Pages : 298
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Book Description
Author: Lawrence J. Gitman
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 1455
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Book Description
Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
Author: Thomas V. Bonoma
Publisher: Marketing Classics Press
ISBN: 1613112319
Category : Business & Economics
Languages : en
Pages : 164
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Book Description
Author: John A. Howard
Publisher: New York : Wiley
ISBN:
Category : Business & Economics
Languages : en
Pages : 490
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Book Description
Author: Michael J. Baker
Publisher: Springer
ISBN: 1349080489
Category : Business & Economics
Languages : en
Pages : 286
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Book Description
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.
Author: Frederick E. Webster
Publisher: *Ronald Press
ISBN:
Category : Business & Economics
Languages : en
Pages : 352
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Book Description
A reader-friendly, manager?s goal-oriented guide to marketing in the 21st century In today?s customer-oriented world, marketing principles are more important than ever for managers to understand and implement in their business strategy. The recent rise of outsourcing, strategic alliances, globalization, and e-commerce, as well as the failures of dot-com fool?s gold and fuzzy accounting, means the application of these principles, as always, is changing. This completely revised and updated edition repositions marketing as the process of defining, developing, and delivering customer value. Offering specific guidelines on creating a customer-focused, market-driven company, Market-Driven Management also includes new chapters on branding, marketing strategy implementation, sales force deployment, and value delivery.
Author: Dean G. Pruitt
Publisher: Academic Press
ISBN: 1483266206
Category : Psychology
Languages : en
Pages : 278
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Book Description
Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Author: Howard C. Kunreuther
Publisher: Cambridge University Press
ISBN: 0521845726
Category : Business & Economics
Languages : en
Pages : 343
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Book Description
This book examines the behavior of individuals at risk and insurance industry policy makers involved in selling, buying and regulation.
Author: James T. Tedeschi
Publisher: Transaction Publishers
ISBN: 9780202365077
Category : Psychology
Languages : en
Pages : 284
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Book Description
The technological revolution in the social sciences made available a set of research tools and data manipulation techniques that permit the study of complex social processes previously inaccessible or not amenable to our observational powers. One important set of tools took the generic title "experimental games," which were characterized by the interactive protagonists' pursuit of relatively well-defined goals whose achievement is dependent on the behavior of others. James T. Tedeschi, Barry R. Schlenker, and Thomas V. Bonoma, in this work, explicate these highly structured interactions. The grand strategy of scientific inquiry is the development of explanatory systems for natural phenomena. The empirical tactics devised to manipulate, control, observe, and measure events or processes of interest often require as much ingenuity and imagination as theory development itself. Generally the situation is so structured that certain rules govern participant behavior. Within these constraints the social psychological processes of conflict, influence, power, bargaining, and coalition formation can be studied. Concerned with the more formal and technical aspects of games, the authors explain how they are used for purposes of developing and testing scientific theory. The emphasis throughout is on the development and empirical evaluation of a scientific theory of social influence and power in situations where the interests of the interacting parties are in conflict. Experimental games have provided many of the concepts and the preponderance of evidence that have helped to unravel many of the complexities of social behavior. In Conflict, Power, and Games, the authors build a bridge between technical and non-technical approaches in order to shed greater light on interpersonal relations.
