It is often said that business-to-business purchasing decisions, unlike consumer spending, are based on a rational analysis of specifications. This book argues that a "valuing image" which knowledge merely serves to rationalize, lies behind most industrial customers' decisions, and it is on this that sellers should concentrate.
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Book Description Free Press, 1990. Hardcover. Book Condition: New. book. Bookseller Inventory # 0029286158
Book Description Free Press, 1990. Hardcover. Book Condition: New. Bookseller Inventory # DADAX0029286158
Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97800292861591.0