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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. Condition: New. Never used!. Seller Inventory # P110029286158
Book Description Free Press. Hardcover. Condition: New. 0029286158 New Condition. Seller Inventory # NEW7.0943675