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Organizational Buying Behavior

RICHARD GLAVEE-GEO

ISBN 10: 3639221990 / ISBN 13: 9783639221992
Published by VDM Verlag
New Condition: New Soft cover
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100 pages. Dimensions: 8.7in. x 5.9in. x 0.2in.Organizational buyer behavior with respect to the role gatekeepers play in information control is important in business to business marketing. This book discusses and reports on factors that influence information control such as organizational structure; work climate; task interdependence; environmental uncertainty; and organizational size. Organizations which sell to businesses need to know the implications of information control by gatekeepers (purchasersbuyers) and how this influences the decision-making process of the buying center. It helps them to know which of the various decision-makers that needs to be targeted for marketing strategies. Marketers need to identify key factors influencing response to marketing efforts so as to be able to formulate successful marketing strategies to appropriately target those who matter most in the decision-making process. Marketers, Purchasing Practitioners, Students of Marketing, Purchasing and Business Management; Decision Makers in Top and Middle Management and Management Researchers will find this book very useful. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Bookseller Inventory # 9783639221992

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Bibliographic Details

Title: Organizational Buying Behavior

Publisher: VDM Verlag

Binding: Paperback

Book Condition:New

Book Type: Paperback

About this title

Synopsis:

Organizational buyer behavior with respect to the role gatekeepers play in information control is important in business to business marketing. This book discusses and reports on factors that influence information control such as organizational structure; work climate; task interdependence; environmental uncertainty; and organizational size. Organizations which sell to businesses need to know the implications of information control by gatekeepers (purchasers/buyers) and how this influences the decision-making process of the buying center. It helps them to know which of the various decision-makers that needs to be targeted for marketing strategies. Marketers need to identify key factors influencing response to marketing efforts so as to be able to formulate successful marketing strategies to appropriately target those who matter most in the decision-making process. Marketers, Purchasing Practitioners, Students of Marketing, Purchasing and Business Management; Decision Makers in Top and Middle Management and Management Researchers will find this book very useful.

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