Measuring Influence in Organizational Purchase Decisions (Classic Reprint) - Couverture souple

Name: Measuring Influence in Organizational Purchase Decisions (Classic Reprint)
Author: Silk, Alvin J.
ISBN: 9781333151058

Silk, Alvin J.

9781333151058: Measuring Influence in Organizational Purchase Decisions (Classic Reprint)

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ISBN 10 : 1333151055 ISBN 13 : 9781333151058

Editeur : Forgotten Books, 2018

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�diteur: Forgotten Books
Date d'�dition: 2018
Langue: anglais
ISBN 10: 1333151055
ISBN 13: 9781333151058
Reliure: Broch�
Nombre de pages: 58
Coordonn�es du fabricant: non disponible
Personne responsable: non disponible

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Measuring Influence in Organizational Purchase Decisions (Classic Reprint)

Alvin J. Silk, Manohar U. Kalwani

Edit� par Forgotten Books, 2024

ISBN 10 : 1333151055 ISBN 13 : 9781333151058

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Vendeur : Forgotten Books, London, Royaume-Uni

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Paperback. Etat : New. Print on Demand. This book investigates the concept of purchasing influence within organizational decision-making, particularly regarding industrial purchasing. By examining the reliability of data on such influence gathered through surveys that identify buying group structures, the author reveals a lack of consensus among different informants within the same organization. The study suggests that these ratings may differentiate among roles but not necessarily among stages in the decision process. The concept of organizational buying behavior is positioned within the context of marketing research and industrial decision-making, delving into the complexities of identifying the composition and structure of organizational buying groups. The findings highlight the challenges of obtaining reliable and valid assessments of influence, emphasizing the need to explore alternative measurement approaches in future research on this topic. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book. print-on-demand item. N� de r�f. du vendeur 9781333151058_0

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