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Organisational Buying
Daniel D Prior (Taschenbuch, Englisch)
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Beschreibung
Organisational buying is the purchase of goods and/ or services, by one or more individuals acting on behalf of the buyer firm, after a formal or informal consideration of purchase alternatives, and, the integration or use of those goods and/ or services to address one or more buyer firm problems or issues. Organisational buying accounts for about two-thirds of economic transactions globally.… However, organisational buying has traditionally been taught in discipline-specific silos. Organisational buying concepts appear in courses on marketing and sales management, procurement, contract management, supply chain management, operations management, finance, as well as accounting. Moreover, most organisations treat organisational buying activities in a similarly disjointed way. This book provides a comprehensive overview of organisational buying that integrates perspectives from across a range of disciplines and organisational functions. The primary goal of the book isto develop a holistic interpretation of organisational buying. It covers topics such as: • Purchase situations. • The organisational buying process. • The purchase decision and the value proposition. • Communications in organisational buying. • Buyer-supplier relationships. • Organisational buying capabilities. • Organisational buying culture. • Organisational buying approach design. • Channels of supply. • Networks and organisational buying. Written in a practical, approachable way the book includes a range of exercises, case examples, learning objectives and discussion questions to support a broad spectrum of organisational buying-related courses. 69,54 €
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Technische Daten
Erscheinungsdatum
16.04.2021
Sprache
Englisch
EAN
9783030674137
Herausgeber
Springer International Publishing
Sonderedition
Nein
Autor
Daniel D Prior
Seitenanzahl
217
Auflage
1st edition 2021
Einbandart
Taschenbuch
Buch Untertitel
A Multidisciplinary Perspective
Schlagwörter
B2B Marketing, Sales management, Procurement management, project management, business-to-business, MBA
Thema-Inhalt
KJS - Marketing und Vertrieb
KJMV8 - Einkaufs- und Supply-Management
Höhe
235 mm
Breite
15.5 cm
Transparenz & Sicherheit
Hersteller: Springer, Europaplatz 3, Heidelberg, Deutschland, 69115, ProductSafety@springernature.com, Springer Nature Customer Service Center GmbH
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