search query: @author Schroder, B. / total: 3
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| Author: | Farell, M. A. Schroder, B. |
| Title: | Influence strategies in organizational buying decisions (Verkaufsstrategie; Kaufentscheidung) |
| Journal: | Industrial Marketing Management
1996 : JUL, VOL. 25:4, p. 293-303 |
| Index terms: | |
| Language: | eng |
| Abstract: | This study examines the effectiveness of 7 influence strategies in influencing purchasing decision outcomes in the selection of the services of an advertising agency. Findings from 150 purchasing decisions provide an insight into the effectiveness of influence strategies. Managerial implications for both buyers and sellers are presented. |
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