search query: @author Seurat, R. / total: 5
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| Author: | Seurat, R. Rougeaux, J. |
| Title: | Intelligence Service et marketing des projects industriels = Information gathering service and industrial project marketing |
| Journal: | Revue Francaise du Marketing
1990 : /2-3, NO. 127-128, p. 39-50 |
| Index terms: | INDUSTRIAL MARKETING PROJECTS INFORMATION INFORMATION NETWORK COMPETITIVENESS DECISION MAKING |
| Language: | fre |
| Abstract: | Arguments are presented that an information network is needed to support the marketing of large industrial projects. It is shown how an effective information network can be designed and organized under the title of Project Intelligence System. The following points are emphasized: 1. mapping the roles and influences of people in the project; 2. information gathering through the network; 3. cooperative strategies; 4. gaining competitive advantages. Decision making activities in the project buying process are analyzed. The importance of a service documentation is emphasized. |
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