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| Author: | Webster, C. |
| Title: | Buyer involvement in purchasing success. (Dienstleistungsbetriebe) |
| Journal: | Industrial Marketing Management
1993 : VOL. 22:3, p. 199-205 |
| Index terms: | |
| Freeterms: | INDUSTRIEBETRIEBE, ZWISCHENBETRIEBLICHE ZUSAMMENARBEIT, EINKAUF |
| Language: | eng |
| Abstract: | Unlike tangible products, services are sold, then produced and consumed simultaneously. Because of this inseparability characteristic, it is common for the buyer to participate in producing the service, thereby affecting the performance and quality of the service. This article discusses the importance of buyer involvement and then determines the level of involvement or importance that industrial buyers place on the purchase of services. Managerial implications are given. |
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