search query: @author Valette-Florence, P. / total: 9
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| Author: | Valette-Florence, P. |
| Title: | L'Interface vendeur-acheteur : analyse d'un cas dans les services. |
| Journal: | Revue Francaise de Gestion
1989 : SEP-OCT, 75, p. 28-40 |
| Index terms: | MARKETING MODELS DECISION MAKING SELLING WORKERS' COUNCILS TRAVEL AGENTS |
| Language: | fre |
| Abstract: | An actual behavioural analysis of the buyer-seller interface is provided, drawing on the example of the purchase of a voyage by a work's council. It is examined how the nature of involvement of the buyer company influences its process of decision making and in particular, its appreciation of the professionalism of the seller firm. Through the use of a model the adapted communication and positioning strategies and typology of companies are defined. The "soft" companies are especially sensible to the reception, the dynamism the commercial sense of the seller company while the other two types prefer competence and seriousness. |
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