haku: @indexterm INDUSTRIAL PURCHASING / yhteensä: 173
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| Tekijä: | Draper, Alan |
| Otsikko: | Organizational buyers as workers: the key to their behaviour? |
| Lehti: | European Journal of Marketing
1994 : VOL.28:11, 50-62 |
| Asiasana: | CORPORATE BUYING INDUSTRIAL PURCHASING CONSUMER BEHAVIOUR |
| Kieli: | eng |
| Tiivistelmä: | The article examines the behaviour of organizational buyers. It argues that it is largely the result of the intendend and unintendend consequences of attempts by their organizational seniors to control them. The outcomes of four different types of control practice together with the clues which tend to show which practice is dominant in a particular setting are studied. Some tentative suggestions for the marketing strategy and tactics of each of the different control practices are made. |
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