haku: @author Gronhaug, K. / yhteensä: 29
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| Tekijä: | Gronhaug, K. Venkatesh, A. |
| Otsikko: | Needs and need recognition in organisational buying. |
| Lehti: | European Journal of Marketing
1991 : VOL. 25:2, p. 17-32 |
| Asiasana: | CORPORATE BUYING CONSUMER BEHAVIOUR |
| Kieli: | eng |
| Tiivistelmä: | The basic concepts of "need" and "organisation" are defined. A model of organisational buying needs is presented, organisational influences /structural, individual influences and tasks/ and environmental influences /buyers, suppliers, competitors, regulatory forces/ are examined. A set of propositions of how various factors influence organisational need recognition are made. Managerial implications are highlighted. |
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