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| Tekijä: | Kirchler |
| Otsikko: | Uberlegungen zur Dynamik von Kaufentscheidungen in der Familie (Considerations on the dynamic of family buying decisions) |
| Lehti: | Jahrbuch der Absatz- und Verbrauchsforschung
1990 : VOL. 36:1, p. 55-85 |
| Asiasana: | CONSUMER BEHAVIOUR FAMILIES |
| Kieli: | ger |
| Tiivistelmä: | Former models of the buying decision process were based on individual decision-making. This article tries to formulate - relying on works of Pollay, Sheth, Scanzoni, Polonko and Corfman - the decision process of a couple. Conflicts, influencing, persuasion, negotiation and other ingredients of the process are dealt with separately. |
SCIMA