haku: @freeterm ZUSAMMENARBEIT / yhteensä: 37
viite: 11 / 37
| Tekijä: | Schmitz, J. M. |
| Otsikko: | Understanding the persuasion process between industrial buyers and sellers (Sales Management, Käuferverhalten, Zuliefererbetriebe) |
| Lehti: | Industrial Marketing Management
1995 : MAR, VOL. 24:2, p. 83-90 |
| Asiasana: | |
| Vapaa asiasana: | LIEFERANT, ZWISCHENBETRIEBLICHE ZUSAMMENARBEIT |
| Kieli: | eng |
| Tiivistelmä: | Research on industrial buyer behaviour and sales management assumed that a persuasion process occurs when industrial buyers and sellers interact. However, how to explain this persuasion process or the resultant behaviour? Given the recent emphasis on supply chain integration, self-managed work teams, and the shift from adversarial to cooperative buyer/supplier relationships , it is critical to understand how this persuasion process occurs and how it may change. This paper uses the elaboration likelihood model to explain the industrial buyer/seller persuasion process. |
SCIMA