haku: @author Naumann, E. / yhteensä: 6
viite: 5 / 6
| Tekijä: | McWilliams, R. D. Naumann, E. Scott, S. |
| Otsikko: | Determining buying center size (Einkaufsentscheidung) |
| Lehti: | Industrial Marketing Management
1992 : FEB, VOL. 21:1, p. 43-49 |
| Asiasana: | |
| Vapaa asiasana: | MARKETINGSTRATEGIE, EINKAUFSORGANISATION |
| Kieli: | eng |
| Tiivistelmä: | The two key themes of competitive strategies in the 1990's are product quality and customer service. If the 'customer' is viewed as a firm, industrial marketers may have difficulty achieving customer satisfaction. Instead , a 'customer' must be viewed as a group of individuals, each with unique interest, knowledge, and decision criteria, who make up a buying center. If the needs of each buying center member are addressed regarding quality and service levels, successful marketing strategies may result. |
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