Organisational buying : a multidisciplinary perspective

Organisational buying : a multidisciplinary perspective / Daniel D. Prior.

Organisational buying is the purchase of goods and/ or services, by one or more individuals acting on behalf of the buyer firm, after a formal or informal consideration of purchase alternatives, and, the integration or use of those goods and/ or services to address one or more buyer firm problems or...

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Bibliographic Details
Main Author: Prior, Daniel D. (Author)
Format: eBook
Language:English
Published: Cham : Palgrave Macmillan, [2021]
Subjects:
Purchasing.
Business logistics.
purchasing.
procurement.
Business logistics
Purchasing
Online Access:Click for online access
Table of Contents:
  • 1. Organisational Buying: Accepted Wisdom
  • 2. Mapping Purchase Situations
  • 3. The Organisational Buying Process Revisited
  • 4. The Purchase Decision and the Value Proposition
  • 5. Communications and Organisational Buying
  • 6. Relationships, Relationships, Relationships
  • 7. Organisational Buying Capabilities
  • 8. Organisational Buying Culture
  • 9. Designing the Organisational Buying Approach
  • 10. Channels of Supply
  • 11. Networks and Organisational Buying
  • 12. Information Technology Developments and Organisational Buying
  • 13. Conclusion.

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