Add to ORKGpeer reviewedThe measurement of perceptual and evaluation differences among groups of individuals involved in organizational buying provides new input for product positioning and for communications strategies. This paper provides a non technical overview of a measurement and analysis methodology aimed at treating these group differences and using the results to develop relevant marketing strategies
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
Segmentation of industrial markets is typically based on observable characteristics of firms such as...
This paper presents a methodology to assess and test differences in perceptual structures among grou...
149 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1988.Over half of America's econom...
Currently, little is understood about the behavioral dynamics which take place in the industrial buy...
This paper proposes a method to investigate how different groups of individuals influencing the adop...
This paper presents a methodology to segement industrial markets on the basis of the purchasing proc...
AbstractThis study aims to measure the influence of opinion leaders towards the purchase decisions o...
This article presents a methodology for segmenting industrial markets on the basis of functional inv...
Organizational buying is a complex process involving many persons, multiple goals, and many inter an...
Employs conceptual contributions from management, work networks, and organizational buying behavior ...
A gap exists in marketing theory as to who key players are in organizational buying and how they com...
While significant empirical work exists around the conceptualization of the notion of market orienta...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
Segmentation of industrial markets is typically based on observable characteristics of firms such as...
This paper presents a methodology to assess and test differences in perceptual structures among grou...
149 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1988.Over half of America's econom...
Currently, little is understood about the behavioral dynamics which take place in the industrial buy...
This paper proposes a method to investigate how different groups of individuals influencing the adop...
This paper presents a methodology to segement industrial markets on the basis of the purchasing proc...
AbstractThis study aims to measure the influence of opinion leaders towards the purchase decisions o...
This article presents a methodology for segmenting industrial markets on the basis of functional inv...
Organizational buying is a complex process involving many persons, multiple goals, and many inter an...
Employs conceptual contributions from management, work networks, and organizational buying behavior ...
A gap exists in marketing theory as to who key players are in organizational buying and how they com...
While significant empirical work exists around the conceptualization of the notion of market orienta...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
International audiencePurchasing groups were first created in the healthcare sector, which has faced...
Segmentation of industrial markets is typically based on observable characteristics of firms such as...