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4 Nature of Industrial Buying

4 Nature of Industrial Buying

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Published by Sachin Hundekar

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Published by: Sachin Hundekar on Apr 21, 2011
Copyright:Attribution Non-commercial

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09/05/2013

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Nature of Industrial BuyingNature of Industrial Buying
Industrial Marketing, 2
nd
Edition By Krishna K Havaldar,Tata McGraw -Hill CompaniesChapter -3
 All rights reserved © Focus EduCare 2009
 
O
rganizational Buying
O
rganizational Buying
The buying decisions of organizations are influenced byenvironmental factors, organizational factors, interpersonalfactors and personal factors
 All rights reserved © Focus EduCare 2009
 
Buy Phase in Industrial BuyingBuy Phase in Industrial Buying
Buyingisanorganizational²decisionmakingprocess
Thereare8phasesinthebuying-decisionprocess
InIndustrialmarketsthebuyingdecisionmakingprocessincludesobservablesequentialstages,understandingthesephaseshelpsindevelopingappropriatesellingstrategy
 All rights reserved © Focus EduCare 2009

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