Rethinking business to business marketing

著者

• Sherlock, Paul

書誌事項

Rethinking business to business marketing

Paul Sherlock ; foreword by Tom Peters

Free Press , Collier Macmillan Canada , Maxwell Macmillan International, c1991

注記

Includes index

内容説明・目次

内容説明

It is often said that business-to-business purchasing decisions, unlike consumer spending, are based on a rational analysis of specifications. This book argues that a "valuing image" which knowledge merely serves to rationalize, lies behind most industrial customers' decisions, and it is on this that sellers should concentrate.

「Nielsen BookData」 より

詳細情報

• NII書誌ID(NCID): BA14226967
• ISBN:
  • 0029286158
• LCCN: 90043634
• 出版国コード: us
• タイトル言語コード: eng
• 本文言語コード: eng
• 出版地: New York,Toronto,New York
• ページ数/冊数: xviii, 188 p.
• 大きさ: 25 cm
• 分類:
  • LCC : HF5415.13
  • DC20 : 658.8/02
• 件名:
  • LCSH : Industrial marketing -- Management
  • LCSH : Entrepreneurship