Organisational Buying: A Multidisciplinary Perspective (Paperback)

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Organisational Buying: A Multidisciplinary Perspective (Paperback)

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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 Buying13. Conclusion.
Daniel D Prior is currently Senior Lecturer in Management at the University of New South Wales (UNSW), Australia, based at the UNSW Canberra campus. Daniel also serves as Chief Customer Engagement Officer at Qirx Pty Ltd, an IT Consultancy and Virtualisation company. Between August 2017 and January 2020, Daniel was Professor of Strategic Sales Management at Cranfield University, UK. While at Cranfield, he was the Co-Director of the Centre for Strategic Marketing and Sales, Director of the Key Account Management Best Practice Forum, and Director of the Cranfield Executive MBA. Prior to re-joining academia in 2009, Daniel held roles in industries such as IT, Defence and Professional Services, working for companies such as Acer Computer Australia, Tenix Defence, KPMG Australia, and Orima Research. Daniel obtained his PhD in 2008 from Macquarie Graduate School of Management at Macquarie University, Australia.
Product Details ISBN: 9783030674137
ISBN-10: 3030674134
Publisher: Palgrave MacMillan
Publication Date: May 16th, 2021
Pages: 217
Language: English