Organizational buyer behavior [electronic resource] / Peter Naudé.
Material type:
FilmSeries: Henry Stewart talksBusiness & management collection. Principles of marketing: Publisher: London : Henry Stewart Talks, 2012Description: 1 online resource (1 streaming video file (59 min.) : color, sound)Other title: Organisational buyer behaviour | Organizational buyer behaviorSubject(s): Industrial marketing | Industrial procurement | PurchasingOnline resources: Click here to access online | Series Animated audio-visual presentation with synchronized narration.
Title from title frames.
Contents: Industrial marketing -- B2B vs. B2C marketing -- Organisational buyer behaviour -- New task, modified rebuy and straight rebuy buying decisions -- Three different models of organisational buyer behaviour -- The work of Robinson, Faris and Wind -- The work of Webster and Wind -- The work of Sheth -- Applications of multiple criteria decision making to organisational buyer behaviour -- Different models of marketing -- The work of the IMP Group -- B2B marketing as the management of relationships -- The ARA model (Actors, Resources and Activities) -- Needs, market, and transaction uncertainty -- The cost of relationships -- B2B marketing as a network problem -- Network pictures.
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Mode of access: World Wide Web.