Influence strategies in organizational buying decisions

被引：14
|
作者：
Farrell, MA
Schroder, B
机构：
[1] School of Management, Charles Sturt University, Wagga Wagga, NSW 2678
来源：
INDUSTRIAL MARKETING MANAGEMENT | 1996年 / 25卷 / 04期
关键词：
D O I：
10.1016/0019-8501(95)00131-X
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
This study examines the effectiveness of seven influence strategies in influencing purchasing decision outcomes in the selection of the services of an advertising agency. Findings from 150 purchasing decisions provide an insight into the effectiveness of influence strategies. Managerial implications for both buyers and sellers are presented.
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收藏
页码：293 / 303
页数：11
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