Sökning: "buy-grid framework"

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  1. 1. Industrial buyer behavior : A study of the industrial buying behavior in Life Science organizations when faced with a radical innovation

    Master-uppsats, Företagsekonomiska institutionen

    Författare :Arbnor Belulaj; Fredrik Celion; [2011]
    Nyckelord :Industrial buyer behavior; innovations; radical products; marketing; life science; buy-grid framework; industrial purchasing; industrial buyer process;

    Sammanfattning : A central part of the marketing process is to be aware of why a customer or buyer makes a purchase and without such an understanding, businesses find it hard to respond to the customer‟s needs and wants. A large part of the current literature concerned with industrial buyer behavior has tended to focus on modeling and mapping the industrial buyer behavior. LÄS MER