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  • Influence Strategies Affecting Organizational Buying Decisions. An Empirical Study in Vietnam Enterprises.pdf.jpg
  • Article


  • Authors: Nguyen, Thi Thanh Mai (2016)

  • Buying decisions in organizations often are made by decision-making units or buying centers whose members typically represent different departments and have different interests and motivations. Buying decision outcomes depend on many factors, including the interpersonal relationships between these members. Consequently, organizational decision-making processes involve considerable complexity. This study refers to influence strategies that a participant in a buying center may use to influence others, thereby, affecting the purchasing decision outcomes and their effectiveness. This study mainly uses a qualitative method to validate its hypothesis.In addition, although this s...

Browsing by Subject e-marketing services

Jump to: 0-9 A B C D E F G H I J K L M N O P Q R S T U V W X Y Z
or enter first few letters:  
Showing results 1 to 1 of 1
  • Influence Strategies Affecting Organizational Buying Decisions. An Empirical Study in Vietnam Enterprises.pdf.jpg
  • Article


  • Authors: Nguyen, Thi Thanh Mai (2016)

  • Buying decisions in organizations often are made by decision-making units or buying centers whose members typically represent different departments and have different interests and motivations. Buying decision outcomes depend on many factors, including the interpersonal relationships between these members. Consequently, organizational decision-making processes involve considerable complexity. This study refers to influence strategies that a participant in a buying center may use to influence others, thereby, affecting the purchasing decision outcomes and their effectiveness. This study mainly uses a qualitative method to validate its hypothesis.In addition, although this s...