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001			239243
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007			cr nn 008mamaa
008			210415s2021 sz | o |||| 0|eng d
020			_a9783030674144
024	7		_a10.1007/978-3-030-67414-4 _2doi
040			_aES-VaU _bspa _cES-VaU _dES-VaU
050		4	_aHF5410-5417.5 _b2021 EB
100	1		_aPrior, Daniel D. _eautor. _4aut _4http://id.loc.gov/vocabulary/relators/aut
245	0	0	_aOrganisational Buying : _bA Multidisciplinary Perspective _cby Daniel D Prior
250			_a1st ed. 2021.
264		1	_aCham _c2021 _bSpringer International Publishing
300			_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
505	0		_a1. 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 Buying -- 13. Conclusion.
520			_aOrganisational buying is the purchase of goods and/ or services, by one or more individuals acting on behalf of the buyer firm, after a formal or informal consideration of purchase alternatives, and, the integration or use of those goods and/ or services to address one or more buyer firm problems or issues. Organisational buying accounts for about two-thirds of economic transactions globally. However, organisational buying has traditionally been taught in discipline-specific silos. Organisational buying concepts appear in courses on marketing and sales management, procurement, contract management, supply chain management, operations management, finance, as well as accounting. Moreover, most organisations treat organisational buying activities in a similarly disjointed way. This book provides a comprehensive overview of organisational buying that integrates perspectives from across a range of disciplines and organisational functions. The primary goal of the book is to develop a holistic interpretation of organisational buying. It covers topics such as: • Purchase situations. • The organisational buying process. • The purchase decision and the value proposition. • Communications in organisational buying. • Buyer-supplier relationships. • Organisational buying capabilities. • Organisational buying culture. • Organisational buying approach design. • Channels of supply. • Networks and organisational buying. Written in a practical, approachable way the book includes a range of exercises, case examples, learning objectives and discussion questions to support a broad spectrum of organisational buying-related courses.
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-030-67414-4 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE
988			_aSpringer_Business_2021
999			_c239243 _d239243