Pierre Guillet de Monthoux and Melitta Patzak
Through a case‐study, this paper discusses how ‘non‐managers’ take part in the purchasing of new equipment This influence on the diffusions of innovation is demanding a…
Abstract
Through a case‐study, this paper discusses how ‘non‐managers’ take part in the purchasing of new equipment This influence on the diffusions of innovation is demanding a reorientation of marketing strategy for the selling of technology. It is concluded that the new strategies must adapt to both unions and individuals on the ‘shop floor’ of the customer firm. Some evidence from democratisation research is presented, which could help marketers in predicting when unions and employees take an active interest in purchasing decisions.
Pierre Guiller de Monthoux and Melitta Patzak
Presents a case study of participation in buying practice, showing in what situations unions and personnel in customer firms take an active interest in a buying decision. Uses…
Abstract
Presents a case study of participation in buying practice, showing in what situations unions and personnel in customer firms take an active interest in a buying decision. Uses information from interviews carried out with industrial sellers to show how industrial marketers approach unions and personnel. Emphasizes the difference between union and employee involvement.
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In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of…
Abstract
In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.