LEADER 04027nam 22006495 450 001 9910483774703321 005 20220119122241.0 010 $a9783030674144 010 $a3030674142 024 7 $a10.1007/978-3-030-67414-4 035 $a(CKB)4100000011891416 035 $a(MiAaPQ)EBC6552124 035 $a(Au-PeEL)EBL6552124 035 $a(OCoLC)1255220521 035 $a(PPN)25529512X 035 $a(DE-He213)978-3-030-67414-4 035 $a(EXLCZ)994100000011891416 100 $a20210415d2021 u| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aOrganisational Buying $eA Multidisciplinary Perspective /$fby Daniel D Prior 205 $a1st ed. 2021. 210 1$aCham :$cSpringer International Publishing :$cImprint: Palgrave Macmillan,$d2021. 215 $a1 online resource (219 pages) 311 08$a9783030674137 311 08$a3030674134 327 $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. 330 $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. 606 $aMarketing 606 $aIndustrial procurement 606 $aSales management 606 $aBusiness logistics 606 $aMarketing 606 $aProcurement 606 $aSales and Distribution 606 $aSupply Chain Management 615 0$aMarketing. 615 0$aIndustrial procurement. 615 0$aSales management. 615 0$aBusiness logistics. 615 14$aMarketing. 615 24$aProcurement. 615 24$aSales and Distribution. 615 24$aSupply Chain Management. 676 $a658.72 676 $a658.72 700 $aPrior$b Daniel D.$0851607 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910483774703321 996 $aOrganisational buying$91901348 997 $aUNINA