mixed material bibliography 1997

p. 83 - 98 The authors argues that company policies which govern the selection and procurement of frequently purchased goods by end users replace individual buying center decisions. A taxonomy of these policies can be used to develop more effective selling strategies than traditional segmentation schemes using company graphics. An empirical illustration is provided in the area of corporate travel policy and travel product marketing strategy. Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen 25258 2005-12-01 00:00:00 2005-12-01 00:00:00 machine generated