Decision - making in the corporate industrial buying process
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In this second paper from Bradford University, Dr Terry Hillier reports on some findings of an independent three-year research programme (sponsored by The Times Newspapers Ltd.) into decision-making in the industrial buying process. Hillier’s investigation of seventeen widely different organisations led him to clarify some present day industrial marketing terminology. With the help of schematic diagrams, including one adopted from physics of “a nuclear approach to decision-making in the industrial buying process,” Hillier fits together some of the confusing pieces of information he found in the “truly complex jigsaw” revealed by his research.
[1] Samuel Eilon,et al. What is a Decision , 1969 .