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Buying a dissertation business

Buy And Sale Business Plan I Table of Contents II List of Fures III List of Abbreviations 1 Introduction 2 Change of Buying and Selling Behavior 3 Basic Terms of Buying and Selling in B2B 3.1 Buying and Selling Centers 3.2 The Nature of Buying Situations 4 Buying Behavior 4.1 The Members of the Buying Center 4.2 The Buying Decision Process 4.3 Determinants of Buying Behavior 4.3.1 External Influences on Buying Behavior 4.3.2 Internal Influences on Buying Behavior 4.3.2.1 The Organizational Environment 4.3.2.2 Interpersonal Influences on Buying Behavior 4.3.2.3 The Individual’s Influence on the Buying Center 4.4 Practical Example: Interview with a Purchasing Agent 4.4.1 The Members of the Buying Center 4.4.2 The Buying Decision Process 4.4.3 Internal and External Influences on Buying Behavior 4.5 Critical Reflection and Implication for Research 5 Selling Behavior 5.1 The Members of the Selling Center 5.1.1 The Special Role of the Salesman and his Performance 5.2 The Selling Decision Process I Table of Contents ii 5.3 Practical Example: Interview with a Selling Agent 5.3.1 The Members of the Selling Center 5.3.2 The Selling Decision Process 5.3.3 Internal and External Influences on Selling Behavior 5.4 Critical Reflection and Implication for Research 6 The Buyer-Seller-Interface 7 Conclusion IV List of References Fure 1: The stages of the buying decision process Fure 2: The buyer’s power and the cal complexity of the product Fure 3: Adaptive selling Fure 4: The selling process Fure 5: The relationship of buying and selling centers B2B Business to business E.g. Buy And Sale <u>Business</u> Plan
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Business to Business - Buying Behavior - Buying and Selling Centers - Louise Vot - Bachelor Thesis - Business economics - Marketing, Corporate.

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