What are some factors that influence how an organizational buyer evaluates a purchase decision?
Answer to relevant QuestionsWhat is a prediction market? What is the difference between an autonomic and a syncretic decision? Think about exceptionally good and bad salespeople you have encountered as a shopper. What qualities seem to differentiate them from others? Is the family unit dead? Using Table 9.1 as a model, construct a person/situation segmentation matrix for a brand of perfume.
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