Organizational Buyer Behavior
Published on 23. October 2024
Book
Hardback
274 pages
978-1-63651-268-6 (ISBN)
Description
Legend in Marketing: Organizational Buyer Behavior
By Jagdish N. Sheth
Organizational Buyer Behavior is a pivotal book in the Legend in Marketing series, showcasing the seminal contributions of Dr. Jagdish N. Sheth in understanding how organizations make purchasing decisions. This book offers a comprehensive exploration of the factors that influence organizational buying, from internal decision-making processes to external market forces.
Dr. Sheth's research provides valuable insights into the complexity of organizational buying behavior, revealing how factors like company structure, interdepartmental dynamics, supplier relationships, and economic conditions shape purchasing choices. His work has had a profound impact on the field, establishing new frameworks for understanding how businesses select vendors, negotiate contracts, and manage long-term relationships.
This book is essential for marketing scholars, business students, and professionals seeking to enhance their knowledge of B2B marketing strategies. It offers evidence-based analysis and practical applications, making it a vital resource for those involved in procurement, sales, and marketing roles.
Part of the Legend in Marketing series, Organizational Buyer Behavior underscores Dr. Sheth's lasting influence on the study of business-to-business markets, providing timeless insights that continue to inform modern marketing strategies. Whether you're an academic or a practitioner, this book will deepen your understanding of the complexities of organizational purchasing.
More details
Language
English
Product notice
sewn/stitched
Cloth over boards
Dimensions
Height: 235 mm
Width: 157 mm
Thickness: 19 mm
Weight
552 gr
ISBN-13
978-1-63651-268-6 (9781636512686)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Jagdish N. Sheth is the Charles H. Kellstadt Professor of Marketing in the GoizuetaBusiness School at Emory University, USA. Earlier, he has worked at the University ofSouthern California, the University of Illinois, Columbia University and MassachusettsInstitute of Technology. He is well-known for his scholarly contributions in the studyof consumer behavior, relationship marketing, competitive strategy, and geopoliticalanalysis.Professor Sheth has worked for numerous industries and companies in the US, Europe and Asia, both as an Advisor and as a Seminar Leader. In 2004, he was awardedboth the Richard D. Irwin Distinguished Marketing Educator Award and the CharlesCoolidge Parlin Award, the two highest awards given by the American MarketingAssociation. Among the other awards that he has received are the Outstanding Marketing Educator award (1989) by the Academy of Marketing Science, the OutstandingEducator Award (1991, 1999) by the Sales and Marketing Executives International(SMEI), the P. D. Converse Award (1992) by the American Marketing Association, and the RHR International Award (2006) for Outstanding Consultant by the American Psychological Association (APA) Division 13 (Consulting Psychology). In 2007, he was conferred an Honorary Doctorate by Th iel College in Pennsylvania, USA. A prolifi c author, in 2000, Professor Sheth, along with Andrew Sobel, publishedClients for Life, a bestseller. His book, Th e Rule of Th ree (2002), co-authored withRajendra S. Sisodia, altered the current notions on competition in business. His bookFirms of Endearment was selected as one of the top ten business books on Leadership in2007.