The markets which most managers operate in today are subject to rapid change, making it vitally important to know as much about the behaviour of their customers as possible. This book looks at the behaviour of the organizational customer and is designed to help the industrial marketing manager understand and predict his customers' behaviour effectively. It is based on a distillation of the views of academic researchers who have investigated organizational buying decisions over the last twenty years or so, but the discussion is always pragmatic and is strongly influenced by the real industrial consultancy problems which the authors have faced. Extended case histories of specific buying decisions are used to illustrate the discussion, and an annotated bibliography makes this a useful source reference for those wishing to study organizational buying decisions further.
Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
This resource aligns to introductory courses in Organizational Behavior. The text presents the theory, concepts, and applications with particular emphasis on the impact that individuals and groups can have on organizational performance and culture. An array of recurring features engages students in entrepreneurial thinking, managing change, using tools/technology, and responsible management. This is an adaptation of Organizational Behavior by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
This volume includes the full proceedings from the 1997 World Marketing Congress held in Kuala Lumpur, Malaysia. The focus of the conference and the enclosed papers is on marketing thought and practices from a global perspective. This volume presents papers on various topics including marketing management, marketing strategy and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Many companies today are either undergoing drastic organizational changes or are faced with the prospect of having to make these changes in the near future. The need for change may arise from internal sourcesâgrowth in the size of the company, the problem of agingâor, more frequently, from external sources: changes in the nature of markets, in the technology of the industry, or even cultural beliefs about the âproperâ rewards of work and behavior for employers and employees. This book is concerned with the process of change by which organizations achieve their purposes and meet the needs of their individual and group contributors. Lawrence's study is centered on a medium-sized supermarket chain in which several important management functions were being shifted from the home office to newly created store managers. The origin and reasoning behind these organizational changes, the methods of introducing them, the process of shifting the roles of key individuals, and the consequences of the changes are considered in detail. The author's inquiry proceeds from four essential research questions: What is the nature of the basic behavior patterns in this organization? What are the key factors involved in changing those patters? Did significant measurement change occur? If so, how was it accomplished. This volume, first published in 1958, broke new ground in devising techniques to measure changes in behavior patterns of individuals, in focusing attention on the behavior patterns of individuals at the management levels of an organization, and in clarifying the stubborn facts of human behavior involved in changing administrative patterns. The book will be of continuing interest to managers and administrators concerned with making key changes in customary supervisory practices and to sociologists for the way the book addresses the general issue of the conflicts between the shifting demands of large organizations and the integrity of the individual. The new 1990 introduction by the author nicely illustrates his belief that the process of organizational change remains a central issue for American society.
