Using Buyer's Information Processing to Formulate Selling Strategies - Determining the buyer's mode of information processing increases selling effectiveness
| Authors: | Hunt, Kenneth A. ; Bashaw, R.Edward |
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| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 1201244. - Vol. 19990, 02800, p. 99-108
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