TY  - BOOK
AU  - Sheng,Peng
AU  - Guergachi,Aziz
ED  - ScienceDirect (Online service)
TI  - Exchange behavior in selling and sales management
SN  - 9780750685900
AV  - HF5438.4 .S54 2008
U1  - 658.81 22
PY  - 2008///
CY  - Oxford
PB  - Butterworth-Heinemann
KW  - Consumer behavior
KW  - Selling
KW  - Psychological aspects
KW  - Sales management
KW  - Verkooptechnieken
KW  - gtt
KW  - Methodologie
KW  - Electronic books
KW  - local
N1  - Includes bibliographical references and index; Preface; Acknowledgements; Introduction; PART I: Exchange Behavior in Selling and Sales Management (X-Be); Chapter 1: Overview of the (1+7) Elements of X-Be; Chapter 2: Phases of the Purchase Process Model - Value Formation and Exchange on the Part of Customer; Chapter 3: Key Persons and Core Opinion Leaders - Value Roles on the Part of Customer; Chapter 4: Views on Criteria - Base for Judging Value; Chapter 5: Buying Points and Selling Points - Expression of Customer Value; Chapter 6: Deliverability and Integrated Product - Totality of a Purchase in Terms of Value; Chapter 7: Appropriate Communicators and Networked Resources - Facilitators of Value Formation and Exchange ; Chapter 8: Selling Status Indices - Measures for Monitoring the Value Integration Process; Chapter 9: Dealing with Competition - an Approach from the Perspective of Customer Value ; Chapter 10: Putting the Elements Together - A Roadmap for Effective Selling and Sales Management; Part II: Theoretical Foundations and Advanced Topics; Chapter 11: Theoretical Foundations; Chapter 12: Advanced Topics for Researchers; References -- --; Electronic reproduction; Amsterdam; Elsevier Science & Technology; 2009; Mode of access: World Wide Web; System requirements: Web browser; Title from title screen (viewed on Dec. 3, 2009); Access may be restricted to users at subscribing institutions
UR  - https://ezproxy.taylors.edu.my/login?url=http://www.sciencedirect.com/science/book/9780750685900
ER  -