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| 007 | cr cn||||||||| | ||
| 008 | 110707s2008 enka ob 001 0 eng d | ||
| 020 | _a9780750685900 | ||
| 020 | _a0750685905 | ||
| 035 | _a(OCoLC)474952083 | ||
| 035 | _a(OCoLC)ocn474952083 | ||
| 037 |
_a141358:141501 _bElsevier Science & Technology _nhttp://www.sciencedirect.com |
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| 039 | 9 |
_a201107071654 _bazura _y201107071622 _zazura |
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| 040 |
_aOPELS _beng _cOPELS |
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| 049 | _aTEFA | ||
| 050 | 1 | 4 |
_aHF5438.4 _b.S54 2008 |
| 082 | 0 | 4 |
_a658.81 _222 |
| 100 | 1 | _aSheng, Peng. | |
| 245 | 1 | 0 |
_aExchange behavior in selling and sales management _h[electronic resource] / _cby Peng Sheng, Aziz Guergachi. |
| 260 |
_aOxford : _bButterworth-Heinemann, _c2008. |
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| 300 |
_axviii, 222 p. : _bill. ; _c23 cm. |
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| 504 | _aIncludes bibliographical references and index. | ||
| 505 | 0 | _aPreface; 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 -- --. | |
| 533 |
_aElectronic reproduction. _bAmsterdam : _cElsevier Science & Technology, _d2009. _nMode of access: World Wide Web. _nSystem requirements: Web browser. _nTitle from title screen (viewed on Dec. 3, 2009). _nAccess may be restricted to users at subscribing institutions. |
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| 650 | 0 | _aConsumer behavior. | |
| 650 | 0 |
_aSelling _xPsychological aspects. |
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| 650 | 0 | _aSales management. | |
| 650 | 1 | 7 |
_aVerkooptechnieken. _2gtt |
| 650 | 1 | 7 |
_aMethodologie. _2gtt |
| 655 | 7 |
_aElectronic books. _2local |
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| 700 | 1 | _aGuergachi, Aziz. | |
| 710 | 2 |
_aScienceDirect (Online service) _951491 |
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| 776 | 1 |
_cOriginal _z9780750685900 _z0750685905 _w(OCoLC)182663608 |
|
| 856 | 4 | 0 |
_uhttps://ezproxy.taylors.edu.my/login?url=http://www.sciencedirect.com/science/book/9780750685900 _zAn electronic book accessible through the World Wide Web; click for information |
| 994 |
_aC0 _bTEF |
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| 999 |
_c138835 _d138835 |
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