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|b .S54 2008
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|a 658.81
|2 22
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| 084 |
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|a 85.40
|2 bcl
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| 100 |
1 |
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|a Sheng, Peng.
|0 http://id.loc.gov/authorities/names/no2008120668
|1 http://viaf.org/viaf/51509180
|
| 245 |
1 |
0 |
|a Exchange behavior in selling and sales management /
|c by Peng Sheng, Aziz Guergachi.
|
| 260 |
|
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|a Oxford :
|b Butterworth-Heinemann,
|c 2008.
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| 300 |
|
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|a xviii, 222 p. :
|b ill. ;
|c 23 cm.
|
| 336 |
|
|
|a text
|b txt
|2 rdacontent
|0 http://id.loc.gov/vocabulary/contentTypes/txt
|
| 337 |
|
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|a unmediated
|b n
|2 rdamedia
|0 http://id.loc.gov/vocabulary/mediaTypes/n
|
| 338 |
|
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|a volume
|b nc
|2 rdacarrier
|0 http://id.loc.gov/vocabulary/carriers/nc
|
| 504 |
|
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|a Includes bibliographical references and index.
|
| 505 |
0 |
0 |
|g Part 1
|t Exchange Behavior in Selling and Sales Management (X-Be) --
|g 1
|t Overview of the (1 + 7) Elements of X-Be
|g 3 --
|g 2
|t Phases of the Purchase Process Model: Value Formation and Exchange on the Part of Customer
|g 21 --
|g 3
|t Key Persons and Core Opinion Leaders: Value Roles on the Part of Customer
|g 37 --
|g 4
|t Views on Criteria: Base for Judging Value
|g 51 --
|g 5
|t Buying Points and Selling Points: Expression of Customer Value
|g 69 --
|g 6
|t Deliverability and Integrated Product: Totality of a Purchase in Terms of Value
|g 83 --
|g 7
|t Appropriate Communicators and Networked Resources: Facilitators of Value Formation and Exchange
|g 99 --
|g 8
|t Selling Status Indices: Measures for Monitoring the Value Integration Process
|g 117 --
|g 9
|t Dealing with Competition: An Approach from the Perspective of Customer Value
|g 135 --
|g 10
|t Putting the Elements Together: A Roadmap for Effective Selling and Sales Management
|g 149 --
|g Part 2
|t Theoretical Foundations and Advanced Topics --
|g 11
|t Theoretical Foundations
|g 177 --
|g 12
|t Advanced Topics for Researchers
|g 199.
|
| 650 |
|
0 |
|a Consumer behavior.
|0 http://id.loc.gov/authorities/subjects/sh87006429
|
| 650 |
|
0 |
|a Selling
|x Psychological aspects.
|0 http://id.loc.gov/authorities/subjects/sh2008111501
|
| 650 |
|
0 |
|a Sales management.
|0 http://id.loc.gov/authorities/subjects/sh85116729
|
| 650 |
1 |
7 |
|a Verkooptechnieken.
|2 gtt
|
| 650 |
1 |
7 |
|a Methodologie.
|2 gtt
|
| 650 |
|
7 |
|a Consumer behavior.
|2 fast
|0 http://id.worldcat.org/fast/fst00876238
|
| 650 |
|
7 |
|a Sales management.
|2 fast
|0 http://id.worldcat.org/fast/fst01103833
|
| 650 |
|
7 |
|a Selling
|x Psychological aspects.
|2 fast
|0 http://id.worldcat.org/fast/fst01112040
|
| 700 |
1 |
|
|a Guergachi, Aziz.
|0 http://id.loc.gov/authorities/names/no2008109315
|1 http://viaf.org/viaf/21959901
|
| 903 |
|
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|a HeVa
|
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| 928 |
|
|
|t Library of Congress classification
|a HF5438.25 .S54 2008
|l JRL
|c JRL-Gen
|i 5278412
|
| 927 |
|
|
|t Library of Congress classification
|a HF5438.25 .S54 2008
|l JRL
|c JRL-Gen
|e CONE
|b 80709720
|i 8341691
|
