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  • Sheth Model of Industrial Buyer Behaviour

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    Mohit Chandra
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    (1a) information sources Salespersons Exhibition and Trade Shows Direct Mail Press Releases Trade %ews &ord 'f Mouth 'thers (1c)!cti"e Search Role 'rientation Situational -actors (1e) Satisfaction with purchase!utonomous Decisions Suppliers or +rand $hoice oint Decisions Time Pressure T pes of purchase SHETH MODEL of INDUSTRIAL BUY

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    Sheth Model

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    (1a) information sources Salespersons Exhibition and Trade Shows Direct Mail Press Releases Trade %ews &ord 'f Mouth 'thers (1c)!cti"e Search Role 'rientation Situational -actors (1e) Satisfaction with purchase!utonomous Decisions Suppliers or +rand $hoice oint Decisions Time Pressure T pes of purchase SHETH MODEL of INDUSTRIAL BUY

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    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
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    17 views1 page

    Sheth Model of Industrial Buyer Behaviour

    Uploaded by

    Mohit Chandra
    (1a) information sources Salespersons Exhibition and Trade Shows Direct Mail Press Releases Trade %ews &ord 'f Mouth 'thers (1c)!cti"e Search Role 'rientation Situational -actors (1e) Satisfaction with purchase!utonomous Decisions Suppliers or +rand $hoice oint Decisions Time Pressure T pes of purchase SHETH MODEL of INDUSTRIAL BUY

    Copyright:

    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
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    of 1

    (1b) information sources Salespersons Exhibition & Trade Shows Direct Mail Press Releases ournal !

    d"ertisin# Professional & Technical $onferences Trade %ews &ord 'f Mouth 'thers (1c) !cti"e Search

    Speciali(e d Education

    Role 'rientation

    )ife St*le

    Situational -actors

    (1a) +ac,#round of the indi"iduals

    (1e) Satisfaction with purchase

    !utonomous Decisions

    (1) Expectations of 1. Purchasin# a#ents /. En#ineers 0. 1sers 2. 'thers (/) 3ndustrial bu*in# process (1d) Perceptual Distortion (/a) Product4specific factors (/b) $ompan*4 specific factors

    Suppliers or +rand $hoice

    oint Decisions

    (0) $onflict resolution 1. Problem sol"in# /. Persuasion 0. +ar#ainin# 2. Politic,in# 'r#ani(ation Si(e De#ree of $entrali(ation

    Time Pressure

    Percei"ed Ris,

    T*pes of Purchase

    'r#ani(ation 'rientation

    SHETH MODEL OF INDUSTRIAL BUYER BEHAVIOUR

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