To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that participation and influence can vary across products and purchase situations. Though industrial marketing...

Increasingly, software is no longer developed as a single system, but rather as a smart combination of so-called software services. Each of these provides an independent, specific and relatively small piece of functionality, which is typically accessible through the Internet from internal or...

The potential buyer of a business evaluates the attractiveness of the transaction byconsidering the financial status of the business being sold. In determining thefinancial status of a business it is more important to determine the nature of the assetsand liabilities recorded on the balance...

The purpose of this research was to establish the impact of brand equity and productaugmentation on purchase decisions involving industrial commodities. The field ofinvestigation was that of industrial tyres in the South African open cast miningindustry and the sample was extracted from buying...

The timeshare industry, also known as vacation ownership, is the fastest growing segment of the hospitality industry with sales totaling $9.7 billion in 2008 (ARDA, 2010). The typical timeshare sales process is a 90-120 minute sales presentation conducted by a timeshare sales representative to...