In recent years, purchasing performance measurement has steadily gained in importance in theory and practice. Yet, in many cases, the focus still remains on cost items, especially savings. Moreover, reported performance ratios in purchasing are frequently called into question in terms of their...

1. Marketing is broken -- 2. What's wrong with traditional marketing today? -- 3. How buyers buy -- 4. Decision-maker ecosystems -- 5. How influence works -- 6. Who are your influencers? -- 7. Identifying and ranking influencers -- 8. Who should evaluate the influencers in your market? -- 9....