40% off Popular Science books & eBooks—Save on general interest titles now!

Organisational Buying

A Multidisciplinary Perspective

Authors: Prior, Daniel D

Free Preview
  • The first up-to-date textbook that offers a complete holistic view of organizational buying
  • Applicable for UG, PG, MBA and professional development courses
  • Supplementary reading across modules on B2B marketing, sales management, procurement and project management
see more benefits

Buy this book

eBook $54.99
price for Mexico
  • ISBN 978-3-030-67414-4
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $69.99
price for Mexico
  • ISBN 978-3-030-67413-7
  • Free shipping for individuals worldwide
  • Institutional customers should get in touch with their account manager
  • Covid-19 shipping restrictions
  • Usually ready to be dispatched within 3 to 5 business days, if in stock
About this Textbook

Organisational buying is the purchase of goods and/ or services, by one or more individuals acting on behalf of the buyer firm, after a formal or informal consideration of purchase alternatives, and, the integration or use of those goods and/ or services to address one or more buyer firm problems or issues. 

Organisational buying accounts for about two-thirds of economic transactions globally. However, organisational buying has traditionally been taught in discipline-specific silos. Organisational buying concepts appear in courses on marketing and sales management, procurement, contract management, supply chain management, operations management, finance, as well as accounting. Moreover, most organisations treat organisational buying activities in a similarly disjointed way.

This book provides a comprehensive overview of organisational buying that integrates perspectives from across a range of disciplines and organisational functions. The primary goal of the book is to develop a holistic interpretation of organisational buying. It covers topics such as:

• Purchase situations.

• The organisational buying process.

• The purchase decision and the value proposition.

• Communications in organisational buying. 

• Buyer-supplier relationships.

• Organisational buying capabilities.

• Organisational buying culture.

• Organisational buying approach design.

• Channels of supply.

• Networks and organisational buying.

Written in a practical, approachable way the book includes a range of exercises, case examples, learning objectives and discussion questions to support a broad spectrum of organisational buying-related courses.

About the authors

Daniel D Prior is currently Senior Lecturer in Management at the University of New South Wales (UNSW), Australia, based at the UNSW Canberra campus. Daniel also serves as Chief Customer Engagement Officer at Qirx Pty Ltd, an IT Consultancy and Virtualisation company. Between August 2017 and January 2020, Daniel was Professor of Strategic Sales Management at Cranfield University, UK. While at Cranfield, he was the Co-Director of the Centre for Strategic Marketing and Sales, Director of the Key Account Management Best Practice Forum, and Director of the Cranfield Executive MBA. Prior to re-joining academia in 2009, Daniel held roles in industries such as IT, Defence and Professional Services, working for companies such as Acer Computer Australia, Tenix Defence, KPMG Australia, and Orima Research. Daniel obtained his PhD in 2008 from Macquarie Graduate School of Management at Macquarie University, Australia.

Table of contents (13 chapters)

Table of contents (13 chapters)

Buy this book

eBook $54.99
price for Mexico
  • ISBN 978-3-030-67414-4
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $69.99
price for Mexico
  • ISBN 978-3-030-67413-7
  • Free shipping for individuals worldwide
  • Institutional customers should get in touch with their account manager
  • Covid-19 shipping restrictions
  • Usually ready to be dispatched within 3 to 5 business days, if in stock
Loading...

Recommended for you

Loading...

Bibliographic Information

Bibliographic Information
Book Title
Organisational Buying
Book Subtitle
A Multidisciplinary Perspective
Authors
Copyright
2021
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG
eBook ISBN
978-3-030-67414-4
DOI
10.1007/978-3-030-67414-4
Softcover ISBN
978-3-030-67413-7
Edition Number
1
Number of Pages
XIX, 217
Number of Illustrations
24 illustrations in colour
Topics