Legend in Marketing: Organizational Buyer Behavior
By Jagdish N. Sheth
Organizational Buyer Behavior is a pivotal book in the Legend in Marketing series, showcasing the seminal contributions of Dr. Jagdish N. Sheth in understanding how organizations make purchasing decisions. This book offers a comprehensive exploration of the factors that influence organizational buying, from internal decision-making processes to external market forces.
Dr. Sheth's research provides valuable insights into the complexity of organizational buying behavior, revealing how factors like company structure, interdepartmental dynamics, supplier relationships, and economic conditions shape purchasing choices. His work has had a profound impact on the field, establishing new frameworks for understanding how businesses select vendors, negotiate contracts, and manage long-term relationships.
This book is essential for marketing scholars, business students, and professionals seeking to enhance their knowledge of B2B marketing strategies. It offers evidence-based analysis and practical applications, making it a vital resource for those involved in procurement, sales, and marketing roles.
Part of the Legend in Marketing series, Organizational Buyer Behavior underscores Dr. Sheth's lasting influence on the study of business-to-business markets, providing timeless insights that continue to inform modern marketing strategies. Whether you're an academic or a practitioner, this book will deepen your understanding of the complexities of organizational purchasing.
Publishers, Vibrant: - Vibrant Publishers is focused on presenting the best texts for learning about technology and business as well as books for test preparation. Categories include programming, operating systems and other texts focused on IT. In addition, a series of books helps professionals in their own disciplines learn the business skills needed in their professional growth.Vibrant Publishers has a standardized test preparation series covering the GMAT, GRE and SAT, providing ample study and practice material in a simple and well organized format, helping students get closer to their dream universities.
Sheth, Jagdish: - Jagdish N. Sheth is the Charles H. Kellstadt Professor of Marketing in the GoizuetaBusiness School at Emory University, USA. Earlier, he has worked at the University ofSouthern California, the University of Illinois, Columbia University and MassachusettsInstitute of Technology. He is well-known for his scholarly contributions in the studyof consumer behavior, relationship marketing, competitive strategy, and geopoliticalanalysis.Professor Sheth has worked for numerous industries and companies in the US, Europe and Asia, both as an Advisor and as a Seminar Leader. In 2004, he was awardedboth the Richard D. Irwin Distinguished Marketing Educator Award and the CharlesCoolidge Parlin Award, the two highest awards given by the American MarketingAssociation. Among the other awards that he has received are the Outstanding Marketing Educator award (1989) by the Academy of Marketing Science, the OutstandingEducator Award (1991, 1999) by the Sales and Marketing Executives International(SMEI), the P. D. Converse Award (1992) by the American Marketing Association, and the RHR International Award (2006) for Outstanding Consultant by the American Psychological Association (APA) Division 13 (Consulting Psychology). In 2007, he was conferred an Honorary Doctorate by Th iel College in Pennsylvania, USA. A prolifi c author, in 2000, Professor Sheth, along with Andrew Sobel, publishedClients for Life, a bestseller. His book, Th e Rule of Th ree (2002), co-authored withRajendra S. Sisodia, altered the current notions on competition in business. His bookFirms of Endearment was selected as one of the top ten business books on Leadership in2007.
