𝔖 Bobbio Scriptorium
✦   LIBER   ✦

Product attributes for business markets: Implications for selling and sales management

✍ Scribed by J. David Lichtenthal; Stephen A. Goodwin

Publisher
John Wiley and Sons
Year
2006
Tongue
English
Weight
149 KB
Volume
23
Category
Article
ISSN
0742-6046

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✦ Synopsis

Abstract

This article offers a conceptual framework for classifying attributes of offerings in a business‐marketing context. Typologies on the nature of product‐related attributes and classification of industrial products are synthesized for viewing levels of product meaning. Repertory grid procedures first developed in clinical psychology and recently adapted for use in business settings are presented as an approach for eliciting salient/determinant attributes. Enhanced effectiveness of the classic industrial selling process is demonstrated along with implications for managing the sales force. Β© 2006 Wiley Periodicals, Inc.

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