| Автор | File, Karen Maru |
| Автор | Prince, Russ Alan |
| Дата выпуска | 1996 |
| dc.description | ABSTRACTTheory from the new field of family business studies, tested empirically here, indicates that family business procurement processes for professional services is significantly different from that of other companies. Family businesses engage in more informal processes, involve family members who are not employees as influencers in the buying center, require a greater investment on the part of their suppliers and take longer to reach a decision. As a result of these process distinctions, marketers of professional services targeting smaller to medium sized businesses should be prepared to address the special needs of family business owners. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Marketing Professional Services to Family Businesses |
| Тип | research-article |
| DOI | 10.1300/J090v15n01_08 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 15 |
| Первая страница | 121 |
| Последняя страница | 135 |
| Аффилиация | File, Karen Maru; School of Business Administration, University of Connecticut |
| Аффилиация | Prince, Russ Alan; School of Business Administration, University of Connecticut |
| Выпуск | 1 |
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