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• W2509308856 abstract "The primary purpose of this paper is to examine business customers' decisionmaking styles and the impact these styles have on the selection of a sales strategy for the selling firm. The paper reports the results of a survey of 109 customers of a high-technology firm. We first determine the decision-making styles of business customers and then examine the relationship between customers' decision-making styles and their preference for different sales strategies. The results indicate that business customers can be grouped based on their decisionmaking styles. Also, the decision-making style of the firm was reflected in the decision-making styles of individuals. Three decision-making styles with distinct preferences for sales strategies emerged from this analysis: entrepreneurial, planning, and bureaucratic. Customers demonstrating different decisionmaking styles were also found to be different in their demographic characteristics. The results provide directions for future theoretical investigations and applications in segmentation and sales management." @default.
• W2509308856 created "2016-09-16" @default.
• W2509308856 creator A5021571664 @default.
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• W2509308856 date "2013-10-24" @default.
• W2509308856 modified "2023-09-23" @default.
• W2509308856 title "Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study" @default.
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• W2509308856 doi "https://doi.org/10.1080/08853134.1996.10754042" @default.
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