Fundamentals of Buying Behaviour

Fundamentals of Buying Behaviour
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Fundamentals of Buying Behaviour

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Publisher: Sbpd Publications
ISBN: 9789351674047
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Contents
Chapter
Page No.
1. The Nature of Consumer Behaviour .............................................. 1 7 2. Customer Meaning and Classification ....................................... 8 19 3. Building Customer Satisfaction Through Quality, Service and Value ........................................................................ 20 33
4. Customer Lifetime Value and Profitability ............................... 34 41 5. Customer Relationship Management Tool for Attracting and Retaining Customer s ........................................................... 42 55
6. Influence of Culture on Consumer Behaviour ........................... 56 69 7. Social Factors Influence on Consumer Behaviour ..................... 70 88
8. Personal and Psychological Forces Affecting Consumer Behaviour ................................................................................... 89 107
9. Customer Buying Decision Process ........................................ 108 116
SB
10. Theories of Consumer Buying Dicision .................................. 117 125
11. The Nature of Organisational Buying .................................... 126 137
12. Analysis of Business Buying Process ..................................... 138 144
The Nature of Consumer Behaviour
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