“Knowledge of the process that organisational buyers follow in making purchasing decisions is fundamental to responsive business marketing strategy.” Discuss.
Write an essay on the implications of understanding the dynamics of organisational buying behaviour from a business marketer’s perspective as they are instrumental in developing appropriate strategies. Identify and specify important points/issues covering the essay question and expand on them by addressing the underlying processes involved. Refer to both academic and business journals to justify your line of argument. Demonstrate strong evidence of independent reading beyond prescribed text and also your highly developed analytical and evaluative skills. Being an essay, it needs to have an introduction, body and a conclusion. Short bullet points should be avoided, as should lengthy definitions and quotes. All sections of your essay should be logically linked.

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