Продажи. Harvard Business Review (HBR)
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Читать онлайн книгу Продажи - Harvard Business Review (HBR) страница 8

СКАЧАТЬ V. Bonoma, “Purchase Process for Capital Equipment and Services”, Industrial Marketing Management, vol. 10, 1981.

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      В целях экономии места я не буду давать ссылки на каждое из психологических исследований. Источники моих утверждений можно найти в Thomas V. Bonoma and Gerald Zaltman, Management Psychology (Kent Publishing, 1981). См. список литературы на тему влияния в главе 8 и материалы на тему мотивации в главе 3.

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