Acquisti e clienti business

Translated title of the contribution: [Autom. eng. transl.] Purchases and business customers

S. Guercini, Annalisa Tunisini

Research output: Chapter in Book/Report/Conference proceedingChapter


[Autom. eng. transl.] The chapter develops a detailed and articulated analysis of the business customer and his purchasing behavior in business markets. The concentration that often characterizes the latter means that few customers very often represent a considerable portion of turnover for the supplier company. It is therefore necessary that the supplier pays attention to the individual customer and equip himself with an approach and analytical tools capable of grasping all the possible elements useful to understand the reasons for purchase and his expectations, as well as to intercept who actually competes, through his organizational role, in the decision-making process of purchase and how the latter is articulated.
Translated title of the contribution[Autom. eng. transl.] Purchases and business customers
Original languageItalian
Title of host publicationBtoB marketing. Il business marketing tra teoria e managerialità
EditorsPerna A. Gregori G.L.
Number of pages17
Publication statusPublished - 2019


  • Cliente Business
  • Gestione fornitori


Dive into the research topics of '[Autom. eng. transl.] Purchases and business customers'. Together they form a unique fingerprint.

Cite this