By Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger

Marketing and imposing large-volume orders and significant tasks demands particular different types of services. This textbook offers with the entire administration projects concerned: order administration, inquiry assessment and concept training, pricing and profit making plans, order financing and fiscal engineering, agreement administration, negotiation administration, venture administration, and at last undertaking cooperation. Adopting a cross-sector viewpoint, it examines either conventional production industries and business-to-business prone. All contributions are awarded in an available variety, making the publication well-suited as either a managerial textbook and beneficial functional consultant.

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G. Langer et al. 1974, p. ): • • • • simplicity, classification and order, brevity and conciseness and additional stimulus. , via the use of shorter sentences, the use of common words and the clarification of technical terms. It is furthermore known that a lot of informational appeal proceeds from nouns and adjectives. Intelligibility likewise decreases in words with increasing number of syllables (Hermann and Sta¨cker 1969, p. 432). Classification and order creates a recognizable ‘common thread’.

Rather this concerns the costs for the analysis, planning, implementation and control of the order. g. Plinke 2000, p. 45). The representatives of the transaction cost analysis point out themselves how difficult it is in the operational use to determine these costs (Picot and Dietl 1990). , an overhead cost problem arises which must be used (Plinke and Rese 2000). Neither an order pre nor post calculation is then useful to perform. The company decision maker nevertheless actually requires the corresponding information.

Something similar applies for time saving and security. However, motives such as convenience, validity instinct, imitative instinct or the variety motive are rather typical for consumer markets. Motives for procurement decisions in the business to business sector by contrast may have also been derived from the circumstance that each participant must first and foremost search for competitive advantages in its own markets (Sect. 1). If the supplier knows the competitive advantage of its customers on its downstream markets, he can thus derive its market motives.

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