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Definition: Buyer Readiness Stages are the psychological buying stages through which a consumer passes while purchasing any good or service. There are many slightly different models describing these stages. Shapiro and Bonoma (1984) described one of them (How to Segment Industrial Markets): |
More on sales: 7 Steps of The Selling Process, Cross-Selling, Hunter and Farmer Sales, Lead Generation, Missionary Selling, more on sales... MBA Brief offers concise, yet precise definitions of concepts, methods and models as taught in a study Master of Business Administration. We like to keep things short, and provide links to learn more about your subject.
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