Daniel D Prior is currently Senior Lecturer in Management at the University of New South Wales (UNSW), Australia, based at the UNSW Canberra campus. Daniel also serves as Chief Customer Engagement Officer at Qirx Pty Ltd, an IT Consultancy and Virtualisation company. Between August 2017 and January 2020, Daniel was Professor of Strategic Sales Management at Cranfield University, UK. While at Cranfield, he was the Co-Director of the Centre for Strategic Marketing and Sales, Director of the Key Account Management Best Practice Forum, and Director of the Cranfield Executive MBA. Prior to re-joining academia in 2009, Daniel held roles in industries such as IT, Defence and Professional Services, working for companies such as Acer Computer Australia, Tenix Defence, KPMG Australia, and Orima Research. Daniel obtained his PhD in 2008 from Macquarie Graduate School of Management at Macquarie University, Australia.

• 1. Organisational Buying: Accepted Wisdom.- 2. Mapping Purchase Situations.- 3. The Organisational Buying Process Revisited.- 4. The Purchase Decision and the Value Proposition.- 5. Communications and Organisational Buying.- 6. Relationships, Relationships, Relationships.- 7. Organisational Buying Capabilities.- 8. Organisational Buying Culture.- 9. Designing the Organisational Buying Approach.- 10. Channels of Supply.- 11. Networks and Organisational Buying.- 12. Information Technology Developments and Organisational Buying.- 13. Conclusion.

Daniel D Prior is currently Senior Lecturer in Management at the University of New South Wales (UNSW), Australia, based at the UNSW Canberra campus. Daniel also serves as Chief Customer Engagement Officer at Qirx Pty Ltd, an IT Consultancy and Virtualisation company. Between August 2017 and January 2020, Daniel was Professor of Strategic Sales Management at Cranfield University, UK. While at Cranfield, he was the Co-Director of the Centre for Strategic Marketing and Sales, Director of the Key Account Management Best Practice Forum, and Director of the Cranfield Executive MBA. Prior to re-joining academia in 2009, Daniel held roles in industries such as IT, Defence and Professional Services, working for companies such as Acer Computer Australia, Tenix Defence, KPMG Australia, and Orima Research. Daniel obtained his PhD in 2008 from Macquarie Graduate School of Management at Macquarie University, Australia.

• 1. Organisational Buying: Accepted Wisdom.- 2. Mapping Purchase Situations.- 3. The Organisational Buying Process Revisited.- 4. The Purchase Decision and the Value Proposition.- 5. Communications and Organisational Buying.- 6. Relationships, Relationships, Relationships.- 7. Organisational Buying Capabilities.- 8. Organisational Buying Culture.- 9. Designing the Organisational Buying Approach.- 10. Channels of Supply.- 11. Networks and Organisational Buying.- 12. Information Technology Developments and Organisational Buying.- 13. Conclusion.

Daniel D Prior is currently Senior Lecturer in Management at the University of New South Wales (UNSW), Australia, based at the UNSW Canberra campus. Daniel also serves as Chief Customer Engagement Officer at Qirx Pty Ltd, an IT Consultancy and Virtualisation company. Between August 2017 and January 2020, Daniel was Professor of Strategic Sales Management at Cranfield University, UK. While at Cranfield, he was the Co-Director of the Centre for Strategic Marketing and Sales, Director of the Key Account Management Best Practice Forum, and Director of the Cranfield Executive MBA. Prior to re-joining academia in 2009, Daniel held roles in industries such as IT, Defence and Professional Services, working for companies such as Acer Computer Australia, Tenix Defence, KPMG Australia, and Orima Research. Daniel obtained his PhD in 2008 from Macquarie Graduate School of Management at Macquarie University, Australia.

• 1. Organisational Buying: Accepted Wisdom.- 2. Mapping Purchase Situations.- 3. The Organisational Buying Process Revisited.- 4. The Purchase Decision and the Value Proposition.- 5. Communications and Organisational Buying.- 6. Relationships, Relationships, Relationships.- 7. Organisational Buying Capabilities.- 8. Organisational Buying Culture.- 9. Designing the Organisational Buying Approach.- 10. Channels of Supply.- 11. Networks and Organisational Buying.- 12. Information Technology Developments and Organisational Buying.- 13. Conclusion.