Organizational Buying Outcomes and Their Effects on Subsequent Decisions

Abstract

In organizational buying, the outcomes of one purchase decision, and activities in the post‐decision period, affect how the next related decision is approached. Here a taxonomy is developed to organize buying decision outcomes. Using an established conceptualization of the buying centre and buying decision process, a propositional inventory of how selected outcomes may impact aspects of subsequent organizational buying decisions is also suggested. This leads to implications for marketing managers and to directions for further research.

Citation

Barclay, D.W. (1992), "Organizational Buying Outcomes and Their Effects on Subsequent Decisions", European Journal of Marketing, Vol. 26 No. 4, pp. 48-64. https://doi.org/10.1108/03090569210012417