Theory transitions in organizational buying behavior research

Elizabeth J. Wilson (Associate Professor in the Department of Marketing, College of Business Administration, Louisiana State University, Baton Rouge, Louisiana, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 1996

Abstract

Organizational buying is an active research domain with hundreds of studies grounded in one or several of the complementary theoretical models in the literature. In recent years, however, many scholars have focussed on the importance of the buyer‐seller relationship. For many research studies, the theoretical framework has expanded from a buying‐side‐only perspective. Explores the reason for this transition in terms of changes in the business‐to‐business environment. Given the environmental changes, the next theory transition may be to view buying and selling relationships between firms from a systems perspective. Introduces basic systems thinking concepts as they may apply in the buyer‐seller context.

Keywords

Citation

Wilson, E. (1996), "Theory transitions in organizational buying behavior research", Journal of Business & Industrial Marketing, Vol. 11 No. 6, pp. 7-19. https://doi.org/10.1108/08858629610151271

Download as .RIS

Publisher

:

MCB UP Ltd

Copyright © 1996, MCB UP Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.