Organisational Decision Making and Industrial Marketing

Abstract

Provides a new paradigm capable of integrating and developing research, which, it proposes, gives a better understanding of industrial buyer behaviours. Concludes that the model provided can be used by practitioners as a basis on which to form their marketing message, but not its style of delivery or specific direction.

Citation

Smith, D. and Taylor, R. (1985), "Organisational Decision Making and Industrial Marketing", European Journal of Marketing, Vol. 19 No. 7, pp. 56-69. https://doi.org/10.1108/EUM0000000004723