Industrial Buyer Behaviour A Model of the Implications of Risk Handling Behaviour for Communication Policies in Industrial Marketing

Abstract

Examines the behaviour of the industrial buyer, and studies the purchasing of reprographic equipment. Looks at straight replacement purchases, first time purchases, rebuys involving high cost equipment and rebuys due to dissatisfaction, in terms of a perceived risk model. Accepts that the industrial communications practitioner receives much less planning guidance than his consumer‐based counterpart. States current research is founded on the belief that a theory of communication appropriate to industrial buying must take on 6 main points – these are itemised and discussed. Discusses research design; research methodology; the determinants of perceived risk in industrial buying; risk handling behaviour in industrial buying; and a perceived risk model of buyer behaviour and its implications for competitive industrial marketing policy – all these are examined in great depth and each one given individual conclusions. Concludes that these examples by no means exhaust all the possible empirical bases from which industrial marketing policies may be devised, they serve to illustrate the way in which the model can be realistically applied to derive such competitive policies.

Citation

Newall, J. (1977), "Industrial Buyer Behaviour A Model of the Implications of Risk Handling Behaviour for Communication Policies in Industrial Marketing", European Journal of Marketing, Vol. 11 No. 3, pp. 166-211. https://doi.org/10.1108/EUM0000000005008