Industrial buyer behaviour: Some aspects of the search process

Abstract

Investigates those aspects of the communication process which relate to the conditions determining the receptiveness of the individual buyer to marketing communicative and the manner in which he/she searches the market. Examine the factors which stimulate search behaviour and identifies the extent of market search by buyers. Studies the relationship between the reasons for and the extent of search as well as other characteristics such as those of the buyers and their companies.

Citation

Luffman, G.A. (1974), "Industrial buyer behaviour: Some aspects of the search process", European Journal of Marketing, Vol. 8 No. 2, pp. 93-107. https://doi.org/10.1108/EUM0000000005079