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Article
Publication date: 1 May 1980

Yoram P. Wind and Robert J. Thomas

Highlights some of the major conceptual and methodological issues involved in organisational buying behaviour. Aims to avoid pitfalls involved in the utilisation of…

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2771

Abstract

Highlights some of the major conceptual and methodological issues involved in organisational buying behaviour. Aims to avoid pitfalls involved in the utilisation of research regarding specified issues — at the same time stimulating research aimed at the resolution of these issues. Reviews the current status of organisational buying behaviour, follows this by identifying five potential groups of users of information on organisational buying behaviour. Goes on to focus on the conceptual and methodological issues involved in organisational buying research. Suggests new research directions which, if implemented, could help advance the relevance and quality of organisational buying research. States that academic studies, directly concerned with a better understanding of organisational buying behaviour can be classified as falling into one of three areas the: buying centre (least studied area); organisational buying centre and process; or factors affecting the organisational buying centre and process. Purports that these three concepts can provide the basis for organising much of the diverse research efforts in organisational buying behaviour and goes on to illustrate findings from each of these areas and discusses them in depth.

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European Journal of Marketing, vol. 14 no. 5/6
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 January 1992

Raghu Tadepalli

Organizational buying decisions are characterized by conflict which can be studied through the use of coalition theory. It appears, however, that conceptual and…

Abstract

Organizational buying decisions are characterized by conflict which can be studied through the use of coalition theory. It appears, however, that conceptual and methodological problems with coalition theory based on game theory and social psychology have limited its usefulness in helping us understand how such conflict can be managed. This paper proposes the group influence approach to conflict management in organizational buying. The main contribution of this approach is that by treating individuals as representatives of coalitions, sellers and buyers can focus on coalition leaders rather than focus on individuals who, in any case, have to conform to group expectations. Theoretically, the group influence approach recognizes that power and politics are basic forces that affect most spheres of organizational activity. Within such a framework purchase decisions are shown to be politically negotiated settlements between those coalitions involved in making the buying decision.

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International Journal of Conflict Management, vol. 3 no. 1
Type: Research Article
ISSN: 1044-4068

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Article
Publication date: 1 December 1996

Jeffrey E. Lewin and Wesley J. Johnston

With a few exceptions, the extant literature lacks substantive analysis of the ways downsizing and outsourcing impact on organizational structure and the roles and…

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2446

Abstract

With a few exceptions, the extant literature lacks substantive analysis of the ways downsizing and outsourcing impact on organizational structure and the roles and behaviors of organizational members. This is especially true of research focussing on organizational buying behavior. Provides an important step toward increasing our understanding in these areas by proposing a model of some of the conceptual linkages between current organizational downsizing and outsourcing initiatives and organizational structure and buying behavior. Develops theoretical arguments along with a set of propositions concerning the likely effects of downsizing and outsourcing on organizational structure, as well as on buying centre structure, membership, and shared authority, and on purchase participant role conflict, motivation, and risk aversion. Aims to encourage future conceptual and empirical analyses of these important relationships and linkages.

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Journal of Business & Industrial Marketing, vol. 11 no. 6
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 August 2000

Dominic F. Wilson

The implicit distinction in the buyer behaviour literature between the contexts of consumer markets and organizational markets has lead to a bifurcated approach to the…

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27486

Abstract

The implicit distinction in the buyer behaviour literature between the contexts of consumer markets and organizational markets has lead to a bifurcated approach to the development of buyer behaviour theory. While useful, even necessary, for teaching and planning purposes, this distinction is inhibiting the development of a generic theory of buyer behaviour and should be questioned. Once the weaknesses of distinguishing so fundamentally between organizations and individuals in terms of their buying behaviour are clarified, a number of key concepts in organizational buyer behaviour clearly require rethinking. More comprehensive empirical research is needed to develop a rigorous theory of buyer behaviour capable of generic application, with appropriate contextual adjustment. The paper explores these issues and suggests some possible conceptual starting points for an integrated classification of buyer behaviour.

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European Journal of Marketing, vol. 34 no. 7
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 June 1993

Michael J. Baker and Fouad Abu‐Ismail

The Gulf States (Saudi Arabia, Kuwait, United Arab Emirates, OmanBahrain and Qatar) represent a major global market accounting for 26 percent of European exports, 22 per…

Abstract

The Gulf States (Saudi Arabia, Kuwait, United Arab Emirates, Oman Bahrain and Qatar) represent a major global market accounting for 26 per cent of European exports, 22 per cent of Japanese exports, 27 per cent of South East Asian exports, and 14 per cent of US exports. Despite this importance comparatively little interest has been shown in buyer behaviour in the Gulf States. Based on extensive research and direct experience a number of salient differences between western models of organizational buying behaviour and actual practice are identified and give rise to specific recommendations for marketing strategy in the region.

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International Marketing Review, vol. 10 no. 6
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 December 1996

Tom A. Buckles and John R. Ronchetto

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these…

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2377

Abstract

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide implications for purchasing managers and organizational buying researchers, and directions for future research are discussed.

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Journal of Business & Industrial Marketing, vol. 11 no. 6
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 July 1986

Robert E. Spekman and Kjell Gronhaug

Acknowledges the multiperson nature of the industrial business buying process and the development of the buying centre as the unit of analysis for business/organization…

Abstract

Acknowledges the multiperson nature of the industrial business buying process and the development of the buying centre as the unit of analysis for business/organization buying behaviour. Addresses two main themes: conceptual issues and alternative views; and methodological dilemma. Looks at the concept of the buying centre and discusses structural properties and process considerations of the buying centre. Closes by outlining research opportunities. Concludes that present research suffers from two major flaws which inhibit development; that buying centre research tends to be descriptive, with over‐reliance on anecdotal information so that research is devoid of any theoretical foundation; and secondly many present findings have grown from research which reflects individual methodologies.

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European Journal of Marketing, vol. 20 no. 7
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 6 March 2017

Dubravka Sinčić Ćorić, Ivan-Damir Anić, Sunčana Piri Rajh, Edo Rajh and Nataša Kurnoga

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

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1454

Abstract

Purpose

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

Design/methodology/approach

The data collected by company survey were analysed using exploratory and confirmatory factor analyses, cluster analysis and cross-tabulation analysis.

Findings

Results show that manufacturers are influenced by six distinctive factors when making purchasing decisions. These are supplier’s flexibility, supplier’s reliability, interdepartmental communication, top management support, routine purchases and buyer’s price sensitivity. Manufacturers can be classified in four different groups according to their buying decision-making patterns.

Practical implications

This paper provides a set of factors and approaches which might help selling companies and sales representatives understand the purchasing practices of buying company better, and develop adaptive selling approaches accordingly.

Originality/value

Based on a literature review and field research, an instrument of organizational buying behaviour was developed and tested in the Croatian manufacturing industry. The factors of organizational buying behaviour patterns were identified, and the typology of buying decision approaches applicable for manufacturing industry was developed.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 February 2018

Elyria A. Kemp, Aberdeen Leila Borders, Nwamaka A. Anaza and Wesley J. Johnston

Organizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes…

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3799

Abstract

Purpose

Organizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes a complex cadre of emotions and rationalizations. Subsequently, organizational buyers may not only be driven by logic, testing and facts, but also by emotions. The purpose of this paper is to investigate the role that emotions play in organizational buying behavior.

Design/methodology/approach

In-depth interviews were conducted with marketing decision-makers for one of the most valuable brands in the world. The role that emotions play in the behavior of organizational buyers is elucidated from the perspective of these marketing professionals.

Findings

Emotions are prevalent at all stages in the organizational decision-making process and various discrete emotions fuel action tendencies among buyers. Efforts are made by marketers to strategically manage the emotions buyers experience.

Practical implications

Although organizational buyers must see the functional value of a product or brand, companies need to consider ways in which brands can connect with buyers on an emotional and personal level.

Originality/value

This paper contributes to the literature by offering insights into which discrete or specific emotions are most prominent in organizational buying behavior and how the manifestation of these emotions impact decision-making at each stage in the buying cycle.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 June 2003

Jeong Eun Park and Michele D. Bunn

Although there is increasing interest in the organizational learning process appearing in the marketing literature, there is relatively little research that relates these…

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4498

Abstract

Although there is increasing interest in the organizational learning process appearing in the marketing literature, there is relatively little research that relates these concepts to the organizational buying process. In particular, the concepts involving organizational memory may provide a new perspective on the information search activities of organizational buyers. We provide a brief background on organizational memory and propose a conceptual framework to delineate key variables and relationships. Using two company case studies, we provide examples of eight buying situations defined by differing levels of complexity, physical memory, and cognitive memory and discuss the implications for information search and the type of judgment used.

Details

Journal of Business & Industrial Marketing, vol. 18 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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