| Author: | Knox, S. Denison, T. |
| Title: | Purchasing behaviour in local government in the United Kingdom. |
| Journal: | European Journal of Marketing
1989 : VOL. 23:5, p. 31-42 |
| Index terms: | LOCAL GOVERNMENT FINANCE INDUSTRIAL MARKETING PURCHASING |
| Language: | eng |
| Abstract: | An empirical study is presented on the buying behaviour of local authorities in the UK. A taxonomy of local authority is outlined. The buying centre concept is described, and centres are identified. The stages in the buying process are discussed and differentiated from the stages associated with the private sector. The communication flow between local authorities at the product selection stage is analysed and it is found to be a distinguishing characteristic. The single-participant methodology is adopted throughout the study. Marketing implications are summarized. |
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