search query: @author Moon, J. / total: 12
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| Author: | Moon, J. Tikoob, S. |
| Title: | Buying decision approaches of organizational buyers and users |
| Journal: | Journal of Business Research
2002 : APR, VOL. 55:4, p. 293-300 |
| Index terms: | BUYING BUYING CENTRES CONSUMER BEHAVIOUR ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | This study extends the research on prototypical buying decision approaches. Specifically, it compares buying activities, the accompanying prototypical buying decision approaches, and the impact of situational variables on the use of a buying decision approach by organizational buyers and users. Data collected from a survey of purchasing managers and doctors at 150 general hospitals in Korea show both commonalities and differences among buyers and users. The results also provide some empirical support for Robinson et al's. buyclass framework. The paper provides a substantial list of references on this subject. |
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