search query: @indexterm INDUSTRIAL PURCHASING / total: 173
reference: 45 / 173
Author: | Qualls, W. J. Puto, C. P. |
Title: | Organizational climate and decision framing : an integrated approach to analyzing industrial buying decisions. |
Journal: | Journal of Marketing Research
1989 : MAY, VOL. 26:2, p. 179-192 |
Index terms: | CONSUMER BEHAVIOUR INDUSTRIAL PURCHASING |
Language: | eng |
Abstract: | First, prospect theory is briefly reviewed, then the research on decision framing, and the literature on organizational climate are summarized. A theoretical model is developed that integrates both organizational and individual influences on the industrial buyer's decision frame. The model was tested empirically in a field experiment using a national sample of industrial buyers. |
SCIMA