search query: @indexterm BUYING CENTRES / total: 28
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| Author: | Anderson, E. Chu, W. Weitz, B. |
| Title: | Industrial purchasing : an empirical exploration of the buyclass framework. |
| Journal: | Journal of Marketing
1987 : JUL, VOL. 51:3, p. 71-86 |
| Index terms: | INDUSTRIAL PURCHASING BUYING CENTRES ORGANIZATIONAL BEHAVIOUR MODELS |
| Language: | eng |
| Abstract: | The buyclass framework of organizational buyer behavior is studied using a novel approach: querying the managers of sales forces about the behavior their salespeople encounter on the part of their industrial customers. The model applicability is studied in a relatively homogeneous, controlled setting. It is concluded that much of that salespeople observe correspond closely to the buyclass theory of organizational buyer behavior. The "problem newsless" and "information needs" are found to be related. "Seriousness of consideration of alternatives" is found to be separate dimension. |
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