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| Author: | Smith, D. Bard, M. |
| Title: | Everything you always wanted to know about industrial buyer behaviour, but were afraid to ask - in case it made the research too expensive. |
| Journal: | Journal of the Market Research Society
1989 : JUL, VOL. 31:3, p. 307-330 |
| Index terms: | INDUSTRIAL MARKET RESEARCH MARKETING LITERATURE |
| Language: | eng |
| Abstract: | Some of the main concepts on industrial purchasing behaviour emerging from the academic literature are discussed. The importance of the topic is highlighted. The concept of industrial purchasing is explained. Macro economic factors are identified. Variations in purchasing behaviour by type and size of industry are examined. The organizational buying decision process is discussed. Examples are presented for decision making units. Individual dimensions are listed and analysed. The purchasing function is described. Situational factors in understanding the industrial purchasing process are mentioned. Some practical tips for industrial market researchers are summarized. |
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