Organizational Buying Processes

Stephen T. Parkinson, Michael J. Baker and K. Moller

Chapter 5 in Organizational Buying Behaviour, 1986, pp 111-155 from Palgrave Macmillan

Abstract: Abstract In the previous chapter we examined the importance of a range of economic and technical influences on the organizational buying decision and introduced the concept of the organizational buying process as a sequence of events occurring over time during which the organization made the purchasing decision. The purpose of this chapter is to examine this process in greater detail and to indicate to the reader how such process models of organizational buying behaviour can be of practical use in industrial marketing decision-taking

Keywords: Purchasing Agent; Vendor Selection; Industrial Market Management; Wooden Pallet; Lift Truck (search for similar items in EconPapers)
Date: 1986
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-349-08048-9_5

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DOI: 10.1007/978-1-349-08048-9_5

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