The Context of Organizational Buying Behaviour

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

Chapter 6 in Organizational Buying Behaviour, 1986, pp 156-187 from Palgrave Macmillan

Abstract: Abstract In the previous chapter we looked at the influence of the buying situation on organizational buying decisions and showed how the nature of the buying process would be likely to vary depending on the situation perceived by those involved in buying within the company. The purpose of this chapter is to examine the influences on the buying decision which are not part of any one decision but are general influences on the way in which companies take such decisions. These factors form the context within which organizational buying decisions are taken.

Keywords: Construction Industry; Purchasing Agent; Local Dealer; Industrial Marketing; Purchasing Function (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_6

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DOI: 10.1007/978-1-349-08048-9_6

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