Organizational Buying Behaviour as an Interaction Process

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

Chapter 7 in Organizational Buying Behaviour, 1986, pp 188-222 from Palgrave Macmillan

Abstract: Abstract In recent years there has been a substantial re-appraisal of the literature dealing with industrial and organizational buying decisions. Essentially this has stemmed from the growing realization that concentration upon specific buying decisions has tended to convey the impression that such decisions enjoy a discrete existence and are the result of active sellers manipulating passive buyers. Clearly, both these impressions are wrong.

Keywords: Social Exchange; Joint Programme; Industrial Market; Toilet Soap; Interorganizational Relationship (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_7

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DOI: 10.1007/978-1-349-08048-9_7

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