Developing the Market for New Industrial Products

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

Chapter 8 in Organizational Buying Behaviour, 1986, pp 223-249 from Palgrave Macmillan

Abstract: Abstract In the preceding chapter we explained why so much of the literature of organizational buying behaviour has been focused upon the first purchase of a new product by a buyer with no previous experience of the seller. We argued that comparatively few sales fall into this category and that, in reality, buying and selling should be seen as complementary activities in an organizational relationship over time. To describe better this relationship recent research and writing on OBB has emphasized buying and selling as an interaction between the two partners to the process.

Keywords: Machine Tool; Computer Numerical Control; Competitive Strategy; Industrial Market; Perfect Competition (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_8

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DOI: 10.1007/978-1-349-08048-9_8

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