SME Buying Behaviour: Literature review and an application agenda

Emre S. Ozmen (), M Atilla Oner, Farzad Khosrowshahi () and Jason Underwood
Additional contact information
Emre S. Ozmen: University of Salford
M Atilla Oner: Yeditepe University
Farzad Khosrowshahi: Leeds Metropolitan University
Jason Underwood: University of Salford

Post-Print from HAL

Abstract: SMEs have been recognized as important actors of commercial activity, especially in the second half of the 20th century. Although understanding customer potential has been named a top priority among many sectors, we have a limited body of knowledge regarding SMEs " buying behaviour. Many studies and industry practices frame the context within corporate or individual buying behaviour, however few researchers mention SMEs, and whenever they do, they tend to consider them as small versions of big enterprises. A holistic approach enables an extensive review of the literature, including some studies that focus on Turkey, and proposes a deductive application agenda. Although SMEs are categorized into " normative " or " conservative " buyers, the lack of application makes this dichotomy untested. An adopted unified model can be used for further research. A validated model can not only provide insights into SME buying behaviour, but also potentially open discussion on unnecessary distinctions between corporate and individual buying behaviour models. The paper also challenges the possible reasoning behind the lack of interest in SME buying behaviour, and scrutinizes a comprehensive knowledge base for exploratory application.

Keywords: need driver; SMEs; buying behaviour; marketing to SMEs (search for similar items in EconPapers)
Date: 2013-08-01
Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01200695v1
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

Published in Marketing Review, 2013, 13 (2), pp.207-227

Downloads: (external link)
https://shs.hal.science/halshs-01200695v1/document (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-01200695

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().