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Buying decision approaches of organizational buyers and users

Title
Buying decision approaches of organizational buyers and users
Author
문준연
Keywords
Buying decision approach; Buying center; Organizational buying behavior; Buyclass framework
Issue Date
2002-04
Publisher
ELSEVIER SCIENCE INC
Citation
JOURNAL OF BUSINESS RESEARCH, v. 55, issue. 4, page. 293-299
Abstract
This study extends the research on prototypical buying decision approaches. Specifically, it compares buying activities, the accompanying prototypical buying decision approaches, and the impact of situational variables on the use of a buying decision approach by organizational buyers and users. Data collected from a survey of purchasing managers and doctors at 150 general hospitals in Korea show both commonalities and differences among buyers and users. The results also provide some empirical support for Robinson et al.'s [Robinson PJ, Faris CW, Wind Y. Industrial buying and creative marketing. Boston: Allyn and Bacon, 1967] buyclass framework.
URI
https://www.sciencedirect.com/science/article/pii/S0148296300001557?via%3Dihubhttps://repository.hanyang.ac.kr/handle/20.500.11754/157305
ISSN
0148-2963
DOI
10.1016/S0148-2963(00)00155-7
Appears in Collections:
COLLEGE OF BUSINESS AND ECONOMICS[E](경상대학) > BUSINESS ADMINISTRATION(경영학부) > Articles
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