... conducts new research in a European setting. Furthermore, a novel industry‐level view is presented. © Emerald Group Publishing Limited 2006 Buyers Supplier relations Germany Switzerland Australia It is widely accepted that in order to compete and survive, firms must seek, build up...

...Dominic F. Wilson The implicit distinction in the buyer behaviour literature between the contexts of consumer markets and organizational markets has lead to a bifurcated approach to the development of buyer behaviour theory. While useful, even necessary, for teaching and planning purposes...

... differences between household and organizational buyers in the relative importance given to country‐of‐origin and other product cues. Discusses strategic implications of these findings for global marketing. © MCB UP Limited 1995 Buyers Country of origin Newly industrializing economies Research...

...Alan Draper Examines the behaviour of organizational buyers. Argues that this is largely the result of the intended and unintended consequences of attempts by their organizational seniors to control them. Examines the outcomes of four different types of control practice together with the clues...

... strategies. © MCB UP Limited 1993 Buyers Chemical industry Marketing strategy Purchasing techniques Supplier evaluation United Kingdom Vendor rating ...

...Lynn E. Metcalf; Carl R. Frear; R. Krishnan Drawing upon the framework set forth in the Interaction Model developed by the European IMP Group, examines factors leading to close relationships between buyers and sellers. An empirical test, using multiple regression analysis, demonstrates...

... if research and development worked in tandem with an identified cross‐section of sophisticated buying centre members. Industrial marketing Market segmentation Consumer behaviour Buyers © MCB UP Limited 1983 16 Segmenting Industrial Markets by Buyer Sophistication by J a m e s G. Barnes a n d...

... are considered together. Sums up that a major problem for the future will be to develop techniques for data collection and analysis. © MCB UP Limited 1970 Consumer behaviour Buyers Integration Marketing The problems of determining an integrated model of buyer behaviour by Alan R.Wolfe Ogilvy...