...Christian V. Baccarella; Lukas Maier; Kai-Ingo Voigt Purpose The purpose of this paper is to provide the first empirical evidence on how consumption-supportive packaging functionality influences consumers’ purchase intentions. Consumption-supportive packaging functionality implies...

...Wen-Hsien Huang; Chun-Ming Yang Purpose – This paper aims to examine how consumers evaluate and respond after failing to receive the promotional price for a quantity discount because the minimum purchase requirement (MinPR) is out of reach. Although quantity discounts are effective in terms...

... process: from conception to delivery” looks at both strategic and tactical aspects of the purchasing process, from determining the range and types of products to be offered, to managing buyer supplier relationships, new product development and issues of inventory and stock management. The third section...

... 2007 Food products Food packaging Purchasing Consumer behaviour Market segmentation Food products brands use a range of packaging attributes, combining colors, designs, shapes, symbols, and messages (Nancarrow et al., 1998). These attract and sustain attention, helping...

... Purchasing This paper aims to examine what have been previously largely theoretical ideas of linkages between the characteristics of the buyer (their age, qualification, gender and experience), whether decision making is made collectively and their decision making (the criteria they use). As much...

... buyer behaviour, founded on the apparent assumption that consumers buy as wilful individuals while organizations purchase as a rational group. This distinction between “buying” and “purchasing” is itself indicative of the dichotomised approach and conceals a nest of implicit assumptions about...

...Evangelos Xideas; Socrates Moschuris This article reports on the influence of product type on the purchasing structure within selected phases of the purchasing process by using regression analysis on data from Greek manufacturing and utility enterprises. Our study examined the influence of two...

...G. Tomas M. Hult; O.C. Ferrell; Patrick L. Schul This study examines the effects of transformational and transactional leadership behaviors on cycle time, customer orientation, and relationship commitment in the purchasing process of a multinational services organization. The focus...

...Antonis Simintiras; Adamantios Diamantopoulos; Judith Ferriday While the customer satisfaction/dissatisfaction literature is extensive and continually expanding, there has been little focus on pre‐purchase satisfaction of first‐time buyers and its likely impact on buying behaviour. Applies a field...

...A. Gül Güdüm; Alican Kavas Examines how Turkish industrial purchasing managers perceive US, Japanese, German and national suppliers. Indicates that German and Japanese suppliers are perceived more favourably in their marketing practices. Turkish industrial buyers’ willingness to buy from...

... of the relevant literature and then outlines a survey of 900 companies undertaken by the authors. Gives some recommendations based on the survey results. © MCB UP Limited 1996 Advertising Decision making Purchasing The 1980s and early 1990s have seen the development of an interesting, diverse...

... to environmental consciousness, are better able to explain consumers’ pro‐environmental purchasing behaviour. Two conceptualizations of the purchasing domain are addressed, namely general green purchasing behaviour and specific purchasing habits relating to five green product categories. Two data sets are used...

... be price. The purpose of this article is to discuss these various changes and their effects on the marketing strategies of construction organizations. © MCB UP Limited 1996 Clients Construction industry Marketing planning Marketing strategy Purchasing The ability...

... relations Purchasing Just as an effective marketing strategy must be built on a grounded knowledge of buyer behaviour, formulating successful export strategy calls for a sound understanding of importer behaviour. Our knowledge of importer behaviour, however, is very limited[ 1 , 2...

...Lambros Laios; Evangelos Xideas Investigates whether institutional and industrial organizations buying capital items exhibit different patterns of structural configuration across the purchasing cycle. Measures the structure of the purchasing function by three composite parameters especially...

...Gordon R. Foxall Critically examines the status and plausibility of an interpretative account of consumer behaviour derived from operant psychology (behaviour analysis). It is argued that a model of purchase and consumption cannot be founded on an unreconstructed operant behaviourism. However...

...Gordon R. Foxall; Seema Bhate In an earlier study, concerned with the innovative purchasing of“healthy” food products, the largest volume of innovations were purchased unexpectedly by adaptors. It was subsequently argued that adaptors who were highly involved personally with the product field would...

...Erdener Kaynak; Orsay Kucukemiroglu Examines how Chinese organizational buyers evaluate four categories of industrial products from four different source‐regions, the basic hypothesis being that the majority of the purchasing managers held favourable images of the industrial products coming from...

...Donald W. Barclay In organizational buying, the outcomes of one purchase decision,and activities in the post‐decision period, affect how the next related decision is approached. Here a taxonomy is developed to organize buying decision outcomes. Using an established conceptualization of the buying...

.... Managerial implications are highlighted. © MCB UP Limited 1991 Purchasing Organizational decision making ...