...Carol C. Bienstock; Marla B. Royne Purpose This research integrates recent work on customer information acquisition in services marketing and economics of information research with literature on industrial buying behavior for the purpose of proposing and empirically testing a model that explores...

... factors on the external communication behavior of purchasing managers in Germany. Design/methodology/approach Based on the literature, oral and written communication capabilities, purchasers' attitudes and the internal communication climate were identified as potential impact factors. A structural...