... helps to analyze and describe value in use and provides a new buyer‐side concept corresponding to the offering concept. Generally the buying companies were surprisingly alike in stressing that their own business strategies and goals drive their business and that sellers are too preoccupied...

.... The same view applies to planned organizational buying strategies and observable behaviors: buying behavior adapts through time based on information learned and marketers’ responses to requests made by the customer organization. Consequently, a two‐way, or multiple‐party, approach to theory construction...

...Kofi Q. Dadzie; Wesley J. Johnston; Evelyn W. Dadzie; Bonghee Yoo Explores the structure of the buying center for logistics automation technologies. Examines the relationships between the degree of participation of key functional areas, the extent of coalescence on buying decision criteria...