... in the academic arena by the conceptualizations and models of industrial buying and organizational purchasing. There has been a leap within business-to-business marketing research from the focal firm oriented organizational buying behavior approach (OBB) to the currently dominant approaches that depict purchasing...

... analysis Buying behaviour Customer retention Australia An executive summary for managers and executive readers can be found at the end of this article. Research and development (R&D) is a necessary engine for supporting economic growth and developing knowledge based economies (Gupta...

.... These companies incur more and more toward international purchases to be able to face the ever‐growing competition. Although this dynamic has favored the development of remarkable studies on the international industrial buying behavior, the theoretical and empirical frameworks are scarce compared...

... segmentation Buying behaviour Each segment developed by the clustering procedures outlined in the micro linking analysis was submitted to discriminant analyses. Discriminant analysis classifies objects from a set of independent variables into one of two or more mutually exclusive and exhaustive...

... focused on economic evaluation and rationale (Lynch and de Chernatony, 2004). Studies on buying behavior and processes, however, show that price alone has limited significance in the evaluation and selection of suppliers (e.g. Mummalaneni et al., 1996 ; McDowell‐Mudambi et al., 1997...

...Paul Howard; Declan Doyle Purpose This research is a qualitative study which aims to investigate the intricacies of organisational buying behaviour in the context of the Irish biotechnology industry. Particularly the research seeks to focus on the phenomenon of buying centres as the core decision...

... of organizational buying behavior. An understanding of organizational buying is important to purchasing firms in order to make the decision process more efficient and effective. At the same time, such an understanding is critical to selling organizations in order to influence the buyers’ decision process. Research...

..., and it is common to many businesses and therefore should make data collection feasible. © MCB UP Limited 1994 Buying Behaviour Family Firms Financial Services Marketing strategy Services Marketing USA Interaction. A five‐item scale developed to reflect interaction intensity...

... based on this knowledge. Also presents corporate cultural norms which characterize intensive users of computer‐manufacturing equipment. © MCB UP Limited 1994 Buying behaviour Competitiveness Corporate culture Marketing strategy Manufacturing systems Technological innovation...