... concepts with rich explanatory powers are discussed. Grounded theory B2B marketing Organizational buying behaviour Radical innovation Innovation adoption A radical innovation is one that is based on completely new technology and that has high perceived benefits. Such innovations do...

... of which are based on organizational buying behavior, do not sufficiently explain how SaaS application acquisition decisions are made. This study aims to investigate the acquisition process organizations follow for SaaS software, the changes to the roles of the Chief Information Officer (CIO...

... behavior theory. This paper is the first attempt to link buyer–seller relationship dissolution and reverse auctions. The authors suggest that more academic endeavors are needed to study online reverse auctions. Relationship marketing Organizational buying behaviour Longitudinal case study...

..., implications of this model for researchers and practicing managers are discussed. Figure 1 Model of the IoT adoption impact on buying center To understand how to market to businesses, researchers typically focus on organizational buying behavior (Johnston and Bonoma, 1981). Although information...

...Dubravka Sinčić Ćorić; Ivan-Damir Anić; Sunčana Piri Rajh; Edo Rajh; Nataša Kurnoga There is a growing interest in studying organizational buying behaviour. Past research has identified a range of variables that affect buyers’ purchasing decisions, and several typologies of buying decision...

... © Emerald Group Publishing Limited 2014 Innovation Business-to-business marketing Buyer-seller relationships Organizational buying behaviour Industrial purchasing It has also been shown that the adoption of continuously developing new technologies and innovations is a critical...

...). An executive summary for managers and executive readers can be found at the end of this article. Gender Relationship marketing Purchasing Accounts management Organizational buying behaviour Sales © Emerald Group Publishing Limited 2014 There are indications in the sales literature...

... is large in such markets. The chosen case is the European plumbing and heating pump (PHP) market, a typical industrial market. Advertising Advertising effectiveness Organizational buying behaviour A general assumption in classic models of consumer behavior (e.g. Engel et al., 1970...

... Emerald Group Publishing Limited 2006 Industrial marketing Consumer marketing Organizational buying behaviour Marketing theory When I began my work on organizational buying behavior in the mid‐1960s, the primary focus of marketing research was consumer marketing. A few pioneering studies...

... market partners represent specific types of institutions for market transactions. Economics Experimental design Organizational buying behaviour An executive summary for managers and executive readers can be found at the end of this issue. During the past decades, marketing...

... according to the stage of the buying decision‐making process. The paper subsequently tests the explanatory power of these variables for a sample of Spanish industrial firms. © Emerald Group Publishing Limited 2004 Organizational buying behaviour Purchase agreements Spain An executive...