Organizational buying theories: a bridge to relationships theory
Article Abstract:
Organizational buying is an area that may have seen interest decline as researchers shift their attention to define and understand the nature of business relationships. In fact, many researchers (e.g., Wilson, Elizabeth J.: Theory Transitions in Organizational Buying Behavior Research, Journal of Business & Industrial Marketing 11, 7-19 (1996)) have called for research that focuses on the dyad, rather than the buyer. Others have claimed that the traditional organizational buying theories are too transactional in nature to explain business relationships. Unfortunately, we may have left a rich stream of research behind that could offer insight and provoke interesting research in relationships by losing sight of the individual. This article builds bridges from the classic approaches to organizational buying behavior to relationships research and discusses some of the barriers and potential solutions to problems in organizational buying research that may inhibit the use of these approaches. The classic approaches examined are role theory, the BUYGRID analytic framework, reward/measurement theory, and organizational buyer behavior choice theory. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
User Contributions:
Comment about this article or add new information about this topic:
Shall we gather in the garden: the effect of ingratiatory behaviors on buyer trust in salespeople
Article Abstract:
In this study, we develop a typology of the ingratiatory influence tactics used by salespeople in their interactions with buyers. We then investigate the possible influence that the use of these ingratiatory behaviors has on the level of trust buyers place in salespeople. Evidence is developed suggesting the use of offensive ingratiatory behaviors are generally associated with lower levels of buyer trust in salespeople, whereas certain defensive ingratiatory behaviors were shown to positively influence buyer-seller trust. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
User Contributions:
Comment about this article or add new information about this topic:
Trade show objectives, management, and staffing practices
Article Abstract:
Trade shows are an important part of the industrial marketing mix. For over 25 years, industrial marketers were encouraged to exhibit in trade shows for many reasons. This article presents the results and implications of a study of contract manufacturers' objectives for exhibiting in trade shows. The findings indicate that state objectives appear to have little influence on booth staffing and other show management practices. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1995
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Opportunity: helping clients get more out of HRO. New clients from old relationships. Consulting recovery is evident in increasing number of growth firm
- Abstracts: The behavioural sequence of the financial services industry in Taiwan: service quality, relationship quality and behavioural loyalty
- Abstracts: Managerial reputation and the competitiveness of an industry
- Abstracts: Defusing the demographic time bomb. Age discrimination: the waste of grey labour. Export-led growth: never mind the quality feel the width
- Abstracts: International debt relief: the issues. Fifty years of GATT. The Mexican debt crisis