The Purchase of Components: Functional Areas of Influence
Article Abstract:
Buying process models have been developed for study of industrial buyer behavior. Empirical validation for the recognized Webster and Wind model is attempted. A multiple purchase situation is necessarily included. An analysis of functional areas in purchasing also is included. The impact of purchase situation and purchase phase on industrial buyer influence is examined. An industrial marketing strategy is revealed from the validation study. Buyer center influence on the purchasing function depends upon the purchase situation and purchase phase of the industrial market customer.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
User Contributions:
Comment about this article or add new information about this topic:
Coalitations in Organizational Buying
Article Abstract:
The organizational buying decision is usually the result of input from several individuals involved in the purchase decision. A strategy to eliminate conflict within the buying center is coalition formation. Determinants of coalition behavior are rewards and the power position of decision group members. Communication between groups can facilitate coalition formation. Coalitions can influence supplier loyalty. Management must recognize the role of departmental competition in coalition formation.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
User Contributions:
Comment about this article or add new information about this topic:
Complaint Voicing by Industrial Buyers
Article Abstract:
Complaints by a buyer can help the supplier correct a negative situation and bring about customer satisfaction. Complaint behavior of industrial buyers is studied. There are three categories of complaint behavior. The major category reveals no consistency in its complaint strategy. A noncompensatory complaint strategy is practiced in the second category. The final category is characterized by complaints based on price and number suppliers.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: The D&D model - dimensions and domains of relationship quality perceptions. Transition and polarization: advanced producer services in the emerging regional (market) economics
- Abstracts: Do source of mailing and monetary incentives matter in international industrial mail surveys? Brand values related to industrial products
- Abstracts: Multiple globalisations: regional, hierarchical and sectoral articulations of global business services through world cities
- Abstracts: MNCs and parastatals: the future for developing countries. Strategic alliances: the shifting boundaries between collaboration and competition