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A General Model for Understanding Organizational Buying Behavior.

Authors :
Webster Jr., Frederick E.
Wind, Yoram
Source :
Journal of Marketing; Apr1972, Vol. 36 Issue 2, p12-19, 8p, 1 Diagram, 1 Chart
Publication Year :
1972

Abstract

The authors suggest a model of industrial and institutional buying behavior as an organizational decision-making process. The major dimensions of the model are defined and some implications for marketing strategy are developed. [ABSTRACT FROM AUTHOR]

Subjects

Subjects :
ORGANIZATIONAL behavior research
INDUSTRIAL procurement
DECISION making
ORGANIZATIONAL structure
ORGANIZATIONAL research
SOCIAL influence
PURCHASING
MARKETING literature
ECONOMETRIC models
STRATEGIC planning
MARKETING research
MARKETING strategy
EDUCATION

Details

Language :
English
ISSN :
00222429
Volume :
36
Issue :
2
Database :
Complementary Index
Journal :
Journal of Marketing
Publication Type :
Academic Journal
Accession number :
4994960
Full Text :
https://doi.org/10.2307/1250972
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