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An analysis of the industrial buying process by means of buying center communications

Mary C. LaForge (Ph.D. in marketing from the University of Georgia. She is currently associate professor of marketing at Clemson University. Dr. LaForge has authored several conference papers and articles in the area of marketing management.)
Louis H. Stone (Currently an international industry consultant. He received his Ph.D. from the University of North Carolina at Chapel Hill. Dr. Stone's research has focused on the selling process and has been published in this and other journals.)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 January 1989

366

Abstract

Illustrates a simple and practical method for analysing the communication flows in a buying centre. Presents an actual application that captures the organisational interactions necessary to secure approval for major purchase requests in a textile manufacturing company. Concludes that analysis and actual lead time to secure approval in the company resulted in information about the buying process that was contrary to the perception of the employees who initiated the purchase requests.

Keywords

Citation

LaForge, M.C. and Stone, L.H. (1989), "An analysis of the industrial buying process by means of buying center communications", Journal of Business & Industrial Marketing, Vol. 4 No. 1, pp. 29-36. https://doi.org/10.1108/EUM0000000002722

Publisher

:

MCB UP Ltd

Copyright © 1989, MCB UP Limited

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