Farmers' Tractor Purchase Decisions: A Study of Interpersonal Communication in Industrial Buying Behaviour
Gordon R. Foxall
(University of Newcastle upon Tyne, Newcastle upon Tyne, UK)
526
Abstract
Demonstrates that farmers, in their tractor‐buying decisions, have similar behaviour to professional buyers in manufacturing industries. Uses evidence collated from a survey concerned with identifying farmers' perceptions of the social and economic factors affecting their decisions. Draws attention to the patterns of interpersonal communication accompanying farmers' purchases and the complexity of opinion leader influences.
Keywords
Citation
Foxall, G.R. (1979), "Farmers' Tractor Purchase Decisions: A Study of Interpersonal Communication in Industrial Buying Behaviour", European Journal of Marketing, Vol. 13 No. 8, pp. 299-308. https://doi.org/10.1108/EUM0000000004962
Publisher
:MCB UP Ltd
Copyright © 1979, MCB UP Limited