INSIGHTS INTO ORGANIZATIONAL BUYING

Abstract

This research project suggests that the decision‐making process in organizational buying may not be as much of a group process as is presently suggested by the literature. The job of organizational buyers is profiled and the decisions that are important to a seller — the buyer's choice of vendors to request bids from and the subsequent purchase choice of the buyer — is investigated. This research suggests that the decision rules used to select buyers for consideration are independent of the decision rules used to make the final purchase choice.

Citation

LeBlanc, R.P. (1987), "INSIGHTS INTO ORGANIZATIONAL BUYING", Journal of Business & Industrial Marketing, Vol. 2 No. 2, pp. 5-10. https://doi.org/10.1108/eb006021