Table of contents
Organizational buying behavior: past performance and future expectations
Jagdish N. ShethReviews the academic research conducted on organizational buying behavior since the publication of Sheth’s model of industrial buying behavior in 1973. Discovers an impressive…
Theory of rejecting superior, new technologies
Arch G. WoodsideDiscusses several propositions on the causes and realized strategies that are likely to be found in different industrial marketing‐purchasing situations involving rejecting versus…
Interaction, relationships and networks in business markets: an evolving perspective
Peter Turnbull, David Ford, Malcolm CunninghamReviews the research work and conceptual development of the International Marketing and Purchasing (IMP) group into the nature of buyer‐seller relationships which has evolved…
A dyadic model of relationships in organizational buying: a synthesis of research results
Brent M. Wren, James T. SimpsonSince the mid‐1960s scholars have sought to better understand the issues which affect the effectiveness of buyer‐seller interactions. While much progress has been made, existing…
Strategic decision making in industrial procurement: implications for buying decision approaches and buyer‐seller relationships
Gopalkrishnan R. IyerResearch on industrial buying decisions has developed along two major themes after the publication of the seminal buyclass framework by Robinson et al. in 1967. One stream of…
Influences on organizational buying choice processes: future research directions
Ralph G. KauffmanIdentifies sources of influence in organizational buying choices from a review of the literature. Constructs a model of influence by extending the buying behavior model of Webster…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota