HOME | CHECKOUT | ABOUT | FAQ | CONTACT US |
 
Welcome Guest [create an account] or log-in:
email
password

Chapter 3 Organisational Buying Behaviour

DOI: 10.23912/978-1-906884-54-3-1760

ISBN: 978-1-906884-54-3

Published: November 2011

Component type: chapter

Published in: Business Marketing: The Theory and Practice of B2B

Parent DOI: 10.23912/978-1-906884-54-3-2069

10.23912/978-1-906884-54-3-1760

Abstract

This chapter introduces traditional views about organisational buying behaviour, before progressing to consider the importance of relationships and the contribution that systems and technology have made to this aspect of business marketing. The chapter starts with a comparison of the main characteristics associated with both consumer and organisational purchasing behaviour. Then, following an examination of the decision making unit and the decision making processes generally assumed to be adopted by organisations, the focus moves to reflect upon the different influences that can impact on an organisation’s purchasing activities. The last section looks at the nature of uncertainty and the way in which organisations attempt to reduce buyer-perceived risk. It ends by examining how relationships between buyers and sellers can evolve and affect the purchasing behaviour of organisations.

Sample content

Click here to download PDF

Contributors

  • Chris Fill (Author)
  • Scot McKee (Author)

For the source title:

  • Chris Fill (Author)
  • Scot McKee (Author)

Cite as

Fill & McKee, 2011

Fill, C. & McKee, S. (2011) "Chapter 3 Organisational Buying Behaviour" In: Fill, C. & McKee, S. (ed) . Oxford: Goodfellow Publishers http://dx.doi.org/10.23912/978-1-906884-54-3-1760

References

Akkermans, H., Bogerd, P. and Vos, B. (1999) Virtuous and vicious cycles on the road to international supply chain management, International Journal of Operations & Production Management, 19, 565-81

https://doi.org/10.1108/01443579910260883

Barratt, M. and Oliveira, A. (2001) Exploring the experiences of collaborative planning initiatives, International Journal of Physical Distribution and Logistics Management, 31, 266-89

https://doi.org/10.1108/09600030110394932

Bonoma, T.V. (1982). Major sales: who really does the buying?, Harvard Business Review (May/June), p. 113

Bottom, J. (2010) In tune or out of touch? B2B Marketing, 7 (10) (November/December), 40

Bowersox, D. and Cooper, M. (1992) Strategic Marketing Channel Management, New York: McGraw-Hill

Cravens, D.W. and Woodruff, R.B. (1986) Marketing, Reading, MA: Addison Wesley.

Evans, R. (2010) Demand Generation: The 'new' B2B buyer, retrieved 21 January 2011 from www.b2bm.biz/default.asp?ProductGroupId=&docId=37226&articleId=38736

Gao, T., Sirgy, M.J. and Bird, M.M. (2003). Reducing buyer decision making uncertainty in organisational purchasing: can supplier trust commitment and dependence help?, Journal of Business Research, www.sciencedirect.com/science (accessed 11 Sept 2003).

Howard, J. and Sheth, J.N. (1969) The Theory of Buyer Behavior, New York: Wiley.

Jackson, B. (1985), Build customer relationships that last, Harvard Business Review, 63 (6), 120-8.

Johnston, W.J. and Lewin, J.E. (1996) Organisational buyer behavior: towards an integrative framework, Journal of Business Research, 35 (1) (January), pp. 1-15

https://doi.org/10.1016/0148-2963(94)00077-8

Knox, S. (2000). Organisational buyer behaviour, in Cranfield School of Management (eds), Marketing Management: A Relationship Marketing Perspective, Basingstoke: Macmillan, 62-76

https://doi.org/10.1007/978-1-137-26638-5_5

Lindgreen, A., Antioco, M., Palmer, R. and van Heech, T. (2009) High tech innovative products: identifying and meeting customers' value needs, Journal of Business and Industrial Marketing, 24 (3/4), 182-197

https://doi.org/10.1108/08858620910939732

Mason, K.J. and Gray, R. (1999) Stakeholders in a hybrid market: the example of air business passenger travel, European Journal of Marketing, 33 (9/10), 844-858

https://doi.org/10.1108/03090569910285779

McQuiston, D.H. and Dickson, P.R. (1991) The effect of perceived personal consequences on participation and influence in organisational buying, Journal of Business, 23, 159-177

https://doi.org/10.1016/0148-2963(91)90026-T

Mitchell, V-M. (1995). Organisational risk perception and reduction: A literature review, British Journal of Management, 6, 115-133.

https://doi.org/10.1111/j.1467-8551.1995.tb00089.x

Mitchell, V-M. (1999). Consumer perceived risk: conceptualisations and models, European Journal of Marketing, 33 (1/2), 163-95.

https://doi.org/10.1108/03090569910249229

Robinson, P.J., Faris, C.W. and Wind, Y. (1967). Industrial Buying and Creative Marketing, Boston, MA: Allyn & Bacon

Ronchetto, J.R., Hutt, M.D. and Reingen, P.H. (1989). Embedded patterns in organisational buying systems, Journal of Marketing, 53 (October), 51-62

https://doi.org/10.1177/002224298905300404

Smart, A. (2008) eBusiness and supply chain Integration, Journal of Enterprise Information Management, 21 (3), 227-246

https://doi.org/10.1108/17410390810866619

Sashi, C.M. and O'Leary, B. (2002). The role of Internet auctions in the expansion of B2B markets, Industrial Marketing Management, 31 (2) (February), 103-10

https://doi.org/10.1016/S0019-8501(01)00189-4

Smeltzer, L.R. and Carr, A.S. (2003) Electronic reverse auctions: promises, risks and conditions for success, Industrial Marketing Management, 32 (6) (August), 481-8

https://doi.org/10.1016/S0019-8501(02)00257-2

Spekman, R.E. and Gronhaug, K. (1986) Conceptual and methodological issues in buying centre research, European Journal of Marketing, 20 (7), 50-63

https://doi.org/10.1108/EUM0000000004656

Valla, J-P. (1982). The concept of risk in industrial buying behaviour, Workshop on Organisational Buying Behaviour, European Institute for Advanced Studies in Management, Brussels, December, 9-10

van Weele, A.J. (2002). Purchasing and Supply Chain Management, 3rd edn, London: Thomson Learning

Webster, F.E. and Wind, Y. (1972) Organisational Buying Behaviour, Englewood Cliffs, NJ: Prentice Hall

Weiss, Allen M., and Jan B. Heide (1993), The nature of organizational search in high technology markets, Journal of Marketing Research, 30 (May), 220-33

https://doi.org/10.1177/002224379303000207

Wells, G. (2010) How to ...develop an effective content marketing programme, B2B Marketing, 7 (10), (November/December) 36

Wilson, D.F. (2000). Why divide consumer and organisational buyer behaviour?, European Journal of Marketing, 34 (7), 780-796

https://doi.org/10.1108/03090560010331207

Wilson, E.J., Lilien, G.L. and Wilson, D.T. (1991) Developing and testing a contingency paradigm of group choice in organisational buying, Journal of Marketing Research, 28 (November), 452-466

https://doi.org/10.1177/002224379102800407

Available

Chapter 3 Organisational Buying Behaviour [Details]Price: USD $7.99*Licences / Downloadable file

Published in Business Marketing: The Theory and Practice of B2B

Chapter 3 Organisational Buying Behaviour [Details]Price: USD $7.99*Licences / Downloadable file
Terms and conditions of purchase | Privacy policy