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Organizational Buying Processes

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Organizational Buying Behaviour

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Abstract

In the previous chapter we examined the importance of a range of economic and technical influences on the organizational buying decision and introduced the concept of the organizational buying process as a sequence of events occurring over time during which the organization made the purchasing decision. The purpose of this chapter is to examine this process in greater detail and to indicate to the reader how such process models of organizational buying behaviour can be of practical use in industrial marketing decision-taking

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Authors
  1. Stephen T. Parkinson
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  2. Michael J. Baker
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  3. K. Moller
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Copyright information

© 1986 Stephen T. Parkinson and Michael J. Baker

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Parkinson, S.T., Baker, M.J., Moller, K. (1986). Organizational Buying Processes. In: Organizational Buying Behaviour. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-08048-9_5

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