Abstract
Information search process is an important-component of the organizational purchasing process. In this study, an attempt has been made to find out the information requirements, message sources and sellers’ perceptions and buyers’ responses with regard to information input in the purchasing decision-making. To fulfill this objective, the study was conducted at the backdrop of Indian industrial electronics market. A sample of 33 organizations under two buying situations viz. purchase of major capital items and purchase of minor capital items were considered. As such a total of 65 executives were personally interviewed with a structured questionnaire. The results of the study indicate that recommendations from other users are an important channel for communication in the market and the role of sales engineer as the provider of information to the industrial buyers is important.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Anupama, K. (1984) Communication in industrial marketing, Indian Journal of Marketing, 15.1. pp.29-32.
Baker, M. and Parkinson, S. Information source preference in industrial adption decisions, in contemporary marketing thought, in B. Greenberg and D Bellenger, (eds.). Chicago: American Marketing Associasion, pp.258-261, 1977.
Jackson, D.W., Keith, J.E. and Burdick, R.K. (1984) Purchasing agents’ perceptions of industrial buying center influence: A situational approach, Journal of Marketing, 48,4, pp. 75-83
Krapfel, R.E. (1985) An advocacy behabiour model or organisational buyer’s vendor choice, Journal of Marketing, 49,4, pp.51-59
Lehmann, D.R. and O’shaughnessy, J. (1974) Difference in attribute importance for different industrial products, Journal of Marketing, 38,2, pp.36 - 42
Monoky, J.F. Preferences and attitudes towards source of information by industrial purchasing agents as a function of the buying situation, unpublished doctoral dessertation, Pennsylvani State University, 1973
Monoky, J.F., Mathews, H.L. and Wilson, D.T. Information source preference by industrial buyers as a function of the buying situation. Working paper college of Business Administration, Pennsylvania state university, 1975.
Moriarty, R.T. and Spekman, R.E. (1984) An empirical investigation of the information sources used during the industrial buying process Journal of Marketing Research, 21,1, pp.137 - 147
Ozanne, U.B. and Churchill, G.A., Adoption Research: Information sources in the, in the industrial purchasing decision. In the proceedings of the American Marketing Association, Fall, 1968, pp.352-359
Robinson, J.P., Faris. C.W. and Wind.Y. Industrial buying and creative marketing,, Allyn and Bacon Inc., Boston, 1967.
Webster, F.E.Jr. (1970) Informal Communication in industrial markets, Journal of Marketing Research 7,2, pp. 186-189.
Weiss, A.M. and Heide, J.B. (1993) The nature of organizational search in high Journal technology market, of Marketing Research, 30, 2, pp.220-33.
Weiss, A.M. and Heide, J.B. (1995) Vendor consideration and switching behaviour for buyers in high technology markets, Journal of marketing 59, 3, pp 30-43.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Muralidharan, S., Jayachandran, S. (2015). Information Search process in the organizational Buying Decision-Making-An Empirical Study in the Indian Industrial Electronics Market. In: Sidin, S., Manrai, A. (eds) Proceedings of the 1997 World Marketing Congress. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17320-7_12
Download citation
DOI: https://doi.org/10.1007/978-3-319-17320-7_12
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17319-1
Online ISBN: 978-3-319-17320-7
eBook Packages: Business and EconomicsBusiness and Management (R0)