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The Buying Behavior Of Organizations

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  • BARAGAN, Laura-Georgeta
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    Abstract

    The nature of industrial products, their value, the heterogeneity of industrial clients, have a great impact on the buying act. Under the impact of all the systems that give particularities  to  the  demand,  the  offer,  the  products’  nature  or  to  the  participants  of  market  transactions, the buying process in the industrial field has a particular structure. The behavior of the organizational consumer is influenced by a series of factors, which have a major impact on the purchase decisions. Specialists in the field have identified four groups of factors: environment factors, organizational factors, interpersonal factors, personal factors. Also, it is very important to say that the particularities of the industrial marketing mix have a major impact on the behavior of the organizational consumer.

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    File URL: http://holisticmarketingmanagement.ro/RePEc/hmm/v1i1/7/5.pdf
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    Bibliographic Info

    Article provided by Holistic Marketing Management in its journal Holistic Marketing Management.

    Volume (Year): 2 (2012)
    Issue (Month): 3 (September)
    Pages: 40-44

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    Handle: RePEc:hmm:journl:v:2:y:2012:i:3:p:40-44

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    Web page: http://holisticmarketingmanagement.ro

    Related research

    Keywords: industrial marketing; the buying process; the organizational consum;

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