Organizational buying as muddling through: A practice–theory approach
This study provides a complementary perspective to conventional rational models of organizational buying behavior (OBB) by applying Lindblom's (1959, 1979) notions of muddling through and disjointed incrementalism to OBB. In doing so, the study develops a novel practice–theory framework of the organizational buying process. The qualitative field study of a family-owned food-processing company is based on this practice–theory framework. The results suggest that OBB is a boundedly rational exercise in muddling through, rather than a completely rational and well-planned goal-oriented process. OBB involves interplay between various enduring structures and various situational events on different contextual levels. The study provides empirical evidence of the validity of the notions of muddling through and disjointed incrementalism, and their relevance to the organizational buying processes.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Moller, K. E. Kristian, 1985. "Research strategies in analyzing the organizational buying process," Journal of Business Research, Elsevier, vol. 13(1), pages 3-17, February.
- Ahrens, Thomas & Chapman, Christopher S., 2007. "Management accounting as practice," Accounting, Organizations and Society, Elsevier, vol. 32(1-2), pages 1-27.
- Halinen, Aino & Tornroos, Jan-Ake, 2005. "Using case methods in the study of contemporary business networks," Journal of Business Research, Elsevier, vol. 58(9), pages 1285-1297, September.
- Isabelle Huault & V. Perret & S. Charreire-Petit, 2007. "Management," Post-Print halshs-00337676, HAL.
- Barclay, Donald W. & Bunn, Michele D., 2006. "Process heuristics in organizational buying: Starting to fill a gap," Journal of Business Research, Elsevier, vol. 59(2), pages 186-194, February.
- Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.
- Pettigrew, Andrew M., 1997. "What is a processual analysis?," Scandinavian Journal of Management, Elsevier, vol. 13(4), pages 337-348, December.
- Henry Mintzberg, 1978. "Patterns in Strategy Formation," Management Science, INFORMS, vol. 24(9), pages 934-948, May.
- Silva, Francisca & Majluf, Nicolás, 2008. "Does family ownership shape performance outcomes?," Journal of Business Research, Elsevier, vol. 61(6), pages 609-614, June.
When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:65:y:2012:i:6:p:773-780. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei)
If references are entirely missing, you can add them using this form.