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Buying Decision Models: Influences on Choice

In: Organizational Buying Behaviour

Author

Listed:
  • Stephen T. Parkinson
  • Michael J. Baker
  • K. Moller

Abstract

From the discussion of the professional aspects of purchasing in the previous chapter it is evident that the behaviour of the organizational buyer is likely to be strongly influenced by the economic and technical dimensions of the buying decision. This assumption was made in much of the early reported research into organizational buying behaviour and has had considerable influence on industrial marketing policy. This chapter examines the evidence on the relative importance of such factors and their impact on the organizational buying decision.

Suggested Citation

  • Stephen T. Parkinson & Michael J. Baker & K. Moller, 1986. "Buying Decision Models: Influences on Choice," Palgrave Macmillan Books, in: Organizational Buying Behaviour, chapter 4, pages 78-110, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-08048-9_4
    DOI: 10.1007/978-1-349-08048-9_4
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