Organizational Buying Behaviour

Purchasing and Marketing Management Implications

  • Authors
  • Stephen T. Parkinson
  • Michael J. Baker
  • K. Moller

Table of contents

  1. Front Matter
    Pages i-xiv
  2. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 1-17
  3. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 18-42
  4. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 43-77
  5. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 78-110
  6. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 111-155
  7. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 156-187
  8. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 188-222
  9. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 223-249
  10. Stephen T. Parkinson, Michael J. Baker, K. Moller
    Pages 250-256
  11. Back Matter
    Pages 257-268

About this book

Introduction

The markets which most managers operate in today are subject to rapid change, making it vitally important to know as much about the behaviour of their customers as possible. This book looks at the behaviour of the organizational customer and is designed to help the industrial marketing manager understand and predict his customers' behaviour effectively. It is based on a distillation of the views of academic researchers who have investigated organizational buying decisions over the last twenty years or so, but the discussion is always pragmatic and is strongly influenced by the real industrial consultancy problems which the authors have faced. Extended case histories of specific buying decisions are used to illustrate the discussion, and an annotated bibliography makes this a useful source reference for those wishing to study organizational buying decisions further.

Keywords

management marketing marketing management organization

Bibliographic information

  • DOI https://doi.org/10.1007/978-1-349-08048-9
  • Copyright Information Palgrave Macmillan, a division of Macmillan Publishers Limited 1986
  • Publisher Name Palgrave Macmillan, London
  • eBook Packages Palgrave Business & Management Collection
  • Print ISBN 978-1-349-08050-2
  • Online ISBN 978-1-349-08048-9
  • About this book
Industry Sectors
Pharma
Automotive
Chemical Manufacturing
Biotechnology
Consumer Packaged Goods