Abstract
This paper reports the findings of an extensive literature search and significant number of open ended interviews regarding how industrial equipment purchases are made. The authors find that a paradigm for the process can be constructed which will help researchers design empirical tests. The authors discuss key concepts of the interpersonal interactions which constitute industrial buying behavior. The process paradigm developed tends to confirm previous authors in that a two stage process seems to be quite general.
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Agarwal, M.K., Burger, P.C., Venkatesh, A. (2015). Industrial Consumer Behavior: Toward an Improved Model. In: Bellur, V. (eds) The 1980’s: A Decade of Marketing Challenges. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16976-7_17
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