Buyer Behavior in Business Markets: A Review and Integrative Model

Document Sample
Buyer Behavior in Business Markets: A Review and Integrative Model Powered By Docstoc
					Buyer Behavior in Business Markets: A Review and Integrative Model
C M Sashi
Journal of Global Business Issues; Summer
				
DOCUMENT INFO
Description: Buyer behavior in business markets has received much less attention than buyer behavior in consumer markets. By its very nature organizational buying behavior is complex involving a group choice decision with multiple individuals from different departments who have distinct functional skills and occupy different positions in the hierarchical structure of an organization. Understanding buyer behavior in business markets will facilitate the establishment and maintenance of interorganizational exchange relationships. We review extant models and research on buyer behavior in business markets and develop an integrative model to understand buyer behavior and help formulate strategy in business markets. [PUBLICATION ABSTRACT]
BUY THIS DOCUMENT NOW PRICE: $6.95 100% MONEY BACK GUARANTEED
PARTNER ProQuest LLC
ProQuest creates specialized information resources and technologies that propel successful research, discovery, and lifelong learning.