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Organizational Buying Outcomes and Their Effects on Subsequent Decisions

Organizational Buying Outcomes and Their Effects on Subsequent Decisions In organizational buying, the outcomes of one purchase decision, and activities in the post‐decision period, affect how the next related decision is approached. Here a taxonomy is developed to organize buying decision outcomes. Using an established conceptualization of the buying centre and buying decision process, a propositional inventory of how selected outcomes may impact aspects of subsequent organizational buying decisions is also suggested. This leads to implications for marketing managers and to directions for further research. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png European Journal of Marketing Emerald Publishing

Organizational Buying Outcomes and Their Effects on Subsequent Decisions

European Journal of Marketing , Volume 26 (4): 17 – Apr 1, 1992

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Publisher
Emerald Publishing
Copyright
Copyright © 1992 MCB UP Ltd. All rights reserved.
ISSN
0309-0566
DOI
10.1108/03090569210012417
Publisher site
See Article on Publisher Site

Abstract

In organizational buying, the outcomes of one purchase decision, and activities in the post‐decision period, affect how the next related decision is approached. Here a taxonomy is developed to organize buying decision outcomes. Using an established conceptualization of the buying centre and buying decision process, a propositional inventory of how selected outcomes may impact aspects of subsequent organizational buying decisions is also suggested. This leads to implications for marketing managers and to directions for further research.

Journal

European Journal of MarketingEmerald Publishing

Published: Apr 1, 1992

Keywords: Decision making; Industrial marketing; Purchasing

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