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Dissertations / Theses on the topic 'Organizational buying behaviour'

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Published: 8 September 2021

Last updated: 29 July 2025

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1

Naude, Peter. "Modelling organizational buying behaviour incorporating judgmental methods." Thesis, University of Manchester, 1992. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.627953.

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This thesis is concerned with examining the role that judgmental modelling, or multicriteria decision making, can play in increasing our understanding of the organizational buying process. This evaluation has been made by collecting data from a number of real life decision environments within different organizations, using in-depth interviews facilitated by an interactive PC-based computer package. The decisions modelled varied by decision type, product type, and by industry. Four areas were identified in the literature where benefits from using judgmental modelling might be anticipated. These

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2

Lai, Kai-chee Neville, and 黎啓枝. "An analysis of the organizational buying behaviour in the electronic industry in Hong Kong." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1991. http://hub.hku.hk/bib/B31264979.

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Lai, Kai-chee Neville. "An analysis of the organizational buying behaviour in the electronic industry in Hong Kong /." [Hong Kong] : University of Hong Kong, 1991. http://sunzi.lib.hku.hk/hkuto/record.jsp?B13055252.

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4

Flyckt, Sara, Hanna Holmgren, and Amanda Werner. "The Value of Personal Communication VS Performance in Supplier Relationships in a Digital Era : A Multiple Case Study Explaining the Online Organizational Buying Behaviour in Sweden & UK when Purchasing Display Material." Thesis, Högskolan i Jönköping, Internationella Handelshögskolan, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-44106.

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Problem: The increasing online operations of the B2B market has led to companies being able to operate all over the world, making them exposed to various markets with different preferences of supplier relationships. For that reason, it is important for companies to consider aspects such as digitalization, culture and buyer-seller relationships when conducting business with foreign companies. One industry that has been reluctant towards this online shift is the display materials industry. However, during recent years display material suppliers operating online have become more successful. There

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5

Costeira, Alexandre Manuel Andrade. "Selecting advertising agencies : a seleção de Agências de Publicidade em Portugal." Master's thesis, Instituto Superior de Economia e Gestão, 2013. http://hdl.handle.net/10400.5/6289.

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Mestrado em Marketing<br>Em Portugal, a APAN (Associação Portuguesa de Anunciantes) e a APAP (Associação Portuguesa das Empresas de Publicidade e Comunicação) sugerem-nos e subscrevem um guia de boas práticas, que nos diz que há que ter presente que os concursos são exercícios altamente dispendiosos e desgastantes, tanto para as agências como para os anunciantes e que a seleção e a retenção da agência certa, é fundamental para qualquer anunciante, dado o importante papel que estas desempenham na promoção da empresa e das suas marcas, tendo como objetivo último, a sua rentabilidade. O objetivo

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6

Chase, Kevin S. "AN EXPLORATION OF ORGANIZATIONAL BUYING BEHAVIOR IN THE PUBLIC SECTOR." UKnowledge, 2018. https://uknowledge.uky.edu/marketing_etds/7.

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This dissertation begins with a comprehensive examination of the current state of research regarding organizational buying behavior. Through this review we identify a significant gap in our existing knowledge regarding organizational buying behavior in the public sector. Due to the high level of impact that government purchasing has on the economy, and the nuances that differentiate public from private sector purchasing practices, I further explore organizational buying behavior in the public sector to make the following contributions. First, I highlight the common practice in business-to-gove

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7

Gartnell, Andreas, Martin Freij, and Adam Svensson. "Brands in business-to-business : A qualitative research of brand influence in organizational buying behavior." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-27376.

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Brands are well recognized to create trust and develop both cognitive and emotional ties with customers, but primarily in business-to-consumer (B2C) markets. Recent research acknowledges the fact that brands, despite the differences between B2C and business-to-business (B2B) contexts, may carry valuable features in B2B contexts as well. B2B purchasing is a combination of decisions made by individuals and their decision could many times be influenced by personal- as well as affective- and cognitive factors, although in an organizational setting. This study intended to examine the influence of b

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8

WARNECKE, LEA CHARLOTTE. "Organizational Buying Behavior of Biotech-Oriented Academic Institutions : A Case Study of Sartorius Stedim Biotech." Thesis, KTH, Industriell marknadsföring, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-189459.

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Lately the pharmaceutical industry is confronted with newly emerging needs which puts firms under a high cost pressure. As a result pharmaceutical equipment provider such as Sartorius Stedim Biotech (SSB) are affected by that in a similar way trying to deliver products and services that promise best value for money. A so-called go-to-market project should serve to evaluate each customers’ sales potential in order to allocate resources accordingly. Hence, ome market segments such as the “academic market” which is comprised of research institutes and academic institutions (=colleges and univers

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9

Verville, Jacques C. "An empirical study of organizational buying behavior, a critical investigation of the acquisition of ERP software." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 2000. http://www.collectionscanada.ca/obj/s4/f2/dsk1/tape2/PQDD_0018/NQ51275.pdf.

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10

Belulaj, Arbnor, and Fredrik Celion. "Industrial buyer behavior : A study of the industrial buying behavior in Life Science organizations when faced with a radical innovation." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-155555.

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A central part of the marketing process is to be aware of why a customer or buyer makes a purchase and without such an understanding, businesses find it hard to respond to the customer‟s needs and wants. A large part of the current literature concerned with industrial buyer behavior has tended to focus on modeling and mapping the industrial buyer behavior. However, little research has been found on how the industrial buyer behaves when faced with a radical product innovation. Therefore, the purpose of this thesis is to investigate the industrial buyer behavior of firms within the Life Science

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11

Biedenbach, Galina. "Brand building in the business-to-business context : The brand equity perspective." Doctoral thesis, Umeå universitet, Företagsekonomi, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-60749.

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The main purpose of this doctoral dissertation is to investigate factors affecting B2B brand building by applying the brand equity perspective in the professional services context. Three peer-reviewed and published articles and one book chapter examine different aspects related to the enhancement of brand equity and brand building in the B2B context. The first paper entitled “Brand equity in the business-to-business context: Examining the structural composition” (Biedenbach 2012) investigates the structural composition of brand equity and the interrelationships between the dimensions of brand

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12

Brandt, Johan, and Oscar Wärnling. "Addressing the Digital Forensic Challenges Within Modern Law Enforcement : A study of digital forensics and organizational buying behavior from a DF-company perspective." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279595.

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Today’s law enforcement agencies are presented with challenges regarding how to navigate the rapidly changing technical landscape. The proliferation of digital devices in society has presented opportunities for modern criminals, resulting in substantial changes in criminal behavior. Digital devices have, thus, become a crucial piece of evidence within forensic investigation processes, which has caused the field of digital forensics to emerge as a central part of modern law enforcement. However, law enforcement is experiencing substantial challenges in regard to handling the complexity of moder

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13

Buzzo, Everton Jose. "O comportamento do consumidor organizacional e a influência da tecnologia da informação: um estudo no setor médico-hospitalar brasileiro." Universidade de São Paulo, 2015. http://www.teses.usp.br/teses/disponiveis/96/96132/tde-22022016-170206/.

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A presente tese visou contribuir com a literatura de comportamento do consumidor organizacional por meio de um estudo de compreensão da influência da utilização das novas tecnologias da informação no centro de compras de hospitais brasileiros. Para tanto, foi realizada uma revisão bibliográfica sobre a área de comportamento do consumidor organizacional e o centro de compras, desde os primeiros modelos conceituais propostos até as pesquisas publicadas na atualidade. A revisão bibliográfica realizada possibilitou o desenvolvimento de cinco hipóteses que foram verificadas na pesquisa. Para o aten

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14

Kautish, Pradeep [Verfasser]. "An Analytical Study on Perspectives of Brand Awareness and Its Impact upon Consumer Buying Behavior with a View to Facilitate Managerial Decision Making in Organizations / Pradeep Kautish." München : GRIN Verlag, 2011. http://d-nb.info/1188314181/34.

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15

Sousa, Paulino de. "Análise do comportamento e do processo de decisão de compra do cliente organizacional." Master's thesis, 2011. http://hdl.handle.net/1822/16366.

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Dissertação de mestrado em Engenharia e Gestão Industrial<br>A globalização e massificação dos mercados contribuíram significativamente para um aumento da competitividade nos negócios à escala mundial. Esta conjetura conduz à necessidade da aplicação de novas abordagens organizacionais que permitam criar mais valor para o produto ou serviço. O marketing tem vindo a assumir uma função importante nas organizações, desempenhando um papel determinante na obtenção de um nível de eficiência e eficácia fundamental. Integrando todas as funções organizacionais, o marketing visa conhecer os clientes e a

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16

Morgado, André Telmo Pires de Vilares. "The role of reference marketing in capital buying decisions: evidence from the Portugueses electric power industry." Doctoral thesis, 2017. http://hdl.handle.net/10400.5/14916.

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Doutoramento em Gestão<br>In marketing reference processes, existing customers act as advocates for firms. With their enthusiasm, they provide testimonials, receive visits from potential customers, and contribute information on adopted solutions and their performance. This activity is highly valuable for firms insofar as it helps them to acquire strategic assets that allow for profitable marketing action, either by increasing credibility and reputation or by reducing the perceived risks associated with the purchasing of services or products from a particular supplier. In this study, I suggest

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17

Hsieh, Ling-Wei, and 謝苓瑋. "Relationships Among Group-buying Behavior Participation,Workplace Friendship and Organizational Citizenship Behavior." Thesis, 2015. http://ndltd.ncl.edu.tw/handle/73451297066531931735.

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碩士<br>銘傳大學<br>諮商與工商心理學系碩士在職專班<br>103<br>Drawing from the social network theory, this study has four objectives: first, to assess the effect of group-buying behavior participation on workplace friendship and organizational citizenship behavior, respectively. Second, to test the mediating effect of workplace friendship on the relationship between group-buying behavior participation on and organizational citizenship behavior. Finally, to explore the moderating effect of supervisor participation on the relationship between group-buying behavior participation and workplace friendship. Survey data w

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18

Tu, Dinh Ngoc, and 丁玉秀. "Organizational Buying Behavior and E-commerce Impact on Furniture Industry." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/23180018559670676569.

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碩士<br>國立高雄應用科技大學<br>商務經營研究所<br>94<br>Understanding organizational buying behavior is an area of social science which continuously experiences increased interest as business competition is more intense than ever. The interest radiates both from academia and the business world. This Master’s thesis studies the behavior of Vietnamese small and medium sized of organization in the context of buying a communications solution. A communications solution is an assortment of products and services that keep a business connected both internally and to outside world through for example telephony and email.

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19

Wu, Ju-Lan, and 烏汝蘭. "Explore the Organizational Buying Behavior of Medical Institutions for Hospital Material." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/96639179137187572028.

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碩士<br>國立高雄第一科技大學<br>行銷與流通管理研究所<br>99<br>This study intends to explore the key factors considered within the buying behavior of medical institutions. The relevance of the considered factors for ostomy material to these institutions’ buying behavior depends upon different types of buyingclass and various members involved in buying center. The information derived from this study is important for medical material suppliers to formulate effective marketing strategies for individual medical institutions. This study used qualitative research in which, after the development of a questionnaire, persona

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20

"Consumption buying versus organizational buying: the effects of friendship and seller job status on Chinese bargaining behavior." Chinese University of Hong Kong, 1996. http://library.cuhk.edu.hk/record=b5888825.

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by Mak Yuen-Kwan.<br>Thesis (M.Phil.)--Chinese University of Hong Kong, 1996.<br>Includes bibliographical references (leaves 161-189).<br>ABSTRACT --- p.i<br>TABLE OF CONTENTS --- p.iv<br>LIST OF TABLES --- p.viii<br>ACKNOWLEDGMENTS --- p.x<br>CHAPTER<br>Chapter I. --- INTRODUCTION --- p.1<br>Background --- p.1<br>Impact of Cultural Values on Buying- Selling Process --- p.3<br>Chinese Bargaining Behavior --- p.8<br>Chapter II. --- REVIEW OF LITERATURE --- p.18<br>Definitions of Bargaining --- p.18<br>Buyer-Seller-Situation Dyadic Interaction Process --- p.31<br>Consumption Buying Vs

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21

Van, den Bergh Jacobus. "The awareness and perception of cloud computing technology by accounting firms in Cape Town." Diss., 2016. http://hdl.handle.net/10500/23279.

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Cloud accounting software (CAS) emerged as part of the overall development of cloud computing. The cloud, as it is referred to, has heralded a new age in information technology and offers new and unique opportunities and challenges for organisations of all sizes. The aim of this study was to determine the awareness and perception of cloud computing technology by accounting firms in Cape Town. The findings of the survey reveal that significant awareness exists of CAS by firm managers and accountants. In some respects there are significant differences between small and medium-large firms regard

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22

Syrovatka, Nathalie. "B2B buying decision-making and social media: examining the role of emotions and social media in organizational buying decisions." Master's thesis, 2020. http://hdl.handle.net/10362/123545.

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Social media has increased in its usage and opportunities during the past decade and gained significance for B2B companies. The purchasing decision-making process can be shaped by using social media to trigger essential emotions of the buyers. However, the current literature landscape does not embody the same scope as it occurs in the economy. This study aims to understand the emotional states in the B2B buying decision-making process and the correlating impact of social media on buying behavior. A total of 12 in-depth semi-structured interviews were conduct

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23

Chang, Te-Yi, and 張德儀. "The Study on the Travel Agency Organization Buying Behavior - An Application of Logit Model." Thesis, 1995. http://ndltd.ncl.edu.tw/handle/63167470186082102005.

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24

Wang, Li-Shan, and 王立善. "Under global logistics, the Study On Organizational Buying Behavior when Taiwanese Electronic Enterprises Purchase ERP System." Thesis, 1999. http://ndltd.ncl.edu.tw/handle/06648069025958642043.

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碩士<br>國立臺灣大學<br>國際企業學研究所<br>87<br>Thesis Abstract Graduate Institute of International Business National Taiwan University Name: Wang, Li-Shan Month/Year: June, 1999 Advisor: Dr. Jaw, Yi-Long Under global logistics, the Study On Organizational Buying Behavior when Taiwanese Electronic Enterprises Purchase ERP System The major purpose of the thesis is to understand the organizational buying behavior when Taiwanese electronic corporations buy ERP system. We want to know the relationship bet

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Cheng, Pei-Chi, and 鄭珮綺. "The Study on Organizational Buying Behavior on Materials- The Case Study of Stated-owned Railways Enterprise." Thesis, 2010. http://ndltd.ncl.edu.tw/handle/04964048771567342628.

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碩士<br>國立交通大學<br>管理學院碩士在職專班經營管理組<br>98<br>This study was aimed to investigate material-buying behavior of government-owned railways enterprise organization. The research purposes were to discuss material-buying behavior of government-owned railways enterprise organization considering industrial buying behavior in organization and to realize the impact of procurement staff and material property on material buying center and their importance in decision making process. Finally, the study explored the impact of procurement staff on material buying center and the decision making process. The resea

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26

Kuo, Chiou-yu, and 郭秋瑜. "A Study of Organizational Buying Behavior Factors in the Adoption of Electronic Procurement Methods in the Enterprise." Thesis, 2003. http://ndltd.ncl.edu.tw/handle/07360668161859694591.

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碩士<br>國立高雄第一科技大學<br>運輸倉儲營運所<br>91<br>The Internet has broadened the range of the traditional information technology, and it not only can connect with the consumer point and supply point, but facilitate new electronic businesses immediately. As introduced above, the MOEA (Ministry of Economic Affairs) of Executive Yuan has proposed the industrial digital plans (A, B, C, D and E plans) to strengthen the supply and information technology capabilities of the small and medium enterprises from 1999 until now. The most effective and beneficial application for industries is the “e-Procurement” method.

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27

Li, Chia-Chun, and 李佳純. "Research of the correlation among Buying Behavior Factors,CRM and Organizational Performance：An Empirical Study of Taiwan Manufacturing Industries." Thesis, 2009. http://ndltd.ncl.edu.tw/handle/etrwax.

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碩士<br>崑山科技大學<br>企業管理研究所<br>97<br>Along with industrial environment globalization, liberalization, international market competition day by day intense , Internet fast development, as well as the current global finance storm causes integrity not booming under, the low gross profit, zero gross profit and the growth slow challenge, is even transport business predicament which present many manufacturing industries face, many manages the expert also to propose regarding this states opinion, the entrepreneur should manage purely the thought pattern from the past only emphatically in the product manuf

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Lin, Chen-Kang, and 林成康. "A Study of Organizational Buying Behavior for Machine Tools in Taiwan - An Illustration of CNC Lathe and Machining Center." Thesis, 1996. http://ndltd.ncl.edu.tw/handle/67688563289817098590.

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29

Huang, Chun-Rong, and 黃俊榮. "A Study of Organizational Buying Behaviors and Cognitive Difference in Global Information Industry：The Case of Global Monitor Industry." Thesis, 2001. http://ndltd.ncl.edu.tw/handle/80834155319335510239.

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碩士<br>國立臺灣科技大學<br>企業管理系<br>89<br>In this research, we select global monitor industry to be served as the research objective. The major research purposes are: (a) to realize what kinds of the factors which buyers take criterions seriously; (b) to realize what kinds of the factors which suppliers take criterions seriously; (c) to analyze the differences of the criteria’s cognition between buyers and suppliers; (d) to find out the factors causing the cognitive differences between buyers and suppliers. In our study, we have four results as following: 1.Information sources, en

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30

Pai, Hui-Lan, and 白慧蘭. "A Study of Risk Attitude, Personal Involvement and Organization Purchasing Policy to the Buying Behavior in Print Cartridges." Thesis, 2008. http://ndltd.ncl.edu.tw/handle/74857283769980065934.

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碩士<br>中原大學<br>企業管理研究所<br>96<br>The price ratio of Printer to Print Cartridges is higher in expendables. It means that the total purchasing amount of original print cartridges during printer’s life time maybe be equal to the price of one printer. It costs much money without consideration of the“Third party cartridges”in organization purchasing. But to use the “Third party cartridges” is likely that the cartridges are not good enough, to make machine malfunction in the printing process. How does the buyer to consider and choose? Besides, does the buyer‘s product knowledge and involvement influen

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