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Journal articles on the topic 'Organizational buying behaviour'

Author: Grafiati

Published: 8 September 2021

Last updated: 29 July 2025

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1

Sinčić Ćorić, Dubravka, Ivan-Damir Anić, Sunčana Piri Rajh, Edo Rajh, and Nataša Kurnoga. "Organizational buying decision approaches in manufacturing industry: developing measures and typology." Journal of Business & Industrial Marketing 32, no. 2 (2017): 227–37. http://dx.doi.org/10.1108/jbim-10-2014-0214.

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Purpose This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia. Design/methodology/approach The data collected by company survey were analysed using exploratory and confirmatory factor analyses, cluster analysis and cross-tabulation analysis. Findings Results show that manufacturers are influenced by six distinctive factors when making purchasing decisions. These are supplier’s flexibility, supplier’s reliability, interdepartmental communication, top management support, routine purchases and buyer’s price sensitivity. Manuf

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Afif, Karima, Claudia Rebolledo, and Jacques Roy. "Organizational buying behaviour for perishable‐food packaging in grocery retail." Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration 37, no. 4 (2020): 483–94. http://dx.doi.org/10.1002/cjas.1565.

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Ramanayake, H. R. D. A. N., and G. T. T. K. Pushpasiri. "The Impact of Hedonic Shopping Motives on Online Fashion Clothing Shoppers’ Compulsive Buying Behaviour in Sri Lanka." Colombo Journal of Multi-Disciplinary Research 8, no. 1-2 (2023): 51–74. http://dx.doi.org/10.4038/cjmr.v8i1-2.75.

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The Internet has undoubtedly made people’s lives easier than the past by providing various forms of facilities from mere information search to advanced business operations. With the development of the Internet, buying goods through online platforms too has increased leading to excessive buying patterns irrespective of the actual need for goods and services. With increased stress levels, work life pressure and many other factors, people tend to buy goods excessively from physical as well as online platforms. A number of scholars have examined the factors affecting this compulsive buying behavio

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Ramadania, Ramadania, Ratnawati Ratnawati, Juniawati Juniwati, Nur Afifah, Heriyadi Heriyadi, and Dio Caisar Darma. "Impulse Buying and Hedonic Behaviour: A Mediation Effect of Positive Emotions." Virtual Economics 5, no. 1 (2022): 43–64. http://dx.doi.org/10.34021/ve.2022.05.01(3).

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This paper is devoted to building a miniature of an impulse buying behaviour in department stores, which is influenced by hedonic shopping value, store environment, and price discount factors, which involve the role of positive emotions as a mediator. A comparative causal-based quantitative approach examines empirical relationships. Characteristics of the questionnaire invite respondents to be surveyed at Matahari and Transmart Department Stores in Pontianak who are instructed to use purposive sampling. In the next procedure, interpreting the data is processed with SmartPLS, which emphasizes t

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Markou, Helena. "The Window of Opportunity." Logos 34, no. 1 (2023): 7–23. http://dx.doi.org/10.1163/18784712-03104055.

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Abstract This article explores UK bookselling in terms of the retail buying functions, promotional activity, merchandising, and stock management processes commonly adopted. The business structures and mechanisms that dictate organizational book buying in the UK market are also explored in terms of the time allowed for titles to succeed or fail. These very practical and logistical aspects of retailing are brought to life by the qualitative data obtained through seven semi-structured interviews in 2018–2019. The sample represented actors across the UK publishing industry supply chain but focused

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KC, Ajita, and Puja Tamang. "Factors Influencing Impulsive Buying Behaviour of Women in Supermarkets of Nepal." Journal of Business and Social Sciences Research 7, no. 2 (2022): 95–108. http://dx.doi.org/10.3126/jbssr.v7i2.51495.

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The primary goal of this study is to examine the factors influencing Nepalese women's impulsive buying behaviour in supermarkets. Cross-sectional research design was adopted for carrying out the study in which 211 responses were collected both online and in printed form. Selection of respondents was based on convenience and judgement sampling. Women's impulsive purchasing behaviour in supermarkets was found to be highly influenced by their financial independence and the store environment. Further, the outcomes of the study reveal that women are more inclined to shop when they have the financia

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Caldeira, Rui Nóbrega, and Alfonso Infante Moro. "The Influence of the Code of Ethics and Corporate Social Responsibility on Consumer Buying Behaviour." Revista de Gestão Social e Ambiental 18, no. 12 (2024): e09369. https://doi.org/10.24857/rgsa.v18n12-092.

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Objective: To analyze the impact of Corporate Social Responsibility (CSR) on organizational reputation and assess how codes of ethics influence consumer behavior. Theoretical Framework: This study examines CSR principles, focusing on aspects like ethical labor practices, community development, and environmental sustainability. It includes an exploration of "Greenwashing," a practice where companies promote sustainable values without significant eco-efficient actions. Method: A survey was conducted with 230 Portuguese consumers to evaluate their awareness and perceptions of CSR and ethical prac

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Narender, Chinthamu. "Green Innovation Strategies, Organizational Competencies And Firms Performance In The Context Of Manufacturing Sector." International Journal of Advance and Applied Research 10, no. 1 (2022): 1151–55. https://doi.org/10.5281/zenodo.7580303.

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Businesses are increasingly offering eco-friendly goods and services. In the traditional view of how innovations are accepted, current research has highlighted the barriers and motivations behind this consumer choice. According to this research the adoption of green innovations should be seen as a consistent acceptance of interconnected green consumer behaviors. These behaviors are more than just a decision maker, they require a change in habits and routines and occur over time. We will consider adopting green consumer habits with our Zero Waste Buying (ZW) case study. We found barriers and dr

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Dr., A. Lakshmanan, and V. Karthik Dr. "CONSUMER BEHAVIOUR AND SATISFACTION TOWARDS ONLINE SHOPPING – A STUDY WITH REFERENCE TO TIRUPPUR DISTRICT." International Journal of Interdisciplinary Research in Arts and Humanities 3, no. 1 (2018): 65–70. https://doi.org/10.5281/zenodo.1173270.

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Consumer psychology is the study of the interactions between consumers and organizations that produce consumer products. Consumer behaviour has been of interest to organizational psychologists since the beginning of the field. Consumer behaviour could be conditioned and therefore, predicted and controlled just like any other kind of behaviour. The study of consumer helps the firms and organizations to improve their marketing strategies. Commerce has evolved over the centuries. Prior to the evolution of money it was a simple barter process where things could be exchanged for things. The evoluti

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Kiran, Sharma, Gupta Aditya, and Vora Kartik. "A PARADIGM SHIFT IN BUYING BEHAVIOUR OF HEALTH INSURANCE DURING COVID-19." Manager - The British Journal of Administrative Management 27, no. 145 (2021): 238–54. https://doi.org/10.5281/zenodo.5993422.

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<strong>ABSTRACT</strong> Traditionally, insurance service providers have not relied on technology-based dissemination of their services; however, this trend has shifted to technology-enabled distribution. Nowadays, given COVID-19, these technology aspects have been adopted widely by a large number of service providers. In Indian context, insurance policies are still being provided using traditional methods by the companies, and it seems imperative to use technology in insurance relates services to increase the value for the customers. Additionally, due to COVID-19, the customers who want to a

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Yolcu, Saule, and Daniel Meyer. "Impulsive buying behaviour of consumers for online purchases in the city of Astana, Kazakhstan." Journal of Eastern European and Central Asian Research (JEECAR) 10, no. 7 (2023): 956–65. http://dx.doi.org/10.15549/jeecar.v10i7.1331.

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This article explores the phenomenon of consumers' impulsive buying behavior for online purchases and its influencing factors in an online context by analyzing previous research in this field. Impulsive purchases have increased in frequency in digital contexts due to the development of e-commerce and the COVID-19 pandemic. The study offers a framework for understanding impulsive purchasing behavior that considers its definition and the categories and variables influencing it. For the study's survey on impulsive purchases made online, 132 respondents in Kazakhstan participated. The study concen

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Kapoor, Dr Geetika Tandon, Ashish Gupta, and Esha Dhawan. "Consumer buying behaviour towards online shopping: an empirical study with reference to Lucknow city, India." International Journal of Applied Research 8, no. 4 (2022): 29–36. http://dx.doi.org/10.22271/allresearch.2022.v8.i4a.9620.

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Donyai, P., N. Patel, and H. Almomani. "Why do people end up buying fake medicines online? A thematic analysis of newspaper articles." International Journal of Pharmacy Practice 29, Supplement_1 (2021): i1. http://dx.doi.org/10.1093/ijpp/riab016.000.

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Abstract Introduction The internet provides a platform for both legal and illegal online suppliers of medicines, which are sometimes difficult to distinguish between. Therefore, consumers accessing the internet are at risk of purchasing fake medicines from illegal suppliers. This is particularly problematic when people buy Prescription-Only Medicines (POMs) from the internet, despite an abundance of governmental campaigns 1. This under-researched issue has nonetheless been highlighted in news articles in the past few years which are a potential source of information, albeit informally, about h

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Miotto, Giorgia, Alicia Blanco-González, Jessica Paule-Vianez, and Sandra Escamilla-Solano. "Managing Perceived Legitimacy in Uncertain Times: The Effects of Long-Covid." Tripodos, no. 54 (December 4, 2023): 03. http://dx.doi.org/10.51698/tripodos.2023.54.03.

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Uncertainty and unpredictability are the main characteristics of a crisis: the Covid-19 pandemic was definitely characterised by these two issues. During the Covid-19 pandemic, people experienced a very high level of fear that affected their behaviour in several dimensions of their lives, including their buying habits. Retailing was one of the most affected industries due to government health regulations and people’s fears and emotions. In such tumultuous times, organizational legitimacy plays a crucial role since consumers tend to interact with legitimate organizations, avoiding companies tha

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Yadav, Brijesh Kumar, and Abhijeet Singh. "Analyzing the Influence of Customer Relationship Management on Firm Performance." International Journal of Customer Relationship Marketing and Management 5, no. 3 (2014): 69–97. http://dx.doi.org/10.4018/ijcrmm.2014070105.

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Today, companies have come to realize that customers are the foundation of a business and effective relationship management is indispensible for the success of an organisation. Hence, one of the most important objectives of a company is to satisfy its customers as they are the backbone and keep a business running. Moreover, it is being witnessed that customer's needs and buying behaviour have changed considerably. In order to meet ever changing demands, organisations need to adopt customer oriented marketing strategies to gain competitive advantage. Since customers nowadays are becoming more p

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Ismajli, Ali, Agron Mustafa, Fitore Velijaj, and Leonita Dobrunaj. "The impact of COVID-19 on consumer behaviour and online shopping: The case study in the developing country." Corporate Governance and Organizational Behavior Review 6, no. 3 (2022): 34–43. http://dx.doi.org/10.22495/cgobrv6i3p3.

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The main purpose of this study is to assess the impact of the pandemic on online shopping in the case of Kosovo. Cunningham (2019) states that online shopping is an e-commerce activity that involves buying items on a seller’s website through a credit or debit card and delivering the item to your home with online shopping, customers buy items from anywhere in the world through a digital platform. The data used are primary, collected through the online questionnaire and it was distributed using social media Facebook, Instagram, and Gmail to a random sample of 500 respondents from Kosovo. We have

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Martínez López, Francisco J., Manuel Ortigueira Sánchez, and Mario Pérez Ronchel. "Consumer's trust in Internet shopping: a modelling proposal based on the standard learning hierarchy." Cuadernos de Gestión 6, no. 2 (2006): 59–79. http://dx.doi.org/10.5295/cdg.19168fm.

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This paper is placed on the framework of studies focused on analyzing the consumers' buying behaviour on the Internet. We have based on adapting the hierarchy-of-effects model (standard learning hierarchy), in order to theoretically propose a conceptual model explaining how consumers' beliefs i.e. design, interaction speed, social benefits, and privacy and attitudes toward the Internet as a communication medium can be plausible determinants of trusting in Internet shopping. Furthermore, our model poses that consumers' overall opinions regarding with in-home shopping might also exert an influen

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Weppler, Kelly A., and Ronald E. McCarville. "Understanding Organizational Buying Behavior to Secure Sponsorship." Festival Management and Event Tourism 2, no. 3 (1995): 139–48. http://dx.doi.org/10.3727/106527095792315594.

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Wilson, Elizabeth J. "Theory transitions in organizational buying behavior research." Journal of Business & Industrial Marketing 11, no. 6 (1996): 7–19. http://dx.doi.org/10.1108/08858629610151271.

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20

Wind, Yoram, and Robert J. Thomas. "Organizational Buying Behavior in an Interdependent World." Journal of Global Academy of Marketing Science 20, no. 2 (2010): 110–22. http://dx.doi.org/10.1080/12297119.2010.9730184.

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21

File, Karen Maru, Russ Alan Prince, and M. J. Rankin. "Organizational Buying Behavior of the Family Firm." Family Business Review 7, no. 3 (1994): 263–72. http://dx.doi.org/10.1111/j.1741-6248.1994.00263.x.

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Although there is increasing reason to believe that the organizational goals of family businesses distinguish them from nonfamily businesses, there has been little development of these implications for marketing management. This study demonstrates the applicability of family business theory to marketing management by assessing the organizational buying behavior of high-end family businesses through a process of segmenting them by organizational goals that include family as well as business objectives. Results confirm that insights from the rapidly developing body of knowledge in the family bus

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22

Campbell, N. C. G. "An interaction approach to organizational buying behavior." Journal of Business Research 13, no. 1 (1985): 35–48. http://dx.doi.org/10.1016/0148-2963(85)90012-8.

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23

Johnston, Wesley J., and Jeffrey E. Lewin. "Organizational buying behavior: Toward an integrative framework." Journal of Business Research 35, no. 1 (1996): 1–15. http://dx.doi.org/10.1016/0148-2963(94)00077-8.

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Anderson, Paul F., and Terry M. Chambers. "A Reward/Measurement Model of Organizational Buying Behavior." Journal of Marketing 49, no. 2 (1985): 7. http://dx.doi.org/10.2307/1251561.

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Anderson, Paul F., and Terry M. Chambers. "A Reward/Measurement Model of Organizational Buying Behavior." Journal of Marketing 49, no. 2 (1985): 7–23. http://dx.doi.org/10.1177/002224298504900201.

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A new model of the organizational buying process is presented. The ontological framework of the model is based on the assumption that organizational buying behavior is essentially a form of work behavior. The model is informed by expectancy theory and emphasizes the role of reward and measurement systems in motivating purchasing process participants. It is suggested that this approach can serve as the foundation of a research program that may eventually lead to a unified theory of the organizational dyad.

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Sheth, Jagdish N. "Organizational buying behavior: past performance and future expectations." Journal of Business & Industrial Marketing 11, no. 3/4 (1996): 7–24. http://dx.doi.org/10.1108/08858629610125441.

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Möller, K. E. Kristian. "Special section on organizational buying behavior: An introduction." Journal of Business Research 13, no. 1 (1985): 1–2. http://dx.doi.org/10.1016/0148-2963(85)90009-8.

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Wibowo, Amin. "Studi Perilaku Anggota Unit Pengambil Keputusan Dalam Pembelian Organisasional: Sebuah Review Literatur." Kajian Bisnis STIE Widya Wiwaha 24, no. 1 (2017): 71–86. http://dx.doi.org/10.32477/jkb.v24i1.218.

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Up to now, organizational buying is still interesting topic discussed. There are divergences among the findings in organizational buying researches. Different perspectives, fenomena observed, research domains and methods caused the divergences. This paper will discusse organizational buying behavior based on literature review, focused on behavior of decision making unit mainly on equipment buying. From this review literatures, it would be theoritical foundation that is valid and reliable to develop propositions in organizational buying behavior. Based on review literature refferences, variable

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File, Karen Maru. "Organizational Buyer Behavior of the Family Firm: A Review of the Literature and Set of Propositions." Family Business Review 8, no. 1 (1995): 29–40. http://dx.doi.org/10.1111/j.1741-6248.1995.00029.x.

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The aggregate volume of purchasing by family firms may account for half of the industrial purchasing in the United States. However, whether the buying processes of family firms are significantly different from those of nonfamily firms is unknown. Selected frameworks of organizational buyer behavior are imposed on family business literature in order to address this issue. There is ample evidence that the buyer behavior of family firms should be differentiated in five areas: patterns of influence in the buying center, organizational climate, organizational buying processes, buyer motivations, an

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Kemp, Elyria A., Aberdeen Leila Borders, Nwamaka A. Anaza, and Wesley J. Johnston. "The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers." Journal of Business & Industrial Marketing 33, no. 1 (2018): 19–28. http://dx.doi.org/10.1108/jbim-06-2017-0129.

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Purpose Organizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes a complex cadre of emotions and rationalizations. Subsequently, organizational buyers may not only be driven by logic, testing and facts, but also by emotions. The purpose of this paper is to investigate the role that emotions play in organizational buying behavior. Design/methodology/approach In-depth interviews were conducted with marketing decision-makers for one of the most valuable brands in the world. The role t

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Osmonbekov, Talai, and Wesley J. Johnston. "Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior." Journal of Business & Industrial Marketing 33, no. 6 (2018): 781–91. http://dx.doi.org/10.1108/jbim-10-2015-0190.

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PurposeThe purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed.Design/methodology/approachThis is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory.FindingsThis paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to mo

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Yang, Mu-Li. "A Taiwanese Empirical Study of Online Group Buying from the Perspectives of Organizational Culture and Transformational Leadership." Journal of Electronic Commerce in Organizations 12, no. 3 (2014): 1–11. http://dx.doi.org/10.4018/jeco.2014070101.

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This study examines online group-buying from the perspectives of organizational culture and transformational leadership. A convenience sampling of 400 online group-buying individuals living in Taiwan was conducted in 2011, and this yielded 300 effective questionnaires, giving a return rate of 75%. ANOVA analyses and canonical correlation were used to examine the participants' perceptions of organizational culture and the leadership of online group-buying initiators, and the relationship between these leadership behaviors and the organizational culture in their workplaces. The main findings of

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Veerabhadrappa, Narendra Babu Bommenahalli, Semila Fernandes, and Rajesh Panda. "Green Buying and Sdg 12 with Reference to Organizational Consumers: A Systematic Literature Review Using the TCCM Framework." Journal of Lifestyle and SDGs Review 5, no. 3 (2025): e05322. https://doi.org/10.47172/2965-730x.sdgsreview.v5.n03.pe05322.

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Objective: The objective of this study is to investigate the existing literature on organizational green buying with the aim to identify the key factors influencing green buying in organizations and propose future research directions. Theoretical Framework: The review identified various theories that explain factors influencing organizational green buying. Some of the important theories include, Institution pressure theory, Resource-based theory, Eco-modernization theory, Transaction costs theory, Theory of planned behavior etc. Method: The study analyzed 151 articles covering green procuremen

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Kyuhyun Lee and 유재보. "The Social Influence of Organizational Buying Behavior: The Effect of Social Identity and Group Norm in Organizational Buying of Government." Journal of Consumption Culture 13, no. 4 (2010): 67–84. http://dx.doi.org/10.17053/jcc.2010.13.4.004.

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Tadepalli, Raghu. "CONFLICT MANAGEMENT IN ORGANIZATIONAL BUYING BEHAVIOR: THE ROLE OF COALITIONS." International Journal of Conflict Management 3, no. 1 (1992): 5–30. http://dx.doi.org/10.1108/eb022704.

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Bachkirov, Alexandre Anatolievich. "Towards a better understanding of organizational buying behavior across cultures: empirical evidence from the Arabian Gulf." Journal of Business & Industrial Marketing 34, no. 7 (2019): 1521–32. http://dx.doi.org/10.1108/jbim-12-2017-0323.

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Purpose The purpose of this study is to examine, through the lens of the buying center concept, a theorized link between organizational buying behavior (OBB) and a national culture of collectivism, large power distance, particularism and a wasta practice. Design/methodology/approach A qualitative methodology was used to gain better understanding of OBB in an under-researched business environment of the Arabian Gulf. The data come from 41 organizational practitioners who reported on the industrial buying processes in their organizations with reference to the buying center framework. Findings Th

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BROYAKA, Antonina. "CONSUMER BEHAVIOUR IN THE MODERN MARKET ECONOMY." "EСONOMY. FINANСES. MANAGEMENT: Topical issues of science and practical activity", no. 4 (44) (April 2019): 32–40. http://dx.doi.org/10.37128/2411-4413-2019-4-4.

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The article investigates the peculiarities of consumer behavior in modern market conditions. The theoretical and methodological approaches to the consumer behavior formation are highlighted; the exogenous and endogenous factors affecting it are identified. The various models of consumer behavior are characterized, depending on their income level. It has been found that lower-income consumers are more likely to behave more rationally; they buy those products that meet urgent needs and are more attractive in price. The middle class mainly chooses products on the criterion of "price-quality". The

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Wilson, Elizabeth J., Gary L. Lilien, and David T. Wilson. "Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying." Journal of Marketing Research 28, no. 4 (1991): 452–66. http://dx.doi.org/10.1177/002224379102800407.

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The authors develop a contingency paradigm involving two situational factors (the nature of the buying task and the degree of perceived risk) to explain the predictive abilities of seven formal models of group choice and to see how the mechanism of buying center choice is affected by situational factors. In an empirical test of the models and the paradigm involving 104 procurement decisions made by buying centers, they found that the paradigm does significantly better than any single model in terms of predicting group choice. The contingency paradigm predicted accurately in 49% of the cases wh

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Lewin, J. E. "The Effects of Downsizing on Organizational Buying Behavior: An Empirical Investigation." Journal of the Academy of Marketing Science 29, no. 2 (2001): 151–64. http://dx.doi.org/10.1177/03079459994524.

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Jadczaková, Veronika. "Responsiveness of culture-based segmentation of organizational buyers." Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis 61, no. 7 (2013): 2205–12. http://dx.doi.org/10.11118/actaun201361072205.

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Much published work over the four decades has acknowledged market segmentation in business-to-business settings yet primarily focusing on observable segmentation bases such as firmographics or geographics. However, such bases were proved to have a weak predictive validity with respect to industrial buying behavior. Therefore, this paper attempts to add a debate to this topic by introducing new (unobservable) segmentation base incorporating several facets of business culture, denoted as psychographics. The justification for this approach is that the business culture captures the collective mind

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Woodside, Arch G. "Middle‐range theory construction of the dynamics of organizational marketing‐buying behavior." Journal of Business & Industrial Marketing 18, no. 4/5 (2003): 309–35. http://dx.doi.org/10.1108/08858620310480232.

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Lewin, Jeffrey E., and Wesley J. Johnston. "The effects of organizational restructuring on industrial buying behavior: 1990 and beyond." Journal of Business & Industrial Marketing 11, no. 6 (1996): 93–111. http://dx.doi.org/10.1108/08858629610151325.

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Dholakia, Ruby Roy, Jean L. Johnson, Albert J. Della Bitta, and Nikhilesh Dholakia. "Decision-making time in organizational buying behavior: An investigation of its antecedents." Journal of the Academy of Marketing Science 21, no. 4 (1993): 281–92. http://dx.doi.org/10.1007/bf02894521.

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Hayat, Khizar, Zhu Jianjun, and Sharafat Ali. "Reinforcing purchase behaviors through CSR and ethical practices." Marketing Intelligence & Planning 40, no. 2 (2022): 256–72. http://dx.doi.org/10.1108/mip-08-2021-0268.

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PurposeThe study examines the relationship between consumers’ ethical sensitivity, corporate social responsibility (CSR) practices and impulse behaviors. Ethical behavior has been a subject of increasing research interest. However, there is an imperious need to inspect ethical decision-making through holistic attention to impulse purchasing.Design/methodology/approachThe study develops a set of hypotheses to understand the relationships. The online survey method was used to collect data, and 420 valid questionnaires, in total, were retrieved. In a two-step process, first, reliability and valid

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Ali, Muhammad. "A social practice theory perspective on green marketing initiatives and green purchase behavior." Cross Cultural & Strategic Management 28, no. 4 (2021): 815–38. http://dx.doi.org/10.1108/ccsm-12-2020-0241.

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PurposeThe purpose of this study is to ascertain the effects of environmental knowledge and green consumption as mediators on the relationship between green marketing and green buying behavior. This study utilized the definition that needs to customers that are based on environmental concerns and influence the buying behavior for green products. This not only focuses on the ecological concern in organizational operations but also focuses on the customers' knowledge about the environment and how it influences their decisions. Three dimensions have been identified in this research to describe gr

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Lacerda, Tales Sarmento, and Beatriz Quaresma Mendonça. "Marketing B2B: mapeamento dos trabalhos acadêmicos no Brasil de 1998 a 2007." Revista de Administração da UFSM 3, no. 2 (2010): 219–29. http://dx.doi.org/10.5902/198346592335.

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The Marketing discipline is influenced by several areas like Economics, Sociology and Psychology. However, it's still looking for an own theory. The scientific classification of papers becomes an important tool to find the way Marketing has been studied on last years in Brazil, as well as to find trends in this area. Understanding the organizational buying characteristics is mandatory in order to create efficient marketing programs that meet industry's buyers. This occurs because those buyers don't have the same behavior as individual consumers, despite the goal of a buying operation be the sa

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Weiss, Allen M., and Jan B. Heide. "The Nature of Organizational Search in High Technology Markets." Journal of Marketing Research 30, no. 2 (1993): 220–33. http://dx.doi.org/10.1177/002224379303000207.

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Previous research on buyer behavior in high technology markets has focused on specific outcomes (product adoption or rejection) as opposed to buyers’ underlying processes. The authors identify key dimensions of high technology markets and draw on organization theory and information economics to develop hypotheses about their effects on organizational buyers’ search behavior. They also present propositions about how certain aspects of a firm's present buying situation may influence its perceptions of the characteristics of a given market. An empirical test of the propositions in a sample of com

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Aregawi, R. "Organizational Buying Behavior of Selected Leather Footwear Exporting Companies in Addis Ababa, Ethiopia." Ethiopian Journal of Business and Economics (The) 4, no. 2 (2015): 283. http://dx.doi.org/10.4314/ejbe.v4i2.4.

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Rajala, Anni, and Annika Tidström. "A multilevel perspective on organizational buying behavior in coopetition–an exploratory case study." Journal of Purchasing and Supply Management 23, no. 3 (2017): 202–10. http://dx.doi.org/10.1016/j.pursup.2017.03.002.

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Rawlins, Tony. "Buying protection." Pensions: An International Journal 6, no. 2 (2001): 132–37. http://dx.doi.org/10.1057/palgrave.pm.5940153.

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