Banting, Peter M; Ford, David; Gross, Andrew C; Holmes, … - In: International Marketing Review 2 (1985) 4, pp. 64-74
This article focuses on one key aspect of industrial buying behaviour, namely the buying process itself. Using a common questionnaire, a large sample of respondents in Australia, Canada, the UK and the US were interviewed by mail from two sectors, the paper and pulp and chemical and allied...