“buying centers,” have received substantial attention in the business marketing literature. Although most business buying …

. Discusses these changes and the reasons for them, finding that the function of purchasing has been re‐evaluated by senior … management. States that industrial purchasing is being increasingly influenced by long‐term strategic factors rather than short …

importance by purchasing and non‐purchasing executives when making buying decisions. Proposes that marketing manager need to know …Looks at two aspects of the industrial purchasing process: constructing a definitive any variations in their relative … what factor influence buying behaviour in order to be able to design better a marketing mix for their organization …

Studies purchasing responses of small firms to the introduction of a new product. Indicates, from results, that search …

the current state of interaction research with special focus on service marketing and service purchasing processes. A … market ; service marketing ; service purchasing … identified three different approaches of successful interactions between service providers and potential buyers during marketing …

/methodology/approach – A random sample of 560 purchasing professionals from a wide range of industries and firms provide responses on the …

Purpose – This paper aims to analyze the key problems related to the international purchasing operations and their … behavior. Design/methodology/approach – Based upon prior research in business marketing, international marketing, international … research propositions that delineate the relationship between key problems of international purchasing and the post …