Industrial Buying Behavior: Concepts, Issues, and Applications

American Marketing Association benefits sought Booz buying center buying decisions buying process Compatibility complex DMUS conceptual consumer contacted cost criteria Data-Collection Method data-processing data-terminal market deci decision process delivery developed Dun & Bradstreet dustrial empirical research evaluation exhaustive snowballing factors finance functional areas Harvard Business School IBM buyers identified important individual Industrial Buyer Behavior industrial buying behavior industrial market segmentation Industry Sector influence information sources involved Journal of Marketing mail questionnaire mainframe computer manufacturer Marketing Association Proceedings Marketing Research marketing strategy methodology multiple decision participants non-IBM buyers nonintelligent data terminals operation organization organizational buying behavior organizational level percent pilot primary respondents problems product attributes purchase decision purchasing agents qualitative research rebuy reliability research design response rate role sample screening secondary respondents Sheth single-stage snowball snowballing technique software support source loyalty specific suppliers tion tional top management variables vendor Webster and Wind wholesale/retail