Organizational Buying Behaviour

1. Front Matter

   Pages i-xiv

   PDF

2. Organizational Buying Behaviour and Industrial Marketing

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 1-17

3. Locating Purchasing Decisions in the Organization

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 18-42

4. Professional Aspects of Organizational Buying Behaviour

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 43-77

5. Buying Decision Models: Influences on Choice

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 78-110

6. Organizational Buying Processes

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 111-155

7. The Context of Organizational Buying Behaviour

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 156-187

8. Organizational Buying Behaviour as an Interaction Process

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 188-222

9. Developing the Market for New Industrial Products

   • Stephen T. Parkinson, Michael J. Baker, K. Moller

   Pages 223-249

10. Overview and Summary

    • Stephen T. Parkinson, Michael J. Baker, K. Moller

    Pages 250-256

11. Back Matter

    Pages 257-268

    PDF

The markets which most managers operate in today are subject to rapid change, making it vitally important to know as much about the behaviour of their customers as possible. This book looks at the behaviour of the organizational customer and is designed to help the industrial marketing manager understand and predict his customers' behaviour effectively. It is based on a distillation of the views of academic researchers who have investigated organizational buying decisions over the last twenty years or so, but the discussion is always pragmatic and is strongly influenced by the real industrial consultancy problems which the authors have faced. Extended case histories of specific buying decisions are used to illustrate the discussion, and an annotated bibliography makes this a useful source reference for those wishing to study organizational buying decisions further.

• management
• marketing
• marketing management
• organization

Author Michael J. Baker: Michael is eminent in the field of marketing. He founded the Department of Marketing at the University of Strathclyde, UK, in 1971, the first ever Department of Marketing in the UK. He is the founding editor of the Journal of Marketing Management and Journal of Customer Behaviour. He has supervised over 80 PhD students, 18 of whom are now Professors of Marketing.