Business Buying Behavior
- Author(s)
- Sabine Fließ, Wesley Johnston, Christina Sichtmann
- Abstract
The objective of this chapter is to explain the decision-making process underlying organizational-buying behavior. Three main questions are addressed: Who is the buyer? What is the meaning of organizational-buying behavior? What are the main factors affecting organizational-buying behavior? In addition, different theories of buying behavior are described that help the analysis of organizational-buying behavior.
- Organisation(s)
- Department of Accounting, Innovation and Strategy
- External organisation(s)
- FernUniversität in Hagen, Georgia State University
- Pages
- 171-226
- No. of pages
- 56
- DOI
- https://doi.org/10.1007/978-3-319-12463-6_4
- Publication date
- 02-2015
- Peer reviewed
- Yes
- Austrian Fields of Science 2012
- 502052 Business administration
- Keywords
- Portal url
- https://ucris.univie.ac.at/portal/en/publications/business-buying-behavior(d5a80d3d-593f-41a5-80e5-97d2c5a06fc6).html