Business Buying Behavior
- Autor(en)
- Sabine Fließ, Wesley Johnston, Christina Sichtmann
- Abstrakt
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(en)
- Institut für Rechnungswesen, Innovation und Strategie
- Externe Organisation(en)
- FernUniversität in Hagen, Georgia State University
- Seiten
- 171-226
- Anzahl der Seiten
- 56
- DOI
- https://doi.org/10.1007/978-3-319-12463-6_4
- Publikationsdatum
- 02-2015
- Peer-reviewed
- Ja
- ÖFOS 2012
- 502052 Betriebswirtschaftslehre
- Schlagwörter
- Link zum Portal
- https://ucrisportal.univie.ac.at/de/publications/business-buying-behavior(d5a80d3d-593f-41a5-80e5-97d2c5a06fc6).html