Buying decision approaches of organizational buyers and users

Moon, Junyean; Tikoo, Surinder

doi:10.1016/s0148-2963(00)00155-7

Cited by 35 publications

(21 citation statements)

References 19 publications

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“…However, Bunn (1993) found that the extensiveness of choice set and effort to search are greater for complex modified rebuys than for simple rebuys. Moon and Tikoo (2002) extend that finding and show that extensiveness of choice is a distinguishing characteristic of more complex buying situations for both buyers (hospitals) and users (doctors). Webster (1965) notes that purchasing agents must continue and expand their information search efforts until they identify a sufficiently large number of alternatives.…”

Section: Extent Of Choicesupporting

confidence: 72%

Information search in complex industrial buying: Empirical evidence from Brazil

Alejandro

Kowalkowski

Ritter

et al. 2011

Industrial Marketing Management

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This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms.

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Section: Extent Of Choicesupporting

confidence: 72%

Information search in complex industrial buying: Empirical evidence from Brazil

Alejandro

Kowalkowski

Ritter

et al. 2011

Industrial Marketing Management

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“…Lateral involvement determines which factors will influence the buying situation (Lewin and Donthu 2005). Recent research in the area of organizational buying suggests that there are significant differences between users and buyers in terms of decision making involvement and satisfaction (Chakraborty, Srivastava, andMarshall 2007, Moon andTikoo 2002). These research efforts confirm lateral involvement as the crucial variable in the organizational buying effectiveness construct.…”

Section: Transformed Concept For the Purposes Of Organizational Buyinmentioning

confidence: 77%

Organizational buying effectiveness in supply chain environment: A conceptual framework

Miočević

2008

J Bus Market Manage

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The idea of effectiveness measurement in supply chain context stresses the importance of value development process for the forthcoming member of the chain. The main purpose of this paper is to develop a conceptual model of organizational buying effectiveness in the supply chain context, emphasizing the importance of marketing orientation in the purchasing process. Literature has revealed that there are many focal interaction points between relationship marketing, supply chain management, and organizational buying. The effectiveness framework was developed regarding the value perception, organizational buying involvement, and decentralization of decision making Keywords supply chain management · business relationships · organizational buying behavior · organizational buying effectiveness · performance measurement · value procurement

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“…This extends the notion of customer firm member heterogeneity from buying center research (e.g. Jackson, Keith, & Burdick, 1984;Moon & Tikoo, 2002) to an implementation context, rather than focusing on purchase decisions only.…”

Section: Introductionmentioning

confidence: 87%

The impact of service worker personal resources on relationship quality in business solutions

Prior

2016

Industrial Marketing Management

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Buying decision approaches of organizational buyers and users

Cited by 35 publications

References 19 publications

Information search in complex industrial buying: Empirical evidence from Brazil

Information search in complex industrial buying: Empirical evidence from Brazil

Organizational buying effectiveness in supply chain environment: A conceptual framework

The impact of service worker personal resources on relationship quality in business solutions

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