Business Buying Behavior

Sabine Fließ; Wesley Johnston; Christina Sichtmann

doi:10.1007/978-3-319-12463-6_4

Business Buying Behavior

Sabine Fließ
, Wesley Johnston
, Christina Sichtmann

Institut für Rechnungswesen, Innovation und Strategie

Veröffentlichungen: Beitrag in Buch › Beitrag in Buch/Sammelband › Peer Reviewed

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.

Originalsprache	Englisch
Titel	Fundamentals of Business-to-Business Marketing: Mastering Business Markets
Redakteure*innen	Michael Kleinaltenkamp, Wulff Plinke, Ian Wilkinson, Ingmar Geiger
Erscheinungsort	Wiesbaden
Verlag	Springer International Publishing AG
Seiten	171-226
Seitenumfang	56
ISBN (elektronisch)	978-3-319-12463-6
ISBN (Print)	978-3-319-12462-9
DOIs	https://doi.org/10.1007/978-3-319-12463-6_4
Publikationsstatus	Veröffentlicht - 3 Feb. 2015

ÖFOS 2012

502052 Betriebswirtschaftslehre

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10.1007/978-3-319-12463-6_4

Andere Dateien und Links

http://link.springer.com/chapter/10.1007/978-3-319-12463-6_4

Zitationsweisen

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Business Buying Behavior. / Fließ, Sabine; Johnston, Wesley; Sichtmann, Christina.
Fundamentals of Business-to-Business Marketing: Mastering Business Markets . Hrsg. / Michael Kleinaltenkamp; Wulff Plinke; Ian Wilkinson; Ingmar Geiger. Wiesbaden: Springer International Publishing AG , 2015. S. 171-226.

Veröffentlichungen: Beitrag in Buch › Beitrag in Buch/Sammelband › Peer Reviewed

TY - CHAP

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AU - Johnston, Wesley

AU - Sichtmann, Christina

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N2 - 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.

AB - 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.

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BT - Fundamentals of Business-to-Business Marketing: Mastering Business Markets

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A2 - Wilkinson, Ian

A2 - Geiger, Ingmar

PB - Springer International Publishing AG

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ER -

Business Buying Behavior

Abstract

ÖFOS 2012

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