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Organizational Buying Behaviour as an Interaction Process

In: Organizational Buying Behaviour

Author

Listed:
  • Stephen T. Parkinson
  • Michael J. Baker
  • K. Moller

Abstract

In recent years there has been a substantial re-appraisal of the literature dealing with industrial and organizational buying decisions. Essentially this has stemmed from the growing realization that concentration upon specific buying decisions has tended to convey the impression that such decisions enjoy a discrete existence and are the result of active sellers manipulating passive buyers. Clearly, both these impressions are wrong.

Suggested Citation

  • Stephen T. Parkinson & Michael J. Baker & K. Moller, 1986. "Organizational Buying Behaviour as an Interaction Process," Palgrave Macmillan Books, in: Organizational Buying Behaviour, chapter 7, pages 188-222, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-08048-9_7
    DOI: 10.1007/978-1-349-08048-9_7
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