Emotions in Organisational Buying Behaviour: A Qualitative Empirical Investigation in Austria

Zehetner, Andreas; Engelhardt‐Nowitzki, Corinna; Hengstberger, Barbara; Kraigher-Krainer, Jörg

doi:10.1007/978-3-7908-2747-7_11

Cited by 4 publications

(1 citation statement)

References 63 publications

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“…Considering the TOE model in our theoretical framework provides a more realistic overview of the environment in which firms operate and the organisational factors that have an influence on firms when adopting a new technology. Zehetner et al (2012) find that firm adoption decisions are not always rational nor are they exclusively based on cost-benefit criteria, highlighting the important role that emotions play in a firm's adoption decisions. The theory of organisational emotions recognises that employees' collective emotions significantly affect the adoption of an innovation .…”

Section: Frameworkmentioning

confidence: 92%

Adoption of alternative fuel vehicle fleets – A theoretical framework of barriers and enablers

Mohammed

Niesten

Gagliardi

2020

Transportation Research Part D: Transport and Environment

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Section: Frameworkmentioning

confidence: 92%

Adoption of alternative fuel vehicle fleets – A theoretical framework of barriers and enablers

Mohammed

Niesten

Gagliardi

2020

Transportation Research Part D: Transport and Environment

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Corporate heritage marketing to support the buyer–seller relationship initiation: the case of a small winery

Fraboni

2023

Ital. J. Mark.

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Due to the complexity of postmodern markets, firms are developing corporate heritage marketing initiatives to engage in consumer research for emotional ties. Due to its rising relevance in the literature, several aspects of corporate heritage marketing need to be examined in depth, especially within the b2b context. This study explores how corporate heritage marketing supports the initiation phase of the buyer–seller relationship. The originality of this study relies on the fact that, thus far, no studies have discussed the connection between corporate heritage marketing and buyer–seller relationship initiation, a crucial period for the establishment of the business relationship, which in turn has been scarcely investigated in the management literature. The findings suggest that corporate heritage marketing might act as an initiation contributor for the buyer–seller relationship: it facilitates the first contacts between the parties by conveying emotional and rational values that improve seller attractiveness, and the first formal agreement after primary interactions by increasing seller trustworthiness. This study contributes to the corporate heritage marketing and buyer–seller relationship development literature. Relevant managerial implications are also provided, suggesting a simplified model for the SMEs for corporate heritage marketing management along with advice for buyers.

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A cognitive buying decision-making process in B2B e-commerce using Analytic-MLP

Vincent

Makinde

Akinwale

2017

Electronic Commerce Research and Applications

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Emotions in Organisational Buying Behaviour: A Qualitative Empirical Investigation in Austria

Cited by 4 publications

References 63 publications

Adoption of alternative fuel vehicle fleets – A theoretical framework of barriers and enablers

Adoption of alternative fuel vehicle fleets – A theoretical framework of barriers and enablers

Corporate heritage marketing to support the buyer–seller relationship initiation: the case of a small winery

A cognitive buying decision-making process in B2B e-commerce using Analytic-MLP

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