Organisational Buying Behaviour

Hill, Roy; Hillier, Terry J.

doi:10.1007/978-1-349-15823-2

Cited by 40 publications

(2 citation statements)

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“…Previous research in business-to-business marketing suggests three distinct buying situations faced by industrial buyers: straight rebuy, modified rebuy and new task (Robinson et al ., 1967; Hill and Hillier, 1977; Nicosia and Wind, 1977). These buying situations vary in complexity and buying processes that occur prior to the industrial buying decision.…”

Section: Business Buying Situations and Potential Impact Of Internet Of Thingsmentioning

confidence: 99%

Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior

Osmonbekov¹,

Johnston

2018

JBIM

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Purpose The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed. Design/methodology/approach This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory. Findings This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed. Originality/value This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

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Section: Business Buying Situations and Potential Impact Of Internet Of Thingsmentioning

confidence: 99%

Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior

Osmonbekov¹,

Johnston

2018

JBIM

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“…. reciprocity history (Dickson, 1966;Sheth, 1972;Hill et al, 1975;Corey, 1976;Hill and Hillier, 1977;Webster and Wind, 1988;Dzever, 1993aDzever, ,b, 1995Dzever, , 1996.…”

Section: Review Of the Literaturementioning

confidence: 99%

Purchase decision making and buyer‐seller relationship development in the French food processing industry

Dzever¹,

Merdji²,

Saives

2001

Supply Chain Management: An International Journal

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Analyzes the nature of purchase decision making and buyer‐seller relationship development in the French food processing industry. It is the result of a detailed empirical study undertaken among 30 firms and international suppliers, and part of a larger research project. Intensive face‐to‐face interviews were carried out with purchasing executives drawn from 30 firms operating in the industry. Confirms the need for suppliers to understand in greater detail factors that buyers regard as decisive in their choice of a supplier as well as those that are pivotal in the development of long‐term relationships. A detailed understanding of these factors would aid suppliers in better formulating appropriate market entry and growth strategies in this increasingly competitive environment.

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The Client at Rest

Boyd

Chinyio

2006

Understanding the Construction Client

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Organisational Buying Behaviour

Cited by 40 publications

References 0 publications

Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior

Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior

Purchase decision making and buyer‐seller relationship development in the French food processing industry

The Client at Rest

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