Organizational buying behavior: Toward an integrative framework

Johnston, Wesley J.; Lewin, Jeffrey E.

doi:10.1016/0148-2963(94)00077-8

Cited by 293 publications

(316 citation statements)

References 151 publications

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“…The search for suppliers is one of the key activities in the organizational buying process (Johnston and Lewin, 1996). While contemporary sourcing approaches emphasize repeated purchases with an incumbent supplier (Kim et al, 2008), organizations must also mitigate the risks associated with the supply of purchased goods.…”

Section: Search For Alternative Source Of Supplymentioning

confidence: 99%

Buyer perceptions of supply disruption risk: A behavioral view and empirical assessment

Ellis

Henry

Shockley

2009

J of Ops Management

309

283

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As supply chains become more complex, firms face increasing risks of supply disruptions. The process through which buyers make decisions in the face of these risks, however, has not been explored. Despite research highlighting the importance of behavioral approaches to risk, there is limited research that applies these views of risk in the supply chain literature. This paper addresses this gap by drawing on behavioral risk theory to investigate the causal relationships amongst situation, representations of risk, and decision‐making within the purchasing domain. We operationalize and explore the relationship between three representations of supply disruption risk: magnitude of supply disruption, probability of supply disruption, and overall supply disruption risk. Additionally, we draw on exchange theories to identify product and market factors that impact buyers’ perceptions of the probability and magnitude of supply disruption. Finally, we look at how representations of risk affect the decision to seek alternative sources of supply. We test our model using data collected from 223 purchasing managers and buyers of direct materials. Our results show that both the probability and the magnitude of supply disruption are important to buyers’ overall perceptions of supply disruption risk. We also find that product and market situational factors impact perceptions of risk, but they are best understood through their impact on perceptions of probability and magnitude. Finally, we find that decisions are based on assessments of overall risk. These findings provide insight into the decision‐making process and show that all three representations of risk are necessary for fully understanding risky decision‐making with respect to supply disruptions.

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Section: Search For Alternative Source Of Supplymentioning

confidence: 99%

Buyer perceptions of supply disruption risk: A behavioral view and empirical assessment

Ellis

Henry

Shockley

2009

J of Ops Management

309

283

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“…Here the bottom line seems to be strong relationships with individual users as key partners who are eager to co-create the cloud-based offer and recommend it to the companies they work for when taking part in buying decision process (Johnson et al, 1996).…”

Section: Discussionmentioning

confidence: 99%

“…There is one free basic version of Trello and two payable premium ones which provide users additional features what the clients can use to calculate cost of the enterprise's cheating (Doney and Cannon, 1997). The assumption was that individual users, who would be delighted after using Trello, will invite their workmates to use it as a tool to manage common projects they are engaged in, and maybe further down the line to convince companies they work for to launch the software in premium version into company's structure (Johnson et al, 1996). According to that kind of model, small group of paying clients finance a large group of non-paying clients who use free version of Trello what proves that Trello, Inc. business model represents freemium pattern (Anderson, 2009;Christensen, 2015).…”

Section: Trello Inc Business Modelmentioning

confidence: 99%

Building Trust Among the Clients of Cloud Computing Industry. Case Study of Trello, Inc.

Błaś

2017

JPM

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Purpose: The main objective of this paper is to identify proper practices for building clients' trust by Trello, Inc., aimed to convince potential clients of their cloud-based services. Approach:In this paper, the case study of Trello, Inc. is used to analyze the case data, aimed to examine the causal links between actions taken to gain clients' trust and their observed eff ects.Implications: This paper provides insight into building trust in Business to Business (B2B). Using cloud technologies to off er services enables a company to create innovative value proposition, or in other cases, add new features and attributes to it that cater to the clients' needs. It involves diff erent approach of the company in building clients' trust than if it off ered services in traditional way. To handle this issue eff ective trust management implementation is required. Findings:This paper provides suggestions of trust management actions which can be taken and are not limited to data security guarantee.Value of the paper: This paper underlines proper practices -based on the success of Trello, Inc. -for building clients' trust by business where aim is to convince potential clients of enterprise's cloud-based service.

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“…However, buying process of the customer firms has a higher complexity which is coming from its nature of being multiphase, multi-person, multidepartmental, and multi-objective [1].…”

Section: Introductionmentioning

confidence: 99%

“…The basic three models of organizational buying behaviour are the ones developed by [2]- [4]. These earliest models of organizational buying behaviour, which attempt to identify the variables affecting the organizational buying processes, are very general and fail to be implementable to the firms in practice [1], [5] and [6]. Also, what is common for all these models is that they were actually developed concerning only the large companies not the small and medium-sized enterprises (SMEs) [7] and [8].…”

Section: Introductionmentioning

confidence: 99%

Do Small and Medium Sized Enterprises Have Their Unique Buying Behavior Variables? — A Qualitative Approach

Kavak¹,

Tunçel²,

Özyörük³

2015

IJTEF

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Abstract-The main purpose of this study is to explore the small and medium-sized enterprises specific components of organizational buying behaviour. The study is qualitative in nature, which presents primary data collected through ten indepth interviews participants of which are selected by snowball sampling method. The results obtained from the content analysis of the interviews show that there are ten major components of small and medium-sized enterprises' organizational buying behaviour, which are product specific factors, supplier specific factors, buyer firm specific factors, economic factors, market based factors, customer based factors, relationship based factors, decision makers, information sources, and intermediaries, which show some significant differences from the ones of existing organizational buying behaviour models.Index Terms-Buying behaviour, buying behaviour models, buying behaviour components, small and medium sized enterprises (SMEs), large companies.

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Organizational buying behavior: Toward an integrative framework

Cited by 293 publications

References 151 publications

Buyer perceptions of supply disruption risk: A behavioral view and empirical assessment

Buyer perceptions of supply disruption risk: A behavioral view and empirical assessment

Building Trust Among the Clients of Cloud Computing Industry. Case Study of Trello, Inc.

Do Small and Medium Sized Enterprises Have Their Unique Buying Behavior Variables? — A Qualitative Approach

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