Industrial buyer behaviour: Some aspects of the search process

George A. Luffman

18 citations0/0 files storedEuropean Journal of Marketing

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Consumer Behavior and Marketing Influence

Abstract

Investigates those aspects of the communication process which relate to the conditions determining the receptiveness of the individual buyer to marketing communicative and the manner in which he/she searches the market. Examine the factors which stimulate search behaviour and identifies the extent of market search by buyers. Studies the relationship between the reasons for and the extent of search as well as other characteristics such as those of the buyers and their companies.

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References

1962Tactics of Lateral Relationship: The Purchasing Agent 1965Modeling the Industrial Buying Process 1963Contributions to Scientific Research in Management

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1988Common Factors Underlying Incentive to Export: Studies in the European Forest Products Industry

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