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

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.

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