A straight rebuy is MOST likely to occur for
|
Abstract The Robinson, Faris, and Wind buyclass framework has been called one of the most useful concepts in organizational buyer behavior, yet the entire model has received little empirical attention. Part of the explanation is the difficulty of obtaining valid data from members of the buying center. The authors study the buyclass framework using a novel approach: querying the managers of salesforces about the behavior their salespeople encounter on the part of their industrial customers. In phase 1, model development, the authors study the model's applicability in a relatively homogeneous, controlled setting (one industry, few firms). In phase 2, model replication, they extend and validate the phase 1 findings using multiple firms and industries. Much of what salespeople observe is found to correspond closely to the buyclass theory of organizational buyer behavior. Also, the "problem newness" and "information needs" dimensions are found to be strongly related, as expected. However, "seriousness of consideration of alternatives" seems to be a separate dimension that does not operate entirely as predicted by the buyclass framework. Show Journal Information The Journal of Marketing (JM) develops and disseminates knowledge about real-world marketing questions relevant to scholars, educators, managers, consumers, policy makers and other societal stakeholders. It is the premier outlet for substantive research in marketing. Since its founding in 1936, JM has played a significant role in shaping the content and boundaries of the marketing discipline? Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. journal article Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational ApproachJournal of Marketing Vol. 48, No. 4 (Autumn, 1984) , pp. 75-83 (9 pages) Published By: Sage Publications, Inc. https://doi.org/10.2307/1251512 https://www.jstor.org/stable/1251512 Read and download Log in through your school or library Alternate access options For independent researchers Read Online Read 100 articles/month free Subscribe to JPASS Unlimited reading + 10 downloads Purchase article $41.50 - Download now and later Read Online (Free) relies on page scans, which are not currently available to screen readers. To access this article, please contact JSTOR User Support. We'll provide a PDF copy for your screen reader.With a personal account, you can read up to 100 articles each month for free. Get StartedAlready have an account? Log in Monthly Plan
Yearly Plan
Purchase a PDFPurchase this article for $41.50 USD. How does it work?
Abstract Industrial purchasing decisions typically are influenced by several organizational members referred to as the buying center. Although there has been some research into the center's composition and its relative influence, little is known of how the relative influence of participants changes across purchases of different products, buy classes, and procurement decisions. Findings from this study indicate that the relative influence of buying center members is constant across different buy classes, but changes across product types and decision types. Journal Information The Journal of Marketing (JM) develops and disseminates knowledge about real-world marketing questions relevant to scholars, educators, managers, consumers, policy makers and other societal stakeholders. It is the premier outlet for substantive research in marketing. Since its founding in 1936, JM has played a significant role in shaping the content and boundaries of the marketing discipline? Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. What is an example of a straight rebuy?Many consumers visit Starbucks every morning to place the same coffee order with all the same specifications. This is a classic example of straight rebuy as all the elements of the order remain the same. The consumer visits the same supplier each day and places the exact same order.
What is the straight rebuy?a purchase in which the customer buys the same goods in the same quantity on the same terms from the same supplier.
What is the difference between a straight rebuy and a modified rebuy?Straight rebuy - when a company repeats their last order to the same supplier without any modifications. Modified rebuy - when a company reorders from an approved supplier but with modifications to the order. New buy - when a company places an order with a certain supplier for the first-time.
What is new rebuy?Lesson Summary
New buy: a situation requiring the purchase of a product for the very first time. Modified rebuy: situation where the purchaser makes some changes in the order, and it could require some additional analysis or research.
|
