Industrial Purchasing Behavior: A Study of Communications Effects

1966 ◽  
Vol 3 (3) ◽  
pp. 318 ◽  
Author(s):  
Charles W. Faris ◽  
Theodore Levitt
Keyword(s):  
Purchasing Behavior ◽  
Industrial Purchasing

A Script-Theoretic Analysis of Industrial Purchasing Behavior

1984 ◽  
Vol 48 (4) ◽  
pp. 22 ◽  
Author(s):  
Thomas W. Leigh ◽  
Arno J. Rethans
Keyword(s):  
Purchasing Behavior ◽  
Theoretic Analysis ◽  
Industrial Purchasing

A Script-theoretic Analysis of Industrial Purchasing Behavior

1984 ◽  
Vol 48 (4) ◽  
pp. 22-32 ◽  
Author(s):  
Thomas W. Leigh ◽  
Arno J. Rethans
Keyword(s):  
Marketing Research ◽  
Purchasing Behavior ◽  
Theoretic Analysis ◽  
Script Theory ◽  
Research And Practice ◽  
Industrial Marketing ◽  
Purchase Process ◽  
Industrial Purchasing ◽  
Purchase Behaviors

This article applies cognitive script theory to the analysis of the industrial purchase behaviors involved in a computer terminal purchase. Industrial buyers' scripts for the overall new buy purchase process, an initial sales call, a follow-up negotiation meeting, and a modified rebuy situation are established and validated. Implications for industrial marketing research and practice are suggested.

Communication and Industrial Purchasing Behavior

1970 ◽  
Vol 6 (2) ◽  
pp. 5-21 ◽  
Author(s):  
Inder P. Khera ◽  
James D. Benson
Keyword(s):  
Purchasing Behavior ◽  
Industrial Purchasing

Determinan Yang Mempengaruhi Perilaku Pembelian Produk Hijau Di Daerah Istimewa Yogyakarta

2019 ◽  
Vol 6 (1) ◽  
pp. 52-68
Author(s):  
Muhammad Mathori ◽  
Uswatun Chasanah
Keyword(s):  
Willingness To Pay ◽  
Environmental Awareness ◽  
Linear Regression Analysis ◽  
Multiple Linear Regression Analysis ◽  
Environmental Knowledge ◽  
Test Results ◽  
Purchasing Behavior ◽  
Perceived Effectiveness ◽  
Validity And Reliability ◽  
Green Purchasing

This study aims to identify the determinants that influence the attitudes of consumers of green purchases and the willingness to pay more on green products, specifically on energy-saving lighting products. The variables studied included environmental knowledge, environmental awareness and perceived effectiveness. The sample of this study was 196 students, but out of 196 respondents after the questionnaire was distributed only 189 could be processed. Validity and reliability test results show valid values of loading factors of more than 0.4 while for reliability testing using the cronbach’s alpha criteria above 0.5 indicates reliable. Through the multiple linear regression analysis, the variables of environmental knowledge, environmental awareness and effectiveness are felt to have a positive and significant effect on the attitude of buying and willingness to pay more. Green purchasing attitudes and willingness to pay more have a positive and significant effect on green purchasing behavior. Green purchasing attitudes have a greater influence on green purchasing behavior compared to willingness to pay more.

The aspects of internet-based management, marketing, consumer's purchasing behavior and social media towards food sustainability

2014 ◽  
pp. 207-222
Author(s):  
Tsekouropoulos Georgios ◽  
Katsonis Nikolaos ◽  
Eugenia Papaioannou ◽  
Vatis Stilianos-Eustratios ◽  
Andreopoulou Zacharoula
Keyword(s):  
Social Media ◽  
Purchasing Behavior
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