메뉴 건너뛰기




Volumn 34, Issue 7, 2000, Pages 780-796

Why divide consumer and organizational buyer behaviour?

Author keywords

Buyers; Consumer behaviour; Consumer marketing; Organizational behaviour; Purchasing

Indexed keywords


EID: 85022214556     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560010331207     Document Type: Article
Times cited : (73)

References (33)
  • 1
    • 3142511133 scopus 로고
    • Market‐oriented ethnography: interpretation building and marketing strategy formulation
    • November
    • Arnould, E.J. and Wallendorf, M. (1994), “Market‐oriented ethnography: interpretation building and marketing strategy formulation”, Journal of Marketing Research, Vol. 31 No. 4, November, pp. 484‐504
    • (1994) Journal of Marketing Research , vol.31 , Issue.4 , pp. 484-504
    • Arnould, E.J.1    Wallendorf, M.2
  • 3
    • 84953584905 scopus 로고
    • Consumer demand or customer satisfaction?
    • Bernard, K. (1988), “Consumer demand or customer satisfaction?”, European Journal of Marketing, Vol. 22 No. 3, pp. 61‐72.
    • (1988) European Journal of Marketing , vol.22 , Issue.3 , pp. 61-72
    • Bernard, K.1
  • 4
    • 0001475387 scopus 로고
    • Major sales: who really does the buying?
    • May‐June
    • Bonoma, T.V. (1982), “Major sales: who really does the buying?”, Harvard Business Review, Vol. 60 No. 3, May‐June, pp. 111‐19.
    • (1982) Harvard Business Review , vol.60 , Issue.3 , pp. 111-119
    • Bonoma, T.V.1
  • 5
    • 0001909803 scopus 로고
    • The escalation of commitment to a failing course of action: toward theoretical progress, January
    • Brockner, J. (1992), “The escalation of commitment to a failing course of action: toward theoretical progress”, Academy of Management Review, Vol. 17 No. 1, January, pp. 39‐61
    • (1992) Academy of Management Review , vol.17 , Issue.1 , pp. 39-61
    • Brockner, J.1
  • 6
    • 0004257217 scopus 로고
    • 3rd ed, McGraw‐Hill Book Co, London
    • Chisnall, P.M. (1995a), Consumer Behaviour, 3rd ed., McGraw‐Hill Book Co., London.
    • (1995) Consumer Behaviour
    • Chisnall, P.M.1
  • 7
    • 0442325726 scopus 로고
    • 3rd edition, Prentice‐Hall, Englewood Cliffs, NJ
    • Chisnall, P.M. (1995b), Strategic Business Marketing, 3rd edition, Prentice‐Hall, Englewood Cliffs, NJ.
    • (1995) Strategic Business Marketing
    • Chisnall, P.M.1
  • 8
    • 0002964051 scopus 로고    scopus 로고
    • The ethical environment facing the profession of purchasing and materials management
    • Spring
    • Cooper, R.W., Frank, G.L. and Kemp, R.A. (1997), “The ethical environment facing the profession of purchasing and materials management”, International Journal of Purchasing and Materials Management, Vol. 33 No. 2, Spring, pp. 2‐11.
    • (1997) International Journal of Purchasing and Materials Management , vol.33 , Issue.2 , pp. 2-11
    • Cooper, R.W.1    Frank, G.L.2    Kemp, R.A.3
  • 10
    • 0002829536 scopus 로고
    • The industrial/consumer marketing dichotomy: a case of insufficient justification
    • Spring
    • Fern, E.F. and Brown, J.R. (1984), “The industrial/consumer marketing dichotomy: a case of insufficient justification”, Journal of Marketing, Vol. 48, Spring, pp. 68‐77
    • (1984) Journal of Marketing , vol.48 , pp. 68-77
    • Fern, E.F.1    Brown, J.R.2
  • 12
    • 34547669763 scopus 로고
    • A behaviourist perspective on purchase and consumption
    • Foxall, G.R. (1993), “A behaviourist perspective on purchase and consumption”, European Journal of Marketing, Vol. 27 No. 8, pp. 7‐16.
    • (1993) European Journal of Marketing , vol.27 , Issue.8 , pp. 7-16
    • Foxall, G.R.1
  • 15
    • 0039502360 scopus 로고    scopus 로고
    • Exploring department level interaction patterns in organizational purchasing decisions
    • Katrichis, J.M. (1998), “Exploring department level interaction patterns in organizational purchasing decisions”, Industrial Marketing Management, Vol. 27 No. 2, pp. 135‐46.
    • (1998) Industrial Marketing Management , vol.27 , Issue.2 , pp. 135-146
    • Katrichis, J.M.1
  • 16
    • 85133300399 scopus 로고
    • Buyer behaviour
    • Baker, M.J. (Ed.), 2nd ed., Macmillan
    • Kennedy, A. (1983), “Buyer behaviour”, in Baker, M.J. (Ed.), Marketing Theory and Practice, 2nd ed., Macmillan.
    • (1983) Marketing Theory and Practice
    • Kennedy, A.1
  • 17
    • 85133241243 scopus 로고
    • Sophisticated consumer research tools refine business marketing analysis
    • August, 32/34
    • Kunstler, D.A. (1991), “Sophisticated consumer research tools refine business marketing analysis”, Business Marketing, Vol. 76 No. 8, August, pp. 32/34.
    • (1991) Business Marketing , vol.76 , Issue.8
    • Kunstler, D.A.1
  • 19
    • 0002795009 scopus 로고
    • Differences in attribute importance for different industrial products
    • April
    • Lehmann, D.R. and O’Shaughnessy, J. (1974), “Differences in attribute importance for different industrial products”, Journal of Marketing, Vol. 38, April, pp. 36‐42.
    • (1974) Journal of Marketing , vol.38 , pp. 36-42
    • Lehmann, D.R.1    O’Shaughnessy, J.2
  • 20
    • 0002606162 scopus 로고
    • Business marketing: present and future
    • Lilien, G.L. (1987), “Business marketing: present and future”, Industrial Marketing & Purchasing, Vol. 2 No. 3, pp. 3‐21.
    • (1987) Industrial Marketing & Purchasing , vol.2 , Issue.3 , pp. 3-21
    • Lilien, G.L.1
  • 21
    • 85133267713 scopus 로고    scopus 로고
    • Companies can be targeted by personality type, too
    • March p
    • Mitchell, A. (1998), “Companies can be targeted by personality type, too”, Management Today, March p. 90.
    • (1998) Management Today , pp. 90
    • Mitchell, A.1
  • 22
    • 80055045938 scopus 로고
    • Towards a sociology of consumption
    • September
    • Nicosia, F.M. and Mayer, R.N. (1976), “Towards a sociology of consumption”, Journal of Consumer Research, Vol. 3, September, pp. 65‐75.
    • (1976) Journal of Consumer Research , vol.3 , pp. 65-75
    • Nicosia, F.M.1    Mayer, R.N.2
  • 23
    • 0030103330 scopus 로고    scopus 로고
    • Use of human judgment models in industrial buyers’ vendor selection decisions
    • March
    • Patton, W.E. (1996), “Use of human judgment models in industrial buyers’ vendor selection decisions’, Industrial Marketing Management, Vol. 25 No. 2 March, pp. 135‐49.
    • (1996) Industrial Marketing Management , vol.25 , Issue.2 , pp. 135-149
    • Patton, W.E.1
  • 24
    • 0031066586 scopus 로고    scopus 로고
    • Individual and joint decision‐making in industrial vendor selection
    • Patton, W.E. (1997), “Individual and joint decision‐making in industrial vendor selection”, Journal of Business Research, Vol. 38, pp. 115‐22.
    • (1997) Journal of Business Research , vol.38 , pp. 115-122
    • Patton, W.E.1
  • 26
    • 0002946881 scopus 로고
    • A model of industrial buyer behavior
    • Vol, October
    • Sheth, J.N. (1973), “A model of industrial buyer behavior”, Journal of Marketing, Vol 37 No. 4, October, pp. 50‐6.
    • (1973) Journal of Marketing , vol.37 , Issue.4 , pp. 50-56
    • Sheth, J.N.1
  • 27
    • 0002466726 scopus 로고
    • Environmental uncertainty and buying group structure: an empirical investigation
    • Spring
    • Spekman, R.E. and Stern, L.W. (1979), “Environmental uncertainty and buying group structure: an empirical investigation”, Journal of Marketing, Vol. 43, Spring, pp. 54‐64.
    • (1979) Journal of Marketing , vol.43 , pp. 54-64
    • Spekman, R.E.1    Stern, L.W.2
  • 30
    • 0001921419 scopus 로고
    • A general model of organizational buying behavior
    • Webster, F.E. JrWind, Y. and (see also and, April, Prentice‐Hall, Englewood Cliffs, NJ
    • Webster, F.E. Jr and Wind, Y. (1972), Organizational Buying Behavior, Prentice‐Hall, Englewood Cliffs, NJ (see also Webster, F.E. Jr and Wind, Y., “A general model of organizational buying behavior”, Journal of Marketing, Vol. 36 No. 2, April, pp. 12‐19.
    • (1972) Journal of Marketing , vol.36 , Issue.2 , pp. 12-19
    • Webster, F.E.J.1    Wind, Y.2
  • 31
    • 85133263173 scopus 로고    scopus 로고
    • The customer knows best: does consumer marketing underestimate the intelligence of the customer
    • May, p
    • Wensley, R. (1997), “The customer knows best: does consumer marketing underestimate the intelligence of the customer”, Marketing Business, May, p. 61.
    • (1997) Marketing Business , pp. 61
    • Wensley, R.1
  • 33
    • 85133243886 scopus 로고    scopus 로고
    • Contributions of business‐to‐business marketing journals
    • Woodside, A.G. (Ed.) (, special issue of
    • Woodside, A.G. (Ed.) (1997), “Contributions of business‐to‐business marketing journals”, special issue of Journal of Business Research, Vol. 38.
    • (1997) Journal of Business Research , vol.38 , Issue.special issue


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.