Organisational buyer behavior of the family firm a review of the literature and set f propositions / File, K
By: File, Karen Maru
Material type:
ArticlePublisher: 1995Description: 29 - 40
In:
Family Business ReviewSummary: The aggregate volume of purchasing by family firms may account for half of the industrial purchasing in the United States. However, whether the buying processes of family firms are significantly different from those of nonfamily firms is unknown. Selected frameworks of organizational buyer behavior are imposed on family business literature in order to address this issue. There is ample evidence that the buyer behavior of family firms should be differentiated in five areas: patterns of influence in the buying center, organizational climate, organizational buying processes, buyer motivations, and formulation of marketing strategies.
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Ahmedabad (HO) | (Browse shelf) | Vol. 8, Issue. 1 | Available | 019981 |
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The aggregate volume of purchasing by family firms may account for half of the industrial purchasing in the United States. However, whether the buying processes of family firms are significantly different from those of nonfamily firms is unknown. Selected frameworks of organizational buyer behavior are imposed on family business literature in order to address this issue. There is ample evidence that the buyer behavior of family firms should be differentiated in five areas: patterns of influence in the buying center, organizational climate, organizational buying processes, buyer motivations, and formulation of marketing strategies.
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