000			01013nab a22001217a 4500
008			160615b1995 xxu||||| |||| 00| 0 eng d
100			_aFile, Karen Maru
245			_aOrganisational buyer behavior of the family firm _ca review of the literature and set f propositions / File, K
260			_c1995
300			_a29 - 40
520			_aThe 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.
773			_aFamily Business Review _dMar
999			_c43511 _d43511