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Organizational Buying Behaviour

Organizational Buying Behaviour


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About the Book

The markets which most managers operate in today are subject to rapid change, making it vitally important to know as much about the behaviour of their customers as possible. This book looks at the behaviour of the organizational customer and is designed to help the industrial marketing manager understand and predict his customers' behaviour effectively. It is based on a distillation of the views of academic researchers who have investigated organizational buying decisions over the last twenty years or so, but the discussion is always pragmatic and is strongly influenced by the real industrial consultancy problems which the authors have faced. Extended case histories of specific buying decisions are used to illustrate the discussion, and an annotated bibliography makes this a useful source reference for those wishing to study organizational buying decisions further.
About the Author: Author Michael J. Baker: Michael is eminent in the field of marketing. He founded the Department of Marketing at the University of Strathclyde, UK, in 1971, the first ever Department of Marketing in the UK. He is the founding editor of the Journal of Marketing Management and Journal of Customer Behaviour. He has supervised over 80 PhD students, 18 of whom are now Professors of Marketing.


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Product Details
  • ISBN-13: 9780333393512
  • Publisher: Palgrave MacMillan
  • Publisher Imprint: Palgrave Macmillan
  • Edition: Annotated edition
  • Language: English
  • Returnable: N
  • Spine Width: 21 mm
  • Weight: 566 gr
  • ISBN-10: 0333393511
  • Publisher Date: 14 Sep 1986
  • Binding: Hardback
  • Height: 216 mm
  • No of Pages: 271
  • Series Title: Purchasing and Marketing Management Implications
  • Sub Title: Purchasing and Marketing Management Implications
  • Width: 140 mm


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