The DOI matches its Crossref record.
A Model of Industrial Buyer Behavior
Abstract
Although industrial market research has generated large data banks on organizational buyers, very little from the existing data seems helpful to management. What is needed before more data is collected is a realistic conceptualization and understanding of the process of industrial buying decisions. This article integrates existing knowledge into a descriptive model to aid in industrial market research.
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Citations
Cited by
Understanding customer experience throughout the customer journey
Lemon, K. N., & Verhoef, P. C. (2016) · Journal of Marketing · doi:10.1509/jm.15.0420 · Cited by 5,765
Frambach, R. T., & Schillewaert, N. (2002) · Journal of Business Research · doi:10.1016/s0148-2963(00)00152-1 · Cited by 1,270
Greening Organizations: Purchasing, Consumption, and Innovation
Green, K., Morton, B., & New, S. (2000) · Organization & Environment · doi:10.1177/1086026600132003 · Cited by 119
Analyzing buyer behavior when selecting green criteria in public procurement
Igarashi, M., Boer, L. D., & Pfuhl, G. (2017) · Journal of Public Procurement · doi:10.1108/jopp-17-02-2017-b001 · Cited by 34
Using MEC and FAHP to Establish an Evaluation Model for Food Processing Machinery Procurement
Chou, T.-Y., & Liao, J.-P. (2020) · Mathematical Problems in Engineering · doi:10.1155/2020/6395981 · Cited by 3
Metadata
- Authors
- Sheth, J. N.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1973-10
- Volume
- 37
- Issue
- 4
- Pages
- 50-56
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2018665410
- Cited by
- 882
- References
- 0
- FWCI
- 22.30
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: A Model of Industrial Buyer Behavior. https://app.cochat.ai/papers/10.1177/002224297303700408
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- Sheth, J. N. (1973). A Model of Industrial Buyer Behavior. Journal of Marketing. https://doi.org/10.1177/002224297303700408
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
