The DOI matches its Crossref record; 33 of the 33 references it cites were found in a registry or an index.
Industrial Purchasing: An Empirical Exploration of the Buyclass Framework
Abstract
The Robinson, Faris, and Wind buyclass framework has been called one of the most useful concepts in organizational buyer behavior, yet the entire model has received little empirical attention. Part of the explanation is the difficulty of obtaining valid data from members of the buying center. The authors study the buyclass framework using a novel approach: querying the managers of salesforces about the behavior their salespeople encounter on the part of their industrial customers. In phase 1, model development, the authors study the model's applicability in a relatively homogeneous, controlled setting (one industry, few firms). In phase 2, model replication, they extend and validate the phase 1 findings using multiple firms and industries. Much of what salespeople observe is found to correspond closely to the buyclass theory of organizational buyer behavior. Also, the “problem newness” and “information needs” dimensions are found to be strongly related, as expected. However, “seriousness of consideration of alternatives” seems to be a separate dimension that does not operate entirely as predicted by the buyclass framework.
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Cites
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Cited by
Analyzing Foreign Market Entry Strategies: Extending the Internalization Approach
Buckley, P. J., & Casson, M. C. (1998) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8490006 · Cited by 875
Technology Diffusion: An Empirical Test of Competitive Effects
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Ownership strategy of Japanese firms: transactional, institutional, and experience influences
Delios, A., & Beamish, P. W. (1999) · Strategic Management Journal · doi:10.1002/(sici)1097-0266(199910)20:10<915::aid-smj51>3.0.co;2-0 · Cited by 650
Brand origin recognition accuracy: its antecedents and consumers’ cognitive limitations
Samiee, S., Shimp, T. A., & Sharma, S. (2005) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8400145 · Cited by 461
Bell, J., Crick, D., & Young, S. (2004) · International Small Business Journal: Researching Entrepreneurship · doi:10.1177/0266242604039479 · Cited by 451
Metadata
- Authors
- Anderson, E., Chu, W., & Weitz, B.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1987-07
- Volume
- 51
- Issue
- 3
- Pages
- 71-86
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2327127036
- Cited by
- 429
- References
- 33
- FWCI
- 26.69
- Type
- journal article
- Language
- en
- Open access
- closed
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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.
