Organizational Buying Behavior

This title is printed to order. This book may have been self-published. If so, we cannot guarantee the quality of the content. In the main most books will have gone through the editing process however some may not. We therefore suggest that you be aware of this before ordering this book. If in doubt check either the author or publisher’s details as we are unable to accept any returns unless they are faulty. Please contact us if you have any questions.

Organizational buyer behavior with respect to the role gatekeepers play in information control is important in business to business marketing. This book discusses and reports on factors that influence information control such as organizational structure; work climate; task interdependence; environmental uncertainty; and organizational size. Organizations which sell to businesses need to know the implications of information control by gatekeepers (purchasers/buyers) and how this influences the decision-making process of the buying center. It helps them to know which of the various decision-makers that needs to be targeted for marketing strategies. Marketers need to identify key factors influencing response to marketing efforts so as to be able to formulate successful marketing strategies to appropriately target those who matter most in the decision-making process. Marketers, Purchasing Practitioners, Students of Marketing, Purchasing and Business Management; Decision Makers in Top and Middle Management and Management Researchers will find this book very useful.