Showing papers in "Industrial Marketing Management in 1977"

TL;DR: In this article, the importance of the loyal customer is emphasized, distinguishing between simple repeat purchasing and true loyalty, and examining the reasons for such consistent purchase behavior. But little attention has been focused on this important dimension of buyer behavior.

TL;DR: Bonoma and Zaltman as mentioned in this paper present some highlights drawn from a two-day workshop on organizational buyer behavior cosponsored by the Graduate School of Business, University of Pittsburgh and the American Marketing Association.

TL;DR: In this article, the authors assess past and current trends in the literature on buying decisions by organizations and look constructively toward future problems and developments, and highlight some of the major problem areas to be faced in future research and model development.

TL;DR: In this paper, the results from a study of the purchasing procedures in the two largest companies in Swedish grocery distribution are presented, and compared with similar studies are interwoven throughout the text concerning distribution companies in the U.S. A., Canada, U.K., Finland and Norway.

TL;DR: In this paper, the authors tried to determine if industrial marketers and industrial buyers attach equal importance to five channels of communication, i.e., product and/or service information to their customers via the communications channel considered most important by industrial buyers.

TL;DR: In this article, the authors examined industrial buying from the perspective of the government or public sector buying departments in Ireland and found that public sector industrial buying is concerned with a number of additional dimensions which are discussed below.

TL;DR: In this paper, eight hypotheses are developed to guide research on the prediction of two structural dimensions of organizational buying behavior: the extent of lateral influence on buying decisions and the distribution of vertical authority for buying decisions.

TL;DR: In this article, the authors investigate whether it is possible to classify organizational members according to the type and degree of purchasing related uncertainty they perceive in their roles as members of an informal purchasing decisionmaking unit, referred to as the Buying Task Group (i.e., that collectivity responsible for purchasing related decisions).

TL;DR: In the last few years, organizational buying in diverse organizational settings of both commercial and non-commercial sectors of the market has emerged as a major field of study as mentioned in this paper, with the objectives of consolidating know-how behavior under different organizational settings.

TL;DR: This paper evaluated the results of a MBO program for over 200 salesman in a hospital products company and found that some favorable and unfavorable effects of the MBO were discovered in the study.

TL;DR: In this paper, a study revealed that increased professional status restricted rather than expanded the role of purchasing agents in the industrial buying process, and led to their use of rule-evading tactics in resolving buying conflicts with engineering and production scheduling.

TL;DR: In this paper, the authors explored industrial buying and new product adoption decision processes, and the role of perceived risk in these processes, where the new product buying decision is always accompanied by perceived risk on the part of the buyer.

TL;DR: In this article, the authors describe a study carried out with the prime intention of learning more about the practical problems involved in applying Organizational Theory to industrial marketing, and they describe a set of practical problems that arise when applying OIT to Industrial Marketing.

TL;DR: The assignment given more often than any other to industrial marketing research departments by marketing management is the measurement of market potentials as discussed by the authors, however, depending upon the type, age (well-established vs. new product), and use of the product involved, the approaches and avenues to be employed, and the data to be established may differ markedly from one product to another.

TL;DR: In this article, the authors provide a reference of SIC related data sources and show how they might be used in practice by an industrial marketing firm and how those sources can be used for more effective industrial marketing.

TL;DR: In this article, the authors propose the concept of decision cost, a simple but powerful idea that leads to different cost conclusions than are reached by prevailing costing methods, depending on whether one is estimating costs for a one shot bid, for a promotional price offer that is to last for a short period, or for a decision concerning long-term price.

TL;DR: In this article, an approach to product positioning which is useful in both industrial and consumer marketing is developed, which can be used in both consumer and industrial marketing, and it is shown that it can be applied in both industries.