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Date Submitted: 11/22/2015 12:25 AM
Buyer Behaviour Assignment Topic – Buying Decision Process in
Business Market
Name – Samriddh Singh
Roll No – I035
SAP No – 71110110027
William D .P Jr and Joseph P(1999) research contributes to the
emerging body of knowledge in the business market arena. Building
from theories of relationships and empirical research across several
disciplines, the authors specify six key underlying dimensions
(connectors) that characterize the manner in which buyers and
sellers relate and conduct relationships. Measures for these
relationship connectors (information exchange, operational linkages,
legal bonds, cooperation, and relationship-specific adaptations by
buyers and sellers) are developed in a series of pre-tests. The
research specifies antecedent market and purchase situations and
shows that they affect when specific types of relationships are used.
The research also shows how customer satisfaction and evaluations
of supplier performance vary across different types of relationships.
The results provide new insights about the nature of relationships in
business markets. Frederick E Webster Jr.(1965) contributed that
study of the industrial buying process has been hindered by the lack
of a conceptual framework, or model. Without an analytical
structure, it is difficult to identify the critical variables and
relationships which need explanation. A preliminary descriptive
model is offered which breaks the industrial buying process into four
elements: problem recognition, assignment of organizational
responsibility, the search process, and the choice process.
Eric Jacquet-Lagreze and Melvin F. Shakun (1984) contributed that by
using recent research on evolutionary systems design and on the
process of learning preferences in multicriteria decision making, a
Decision Support System (DSS) is proposed for semi-structured
buying decisions. The general decision process model involves four
phases and feedbacks among them. It selecting criteria and...