industrial buying process
Definition:
Organizational buying decisions can be seen in terms of a problem-solving activity with identifiable decision stages. In Robinson and Faris's model the process begins with recognition of a need which may be satisfied by purchase, continues with the search for and evaluation of alternatives and finishes with choice and establishment of a purchasing routine.
Cross-References:
[buy phases]
Links:
Figures:
© Westburn Publishers Ltd 2002, The Westburn Dictionary of Marketing edited by Michael J Baker, ISBN 978-0-946433-01-8. www.themarketingdictionary.com. Entry: [Stephen T. Parkinson], [1998].