Title

An Empirical Investigation Of Components Of Industrial Buyer Motivation

Abstract

Motivation of industrial buyers has been virtually ignored in the marketing and purchasing literatures. This empirical void is surprising given the critical role organizational purchasers play in their firms. This paper reports the results of a study that explored the impact of individual and organizational characteristics on three expectancy model components of industrial buyers’ motivation. Findings reveal that personal factors have a greater impact on buyer motivation than do organizational variables. Implications of the study are also offered. © 1995 by The Haworth Press, Inc. All rights reserved.

Publication Date

7-13-1995

Publication Title

Journal of Business-to-Business Marketing

Volume

2

Issue

2

Number of Pages

5-35

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1300/J033v02n02_03

Socpus ID

0010865681 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/0010865681

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