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Business Buyer Behavior

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Business Buyer Behavior
Marketing / Biotech / Research Method….

Individual Term Paper
Business Buyer Behavior

Submitted to: Prof. Christian Bach

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Table of Contents

Abstract
The paper seeks to address the customers make purchases in order to satisfy needs. The wealth of products and services produced in a country make our economy strong. All the behavior of human beings during the purchase may be termed as buyer behavior.

Purpose
To understand the major factors that influence business buyer behaviors and identify discuss the stages in the buyer decision process.
Methodology
A study on customers buying behavior towards product and to know the preference of customer while purchasing of products, to study the buying pattern of customer while purchasing of product.
Findings
The consumer decision making process and resulting preferences and buying behavior are influenced by internal as well as external factor. The internal factors consist of factors such as needs and motivation and external factor consists of culture, social class and references groups.

Research limitations/implications
The research limitation is respondents were reluctant to share their experience accurately.

Originality/value
Give insight into the factors affecting buying behavior for product.

Introduction

The business buyer behavior refers to the buying behavior of organizations that buy goods and services for use in the production of other production of other products and services that are sold, rented or supplied to others.(Aaron & Isaac, 2012; Bendixen & Abratt, 2007; Brint, 2003; Cambra-Fierro, Polo-Redondo, & Wilson, 2008; Carrington, Neville, & Whitwell, 2010; Cohen, 1999; Cowley,


References: Aaron, R. B., & Isaac, M. S. (2012). Finding a Home for Products We Love: How Buyer Usage Intent Affects the Pricing of Used Goods. Journal of Marketing, 76(4), 78-91. doi: 10.2307/41714500 Bendixen, M., & Abratt, R Brint, A. T. (2003). Investigating Buyer and Seller Strategies in Online Auctions. The Journal of the Operational Research Society, 54(11), 1177-1188. doi: 10.2307/4101774 Cambra-Fierro, J., Polo-Redondo, Y., & Wilson, A Chen, Z., Huang, Y., & Sternquist, B. (2011). Guanxi practice and Chinese buyer–supplier relationships: The buyer 's perspective. Industrial Marketing Management, 40(4), 569-580. doi: http://dx.doi.org/10.1016/j.indmarman.2010.12.013 Cohen, J Cowley, P. R. (1985). Modelling the Effect of Buyer and Seller Power on the Margins of Commodity Plastics. Strategic Management Journal, 6(3), 213-222. doi: 10.2307/2486183 Cowley, P Dana Jr, J. D. (2012). Buyer groups as strategic commitments. Games and Economic Behavior, 74(2), 470-485. doi: http://dx.doi.org/10.1016/j.geb.2011.08.014 Davis, D Dobson, P. W. (2005). EXPLOITING BUYER POWER: LESSONS FROM THE BRITISH GROCERY TRADE. Antitrust Law Journal, 72(2), 529-562. doi: 10.2307/40843634 Dorward, N Dyer, G. W. J., & Wilkins, A. L. (1991). Better stories, not better constructs, to generate better theory: A rejoinder to Eisenhardt. Academy of Management Review, 16(3), 613-619. Edwards, R., Gut, A.-M., & Mavondo, F Eisenhardt, K. M. (1989). Building Theories from case study research. Academy of Management Review, 14(4), 532-550. Ellinger, E Gable, G. G. (1994). Integrating Case Study and Survey Research Methods: An Example in Information Systems. European Journal of Information Systems, 3(2), 112-126. Gao, T., Sirgy, M Goodhardt, G. J., Ehrenberg, A. S. C., & Chatfield, C. (1984). The Dirichlet: A Comprehensive Model of Buying Behaviour. Journal of the Royal Statistical Society. Series A (General), 147(5), 621-655. doi: 10.2307/2981696 Grønhaug, K Kaynak, E., & Meidan, A. (1980). Home Buying Behaviour: A Comparison of Canadian vs British Attitudes. Management International Review, 20(4), 53-63. doi: 10.2307/40227557 Kim, K Lilien, G. L. (1974). A Modified Linear Learning Model of Buyer Behavior. Management Science, 20(7), 1027-1036. doi: 10.2307/2629735 Liu, Y., Huang, Y., Luo, Y., & Zhao, Y Lu, L. (1995). A one-vendor multi-buyer integrated inventory model. European Journal of Operational Research, 81(2), 312-323. doi: http://dx.doi.org/10.1016/0377-2217(93)E0253-T MacDonald, J Rajagopal, & Rajagopal, A. (2009). Buyer-Supplier Relationship and Operational Dynamics. The Journal of the Operational Research Society, 60(3), 313-320. doi: 10.2307/40206740 Rea, S Roloff, J., & Aβländer, M. S. (2010). Corporate Autonomy and Buyer—Supplier Relationships: The Case of Unsafe Mattel Toys. Journal of Business Ethics, 97(4), 517-534. doi: 10.2307/40929511 Sadanand, A Sadanand, A. (1989). Protection of Seller 's Interests under Buyer 's Breach. The Canadian Journal of Economics / Revue canadienne d 'Economique, 22(4), 910-916. doi: 10.2307/135507 Satterthwaite, M Sichel, H. S. (1982). Repeat-Buying and the Generalized Inverse Gaussian-Poisson Distribution. Journal of the Royal Statistical Society. Series C (Applied Statistics), 31(3), 193-204. doi: 10.2307/2347993 Stanko, M Tan, G. (1996). Optimal Procurement Mechanisms for an Informed Buyer. The Canadian Journal of Economics / Revue canadienne d 'Economique, 29(3), 699-716. doi: 10.2307/136258 Uncles, M., Ehrenberg, A., & Hammond, K Villena, V. H., Revilla, E., & Choi, T. Y. (2011). The dark side of buyer–supplier relationships: A social capital perspective. Journal of Operations Management, 29(6), 561-576. doi: http://dx.doi.org/10.1016/j.jom.2010.09.001 Wuyts, S
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