OEM buying process for new components: Purchasing and marketing implications
Industrial Marketing ManagementPublished 1 August 1985
Paul Matthyssens, Wouter Faes
Citations27
SJR quartileQ1
SJR score2.62
SNIP1.96
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
This article identifies the buying process for a new component. In-depth case studies were conducted at a wide range of potential customers. The buying process was mapped or flow charted in each organization. A general model of component buying was developed. © 1985.
Keywords
Business, Management and AccountingEngineering
European Journal of MarketingThe Development of Buyer‐Seller Relationships in Industrial Markets
1,291 Citations1980David Ford
Journal of MarketingDifference in Attribute Importance for Different Industrial Products
319 Citations1974Donald R. Lehmann, John O’Shaughnessy
Industrial Marketing ManagementOrganizations buying in new task and rebuy situations
82 Citations1979Peter Doyle, Arch G. Woodside +1 more
European Journal of MarketingSituational Segmentation of Industrial Markets
69 Citations1980Richard N. Cardozo
Industrial Marketing ManagementDecision systems analysis in industrial marketing
53 Citations1975Noël Capon, James M. Hulbert
Industrial Marketing ManagementDecision - making in the corporate industrial buying process
52 Citations1975Terry J. Hillier
Industrial Marketing ManagementHow valid is the buy-grid model?
51 Citations1983Joseph A. Bellizzi, P.J. McVey
Journal of Marketing ResearchInformation Processing and Decision Making in Marketing Organizations
45 Citations1972James M. Hulbert, John U. Farley +1 more
Amstutz identified four characteristics of a successful marketing information system, and found that new system developments are not integrated with the information system that already exists in a company.
Industrial Marketing ManagementAn evaluation of the BUYGRID Analytic Framework
23 Citations1979Wade Ferguson