Construct · 1 fields · 1 citations

Sheth model of industrial buyer behavior: a standalone construct

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Industrial marketing

a model of joint decision-making in industrial purchasing in which the expectations of purchasing agents, engineers and users and their conflict resolution shape supplier choice.

In industrial marketing, Sheth model of industrial buyer behavior refers to a model of joint decision-making in industrial purchasing in which the expectations of purchasing agents, engineers and users and their conflict resolution shape supplier choice. This meaning comes from Sheth (1973) in Journal of Marketing.[1]

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Nearby constructs

conflict resolution1 fields · 1 citationsanchor · a standalone construct conflict4 fields · 5 citationsjingle · one word, four constructs joint2 fields · 2 citationsjingle · one word, two constructs

References

Sheth, J. N. (1973). A Model of Industrial Buyer Behavior. Journal of Marketing, 37(4), 50-56. https://doi.org/10.1177/002224297303700408

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