Construct · 1 fields · 1 citations

Webster-Wind model: a standalone construct

One name. One construct. A landmark on the map.

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Industrial marketing

a model of organizational buying as decision-making by a buying center shaped by environmental, organizational, interpersonal and individual influences.

In industrial marketing, Webster-Wind model refers to a model of organizational buying as decision-making by a buying center shaped by environmental, organizational, interpersonal and individual influences. This meaning comes from Webster (1972) in Journal of Marketing.[1]

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Nearby constructs

organizational buying behavior1 fields · 1 citationsanchor · a standalone construct buying center1 fields · 1 citationsanchor · a standalone construct model3 fields · 3 citationsjingle · one word, three constructs

References

Webster, F. E., & Wind, Y. (1972). A General Model for Understanding Organizational Buying Behavior. Journal of Marketing, 36(2), 12-19. https://doi.org/10.1177/002224297203600204

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