{"id":418,"date":"2022-03-02T19:04:13","date_gmt":"2022-03-02T19:04:13","guid":{"rendered":"http:\/\/percursoseideias.iscet.pt\/?page_id=418"},"modified":"2022-10-20T12:42:58","modified_gmt":"2022-10-20T12:42:58","slug":"pi_2021_n11_0001","status":"publish","type":"page","link":"https:\/\/percursoseideias.iscet.pt\/index.php\/pi_2021_n11_0001\/","title":{"rendered":"Volume 11 – 2021 (0001)"},"content":{"rendered":"\n
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Contents<\/a> \"\"<\/a> \"\"<\/a>
Archive<\/a>
Current issue<\/a><\/p>\n<\/div>\n\n\n\n

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El Comportamiento del Comprador Industrial<\/strong><\/p>\n\n\n\n

Cesar Duch Martorell \"\"<\/a> \"\"<\/a> 1<\/sup><\/p>\n\n\n\n

1<\/sup> Facultad de Empresa y Comunicaci\u00f3n (Barcelona), Universidad de VIC-UCC, Spain<\/p>\n\n\n\n

To cite this text:<\/p>\n\n\n\n

Martorell, C. D. (2021), El Comportamiento del Comprador Industrial, Percursos & Ideias<\/em>, Vol. 11, pp. 7-15.<\/p>\n\n\n\n

doi: 10.56123\/percursos.2021.n11.7<\/p>\n\n\n\n

View full text PDF<\/a> \"\"<\/a> <\/p>\n\n\n\n

Abstract<\/strong><\/p>\n\n\n\n

Industrial Markets have been the subject of less academic study, despite their notable importance in the economy, leaving essential aspects such as the purchase decision or the Supplier-Customer interactions in a secondary place. The increasing globalization of the economy requires the study of theoretical models as well as empirical factors in the formation of the industrial purchasing decision.<\/p>\n\n\n\n

Keywords<\/strong><\/p>\n\n\n\n

Industrial purchase decision, Industrial behavior, Industrial decision making, Industrial supplier\u2019s evaluation, Steps in industrial supplier\u00b4s selection.<\/p>\n\n\n\n

References<\/strong><\/p>\n\n\n\n

ARNAUD, J. M. et al. (1986), \u201cThe Components of the Complexity of International Supplier-Customer Relationships\u201d, in<\/em> P. W. Turnbull & S. J. Paliwoda (eds.), Research International Marketing<\/em>, London: Croom Helm, pp. 269-298. <\/p>\n\n\n\n

BLANCHE, Bernard C. (1992),   A tout qualit\u00e9<\/em>, Association Nationale du Marketing, ADETEM, Paris, 15 abril 1992. <\/p>\n\n\n\n

BLANCHE, Bernard C. (1989), \u201cMarketing et Qualit\u00e9 Generalis\u00e9s\u201d, in<\/em> Enjeux<\/em>, 98, 16 Marzo\/15 Abril 1989, pp. 49 y 50.<\/p>\n\n\n\n

BONOMA, T. V. & JOHNSTON, W. J. (1978), \u201cThe Social Psychology of Industrial Buying and Selling\u201d, in<\/em> Industrial Marketing Management<\/em>, 7, pp. 213-224.<\/p>\n\n\n\n

BUCKNER, H. (1967), How British Industry Buys<\/em>. London: Hutchinson. <\/p>\n\n\n\n

CAPON, N. V. & HULBERT, J. (1975), \u201cDecision Systems Analysis in Industrial Marketing\u201d, in<\/em> Industrial Marketing Management<\/em>, v. 4, issues 2-3, pp. 143-160.<\/p>\n\n\n\n

CHOFFRAY J. M. (1977), A Methodology for Investigating the Nature of the Industrial Adoption Process and Differences in Perceptions and Evaluation Criteria Among Decision Participants<\/em>, PhD dissertation, Cambridge H.A.: M.I.T..<\/p>\n\n\n\n

COVA, B. (1989), Strat\u00e9gies de Soumissions aux Appels d’offres Internationaux de Projets Industriels<\/em>, Tesis Doctoral, Paris: Universidad de Paris-Dauphine. <\/p>\n\n\n\n

DALE. B. & POWLEY, R. (1985), \u201cPurchasing Practices in the United Kingdom: a Case Study\u201d, in<\/em> Journal of Purchasing and Materials Management<\/em>, vol. 21, issue 1, pp. 26-33.<\/p>\n\n\n\n

DICKSON, G. (1966), \u201cAn Analysis of Vendor Selection Systems and Decisions\u201d, in<\/em> Journal of Purchasing<\/em>, vol. 2, issue 1, pp. 5-17.<\/p>\n\n\n\n

FORD, D. (1990), Understanding Business Markets: Interaction, Relationships and Networks<\/em>, San Diego: Academic Press. <\/p>\n\n\n\n

GUILLET DE MONTHOUX, P. (1975), \u201cOrganizational Mating and Industrial Marketing Conservatism. Some Reasons Why Industrial Marketing Managers Resist Marketing Theory\u201d, in<\/em> Industrial Marketing Management<\/em>, vol. 4, issue 1, pp. 25-36.<\/p>\n\n\n\n

HAKANSSON, H. & OSTBERG, C. (1975), \u201cIndustrial Marketing: an Organizational Problem?\u201d, in<\/em> Industrial Marketing Management<\/em>, n. 4, pp. 113-123. <\/p>\n\n\n\n

HILLIER T. J. (1975), \u201cDecision-Making in the Corporate Industrial Buying Process\u201d, in<\/em> Industrial Marketing Management<\/em>, n. 4, pp. 99-106. <\/p>\n\n\n\n

JACKSON, R. & PRIDE, W. (1986), \u201cThe Use of Approved Vendor Lists\u201d, in<\/em> Industrial Marketing Management<\/em>, n. 15, pp. 165-169.<\/p>\n\n\n\n

JOHNSTON, W. J. & BONOMA, T. V. (1981), \u201cPurchases of Capital Equipment and Industrial Services\u201d, in<\/em> Industrial Marketing Management<\/em>, n. 10, pp. 254-262.<\/p>\n\n\n\n

JOHNSTON, W. J. & McOUISTON, D. H. (1984), \u201cBuyer-Seller Interactions in an Advanced Technology <\/em>Industry\u201d, Proceedings of the 1st IMP Conference<\/em>, Manchester, Septiembre, pp. 61-93.<\/p>\n\n\n\n

JOHNSTON, W. J. (1997), \u201cIndustrial Buying Behavior: A State of Art Review\u201d, in<\/em> Annual Review of Marketing<\/em>, Chicago: American Marketing Association, pp. 75-88.<\/p>\n\n\n\n

JOLLRAV J. M.; LLLEN G. & YOON, E. (1988), \u201cNew Industrial Product Performance: Models and Empirical Analysis\u201d, in<\/em> Advances in Business Marketing<\/em>, v. 3, pp. 55-65.<\/p>\n\n\n\n

BACKHAUS, K. & KOCH, Franz-Karl (1985), \u201cBehavioral Industrial Marketing Research in Germany and the United States – A Comparison\u201d, in<\/em> Journal of Business Research<\/em>, v. 13, issue 5, pp. 375-382. <\/p>\n\n\n\n

KUTSCHKER M. (1972), <\/em>Verhandlungen als Elemente. Eines Verhaltens Wissenschaftlichen Bezugsrahmens des Investitionsg\u00fctermarkteting<\/em> Dissertation, Mannheim. <\/p>\n\n\n\n

LEENDERS. M. (1990), Reverse Marketing: The New Buyer-Supplier Relationship<\/em>, New York: Free Press.<\/p>\n\n\n\n

MINTZBERG, H. (1979), \u201cAn Emerging Strategy of Direct Research\u201d, in<\/em> Administrative Science Quarterly<\/em>, v. 24, n. 4, pp. 582-589. <\/p>\n\n\n\n

MOLLER, K. (1986), \u201cBuying Behaviour of Industrial Components. Inductive Approach for Descriptive Model Building\u201d, in<\/em> P. W. Turnbull & S. J. Paliwoda (eds.), Research International Marketing<\/em>, London: Croom Helm, pp. 79-132.<\/p>\n\n\n\n

OZANNE, D. & CHURCHILL, G. (1971), \u201cFive Dimensions of the Industrial Adoption Process\u201d, in<\/em> Journal of Marketing Research<\/em>, 8, pp. 322-328. <\/p>\n\n\n\n

PETER, J. P. (1981), \u201cConstruct Validity: A Review of Basic Issues and Marketing Practices\u201d, in Journal of Marketing Research<\/em>, v. 18, n.\u00ba 2, pp. 133-145.<\/p>\n\n\n\n

ROBINSON, P. & FARIS, C. (1967), Industrial Buying and Creative Marketing<\/em>, Boston: Allyn and Bacon. <\/p>\n\n\n\n

SALLE, R. (1984), Les Moyens de la Strat\u00e9gie Marketing dans les Entreprises de Service et de Produits Industriels<\/em>, Paris: Institut de Recherche de l’Entreprise.<\/p>\n\n\n\n

TURNBULL, P. W. (1986), \u201cTripartite Interaction: The Role of the Sales Subsidiaries in International Marketing\u201d, in<\/em> P. W. Turnbull & S. J. Paliwoda (eds.), Research International Marketing<\/em>, London: Croom Helm, pp. 195-209.<\/p>\n\n\n\n

VALLA, J. P. (1987), L’approche Interactive. Les Travaux du Groupe Europ\u00e9en IMP en Marketing Industriel<\/em>, Paris: Institute de Recherche de l’Entreprise.<\/p>\n\n\n\n

WEBSTER, F. & WIND, Y. (1972), \u201cA General Model for Understanding Organizational Buying Behaviour\u201d, in<\/em> Journal of Marketing<\/em>, vol. 36,  n.\u00ba 2, pp. 12-19.<\/p>\n\n\n\n

WOODSIDE, A. & VYAS, N. (1987), Industrial Purchasing Strategies<\/em>, Lexington Books, pp. 23-30.<\/p>\n\n\n\n

WOODSIDE, A. & VYAS, N. (1986), \u201cMicro-Analysis of Supplier Choice Strategies: Industrial Packaging Materials\u201d, in<\/em> K. Backhaus & D. Wilson, Industrial Marketing: A German-American Perspective<\/em>, Springer Verlag.<\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Contents ArchiveCurrent issue El Comportamiento del Comprador Industrial Cesar Duch Martorell 1 1 Facultad de Empresa y Comunicaci\u00f3n (Barcelona), Universidad de VIC-UCC, Spain To cite this text: Martorell, C. D. (2021), El Comportamiento del...<\/p>\n","protected":false},"author":6,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-418","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/pages\/418","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/comments?post=418"}],"version-history":[{"count":11,"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/pages\/418\/revisions"}],"predecessor-version":[{"id":2919,"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/pages\/418\/revisions\/2919"}],"wp:attachment":[{"href":"https:\/\/percursoseideias.iscet.pt\/index.php\/wp-json\/wp\/v2\/media?parent=418"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}