STUDY OF FACTORS EFFECTING ON BUYERS' ‎COMMITMENT AND BEHAVIOR IN INDUSTRIAL ‎MARKETING

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BABAEI ZAKLIKI MOHAMAD ALI; RAKEEI ESFAHANI PARISA

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Journal: Management Research in Iran Year:2011 | Volume:15 | Issue:2 (71) Page(s): 21-46

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Title

STUDY OF FACTORS EFFECTING ON BUYERS' ‎COMMITMENT AND BEHAVIOR IN INDUSTRIAL ‎MARKETING

Author(s)

BABAEI ZAKLIKI MOHAMAD ALI | RAKEEI ESFAHANI PARISA | Issue Writer Certificate

Keywords

INDUSTRIAL BUYER AND SELLER RELATIONSHIPSQ2

BUYER COMMITMENTQ2

‎BUYER PURCHASING BEHAVIORQ2

Abstract

Commitment in INDUSTRIAL BUYER AND SELLER RELATIONSHIPS is an important issue ‎of relationship-oriented marketing. Some of the benefits that marketers may ‎gain from commitment of industrial buyers include: favorable buyer ‎purchasing behavior, which leads to decreasing the seller’s costs and ‎increasing the seller’s revenues.‎ This study investigates the factors effecting on BUYER COMMITMENT in ‎industrial markets and impact of commitment on purchasing behavior. The ‎method of study is applied and descriptive. It employs structural model and ‎correlation analysis. The sample was industrial buyers of a famous company ‎in wood industry.‎ Findings of the study are:‎• Industrial BUYER COMMITMENT is improved according to reciprocal ‎services.‎• Favorable buyer purchasing behavior is enhanced with increasing of ‎industrial BUYER COMMITMENT.‎• Seller’s revenues are increased as a result of favorable buyer ‎purchasing behavior.‎• Seller’s costs are decreased as a result of favorable buyer purchasing ‎behavior.‎According to these findings, it is suggested that managers pay due ‎attention to BUYER COMMITMENT and offer reciprocal services for improving ‎buyer commitment.‎

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APA: Copy

BABAEI ZAKLIKI, MOHAMAD ALI, & RAKEEI ESFAHANI, PARISA. (2011). STUDY OF FACTORS EFFECTING ON BUYERS' ‎COMMITMENT AND BEHAVIOR IN INDUSTRIAL ‎MARKETING. MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES), 15(2 (71)), 21-46. SID. https://sid.ir/paper/361950/en

Vancouver: Copy

BABAEI ZAKLIKI MOHAMAD ALI, RAKEEI ESFAHANI PARISA. STUDY OF FACTORS EFFECTING ON BUYERS' ‎COMMITMENT AND BEHAVIOR IN INDUSTRIAL ‎MARKETING. MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES)[Internet]. 2011;15(2 (71)):21-46. Available from: https://sid.ir/paper/361950/en

IEEE: Copy

MOHAMAD ALI BABAEI ZAKLIKI, and PARISA RAKEEI ESFAHANI, “STUDY OF FACTORS EFFECTING ON BUYERS' ‎COMMITMENT AND BEHAVIOR IN INDUSTRIAL ‎MARKETING,” MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES), vol. 15, no. 2 (71), pp. 21–46, 2011, [Online]. Available: https://sid.ir/paper/361950/en

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