DESIGNING A MODEL TO EXPLICATE THE BEHAVIOR OF ORGANIZATIONAL BUYERS IN PURCHASING COMPUTER PRODUCTS- HARDWARE

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HASAN GHOLIPOUR T.; SAREMI MAHMOUD; ESMAEILPOUR MAJID

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Journal: MANAGEMENT KNOWLEDGE Year:2008 | Volume:21 | Issue:80 Page(s): 3-22

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Information Journal Paper

Title

DESIGNING A MODEL TO EXPLICATE THE BEHAVIOR OF ORGANIZATIONAL BUYERS IN PURCHASING COMPUTER PRODUCTS- HARDWARE

Author(s)

HASAN GHOLIPOUR T. | SAREMI MAHMOUD | ESMAEILPOUR MAJID | Issue Writer Certificate

Keywords

ORGANIZATIONAL BUYING BEHAVIORQ3

ORGANIZATIONAL BUYING PROCESSQ3

ORGANIZATIONAL MARKETINGQ3

THE EFFECTIVE FACTORS IN ORGANIZATIONALQ3

Abstract

Understanding the buying behavior of the organizational purchasers is essential for every organizational marketer as well as for the researchers of marketing. The main goal of this research is to analyze the ORGANIZATIONAL BUYING BEHAVIOR, the process that organizations pass to buy computer products, as well as the factors and variables that influence on their decision making. The research method is descriptive and correlation Matrix Analysis, data gathering method is a combination of interview and questionnaire methods, and the method of data analyzing is Structural Equations Method. The results of the research shows that organizational buyers (banks and financial firms) pass eight steps in purchasing computer hardware products They are affected by five groups of major factors in decision making process as follows: Environmental factors, suppliers' marketing motive factors, organizational factors, interpersonal factors and individual factors. The coefficients of the standardized path from path analysis test showed that there was a meaningful relation between all the above factors and the organizational purchasers' decision making process.

Cites

THE EFFECT OF WORD OF MOUTH ON INTENTION TO USE INSURANCE SERVICES AMONG CUSTOMERS OF INSURANCE COMPANIES IN RASHT

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APA: Copy

HASAN GHOLIPOUR, T., SAREMI, MAHMOUD, & ESMAEILPOUR, MAJID. (2008). DESIGNING A MODEL TO EXPLICATE THE BEHAVIOR OF ORGANIZATIONAL BUYERS IN PURCHASING COMPUTER PRODUCTS- HARDWARE. MANAGEMENT KNOWLEDGE, 21(80), 3-22. SID. https://sid.ir/paper/88089/en

Vancouver: Copy

HASAN GHOLIPOUR T., SAREMI MAHMOUD, ESMAEILPOUR MAJID. DESIGNING A MODEL TO EXPLICATE THE BEHAVIOR OF ORGANIZATIONAL BUYERS IN PURCHASING COMPUTER PRODUCTS- HARDWARE. MANAGEMENT KNOWLEDGE[Internet]. 2008;21(80):3-22. Available from: https://sid.ir/paper/88089/en

IEEE: Copy

T. HASAN GHOLIPOUR, MAHMOUD SAREMI, and MAJID ESMAEILPOUR, “DESIGNING A MODEL TO EXPLICATE THE BEHAVIOR OF ORGANIZATIONAL BUYERS IN PURCHASING COMPUTER PRODUCTS- HARDWARE,” MANAGEMENT KNOWLEDGE, vol. 21, no. 80, pp. 3–22, 2008, [Online]. Available: https://sid.ir/paper/88089/en

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