A Reward/Measurement Model of Organizational Buying Behavior

A Reward/Measurement Model of Organizational Buying Behavior

A new model of the organizational buying process is presented. The ontological framework of the model is based on the assumption that organizational buying behavior is essentially a form of work behavior. The model is informed by expectancy theory and emphasizes the role of reward and measurement sy...

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Veröffentlicht in:Journal of marketing 1985-04, Vol.49 (2), p.7-23
Hauptverfasser: Anderson, Paul F., Chambers, Terry M.
Format: Artikel
Sprache:eng
Schlagworte:
Behavior modeling
Buying behavior
Consumer behavior
Expectancy theory
Feedback
Marketing
Measurement
Measurement systems
Modeling
Motivation
Organizational behavior
Purchasing
Rewards
Social influence
Vendors
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Zusammenfassung:A new model of the organizational buying process is presented. The ontological framework of the model is based on the assumption that organizational buying behavior is essentially a form of work behavior. The model is informed by expectancy theory and emphasizes the role of reward and measurement systems in motivating purchasing process participants. It is suggested that this approach can serve as the foundation of a research program that may eventually lead to a unified theory of the organizational dyad.
ISSN:0022-2429
1547-7185
DOI:10.1177/002224298504900201