An empirical analysis of the industrial buying process for the purchase of temporary clerical help
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The recent emphasis in describing buyer behavior has dealt almost exclusively with the consumer sector while its counterpart, industrial purchasing behavior, has received much less attention. Of those studies dealing with the industrial sector, most have centered around the purchase of industrial services. Marketing discussions pertaining to the service industries are limited, and those available are widely scattered through the literature.This comparative paucity of published research and the fact that the dollar volume involved in industrial purchases far exceeds that of the consumer market, seem to suggest the need for descriptive studies leading to a better understanding of industrial buyer behavior. The present research study was designed to aid in this understanding. The specific industrial buying process chosen for analysis was the purchase of an industrial service - temporary clerical help.
- Doctoral Dissertations