Concepedia

Buying Decision Process

Buying Decision Process is a structured sequence of stages that an organization follows to evaluate and select suppliers and products, distinguished from individual consumer decision processes by its emphasis on rational criteria, multiple stakeholders, and formalized procedures within organizational purchasing contexts.

600

Publications

37.6K

Citations

1.3K

Authors

625

Institutions

Publications per year

2017–2026

179

Variants

Organizational Buying Process

Parents

Publications

600

A Transaction Cost Approach to Make-or-Buy Decisions

Gordon Walker, David Weber · Administrative Science Quarterly · 1984 · 1.1K citations

, , +11

Customer Experience Management in Retailing: Understanding the Buying Process

Nancy M. Puccinelli, Ronald C. Goodstein, Dhruv Grewal et al. · Journal of Retailing · 2009 · 944 citations

, , +14

The Role of Awareness and Familiarity with a Destination: The Central Florida Case

Ady Milman, Abraham Pizam · Journal of Travel Research · 1995 · 870 citations · Full text

, , +17

A Model of Industrial Buyer Behavior

Jagdish N. Sheth · Journal of Marketing · 1973 · 785 citations

, , +15

A General Model for Understanding Organizational Buying Behavior

Frederick E. Webster, Yoram Wind · Journal of Marketing · 1972 · 746 citations

, , +17

1–5 of 600

Authors

1.3K

  1. AG
    Arch G. Woodside

    Boston College, United States

    8 publications · 390 citations

    8

    h-index

  2. RE
    Robert E. Spekman

    University of Virginia, United States

    6 publications · 760 citations

    6

    h-index

  3. SJ
    Socrates J. Moschuris

    University of Piraeus, Greece

    5 publications · 144 citations

    5

    h-index

  4. MD
    Michele D. Bunn

    University of Alabama, United States

    5 publications · 550 citations

    5

    h-index

  5. WJ
    Wesley J. Johnston

    Georgia State University, United States

    4 publications · 697 citations

    4

    h-index

1–5 of 1.3K

Institutions

625

  1. Texas Tech University

    Lubbock, United States

    7 h-index

    12 publications

    730 citations

  2. Massachusetts Institute of Technology

    Cambridge, United States

    6 h-index

    7 publications

    792 citations

  3. Bucharest University of Economic Studies

    Bucharest, Romania

    6 h-index

    16 publications

    651 citations

  4. Manchester School of Architecture

    Manchester, United Kingdom

    6 h-index

    8 publications

    744 citations

  5. University of Maryland, College Park

    College Park, United States

    5 h-index

    6 publications

    548 citations

  6. University of Piraeus

    Piraeus, Greece

    5 h-index

    8 publications

    294 citations

  7. University of Illinois Urbana-Champaign

    Urbana, United States

    5 h-index

    6 publications

    1.3K citations

  8. Pennsylvania State University

    State College, United States

    5 h-index

    8 publications

    592 citations

1–8 of 625

Venues

  1. Journal of Marketing

    JM · 23 publications · 4.8K citations

    21

    h-index

  2. Journal of Marketing Research

    22 publications · 1.8K citations

    20

    h-index

  3. Industrial Marketing Management

    22 publications · 1.1K citations

    20

    h-index

  4. Journal of Business and Industrial Marketing

    22 publications · 863 citations

    18

    h-index

  5. European Journal of Marketing

    EJM · 9 publications · 629 citations

    9

    h-index

1–5