کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1019173 1482854 2006 9 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Ongoing search among industrial buyers
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
Ongoing search among industrial buyers
چکیده انگلیسی

Literature on organizational buying behavior pays little attention to ongoing search, i.e., information search activities that are independent of specific purchase decisions. This study employs ethnographic methods to investigate the nature of ongoing search in the context of trade shows. The study contributes to the literature on information search among industrial buyers by highlighting its bias in favor of search processes that lead to short-term purchases. The research findings have strong implications for trade show scholarship, as they cast a critical light on the “received view” on how to effectively select, manage and measure returns on trade show investments. This article offers a more complex and nuanced view of visitor behavior at trade shows and introduces a broader perspective on the significance of these events for their underlying markets.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 59, Issues 10–11, October 2006, Pages 1151–1159
نویسندگان
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