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journal article Socially Responsible Organizational Buying: Environmental Concern as a Noneconomic Buying CriterionJournal of Marketing Vol. 58, No. 3 (Jul., 1994) , pp. 1-19 (19 pages) Published By: Sage Publications, Inc. https://doi.org/10.2307/1252307 https://www.jstor.org/stable/1252307 Read and download Log in through your school or library Alternate access options For independent researchers Read Online Read 100 articles/month free Subscribe to JPASS Unlimited reading + 10 downloads Purchase article $41.50 - Download now and later Abstract The greening of corporate America has added a new and different type of criterion to some organizational buying decisions-social responsibility. Scholars have given little attention to such noneconomic buying criteria. On the basis of a study of 35 buying processes in ten organizations and an in-depth examination of 21 of those processes, the author addresses how and why socially responsible buying comes about in organizations. The findings suggest that two factors have been key to the success of socially responsible buying initiatives. One factor is the presence of a skillful policy entrepreneur. Policy entrepreneurs are found to have many of the same characteristics as business entrepreneurs, but invest their resources in instituting new organizational policies. Their zeal for socially responsible buying is rooted in a commitment based on a complex and often difficult process of moral reasoning. The second factor influencing the success of socially responsible buying is the organizational context within which policy entrepreneurs operate. The author differentiates organizational contexts on the basis of whether the socially responsible buying is part of a deliberate corporate strategy and further classifies them through a framework and identifies themes observed across the contexts. Guidance is offered for vendors marketing socially responsible products and services. Journal Information The Journal of Marketing (JM) develops and disseminates knowledge about real-world marketing questions relevant to scholars, educators, managers, consumers, policy makers and other societal stakeholders. It is the premier outlet for substantive research in marketing. Since its founding in 1936, JM has played a significant role in shaping the content and boundaries of the marketing discipline? Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. Read Online (Free) relies on page scans, which are not currently available to screen readers. To access this article, please contact JSTOR User Support . We'll provide a PDF copy for your screen reader. With a personal account, you can read up to 100 articles each month for free. Get StartedAlready have an account? Log in Monthly Plan
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journal article A General Model for Understanding Organizational Buying BehaviorJournal of Marketing Vol. 36, No. 2 (Apr., 1972) , pp. 12-19 (8 pages) Published By: Sage Publications, Inc. https://doi.org/10.2307/1250972 https://www.jstor.org/stable/1250972 Read and download Log in through your school or library Alternate access options For independent researchers Read Online Read 100 articles/month free Subscribe to JPASS Unlimited reading + 10 downloads Purchase article $41.50 - Download now and later Abstract The authors suggest a model of industrial and institutional buying behavior as an organizational decision-making process. The major dimensions of the model are defined and some implications for marketing strategy are developed. Journal Information The Journal of Marketing (JM) develops and disseminates knowledge about real-world marketing questions relevant to scholars, educators, managers, consumers, policy makers and other societal stakeholders. It is the premier outlet for substantive research in marketing. Since its founding in 1936, JM has played a significant role in shaping the content and boundaries of the marketing discipline? Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. What is the last stage of the organizational purchase decision process?(8) Performance feedback and evaluation – The last stage involves deciding whether to re-order, modify the order or drop the seller. The buyers evaluate their satisfaction with the product and the seller(s) and communicate the response to the seller(s).
What are the steps of the organizational buying process?Stages in Organizational Buying. Problem recognition. ... . General need description. ... . Product specification. ... . Supplier search. ... . Proposal solicitation. ... . Supplier selection. ... . Order-routine specification. ... . Performance review.. What are the seven 7 stages of the organizational buying decision process and what are the implications for salespeople at each stage?The traditional B2B buying process has seven steps: need recognition, defining the need, developing the specifications, searching for appropriate suppliers, evaluating proposals, making the buying decision, and postpurchase evaluation.
At which stage of the organizational buying decision process would a firm select a supplier negotiate terms and award a contract?At which stage of the organizational buying decision process would a firm select a supplier, negotiate terms, and award a contract? organizational buying criteria.
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During the next-to-last stage of the organizational buying decision process, the organization
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