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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.
//doi.org/10.2307/1252307
//www.jstor.org/stable/1252307
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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
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Journal of Marketing
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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.
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Monthly Plan
- Access everything in the JPASS collection
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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.
//doi.org/10.2307/1250972
//www.jstor.org/stable/1250972
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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
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Journal of Marketing
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