Publications
Publications
- March 1982 (Revised April 1989)
- HBS Case Collection
Industrial Buyer Behavior
Abstract
May be used as background material for courses in industrial marketing and industrial procurement. Surveys the economic, behavioral, and organizational influences that shape buying decision-making in corporations and other institutions. Also describes the kinds of strategies purchasing groups formulate for dealing with their suppliers and supply environments.
Keywords
Citation
Corey, E. Raymond. "Industrial Buyer Behavior." Harvard Business School Background Note 582-117, March 1982. (Revised April 1989.)