Knowledge of the many influences that affect purchasing
preferences is important for marketers o Apart from the
technical and economic factors of importance, non- economic
factors are also significanto The latter have sociological
and psychological bases o Organisational buying behaviour
models attempt to provide a comprehensive scenario of these
factors that in combination, help to explain buyer
behaviouro
Sheth 0 s model of industrial buying behaviour presents many
of the factors that influence the organisational buying
process and describes the complexity of decision making o
These relationships are reflected in an integrated
frameworko Sheth's model is not intended to be definitive, it does, however, offer a framework that systematically
presents the factors that influence organisational buying
behaviouro This study shows that the Sheth ~odel of
industrial buying behaviour can be applied in the South
African leather industry, and that valuable information can
be obtained when the model is applied. / Economics / M. Com. (Business Economics)
| Identifer | oai:union.ndltd.org:netd.ac.za/oai:union.ndltd.org:unisa/oai:umkn-dsp01.int.unisa.ac.za:10500/17676 |
| Date | 06 1900 |
| Creators | Schmidt, Dirk Otto |
| Contributors | Machado, Richard |
| Source Sets | South African National ETD Portal |
| Language | English |
| Detected Language | English |
| Type | Dissertation |
| Format | 1 online resource (xvi, 226 leaves) |
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