Abstract:
There is a large amount of research which deals with the buying behaviour of organizations and which brings to the fore the concept of "Buy grid" where a buying centre and the different phases in the buying process are identified. Our research concerns the application of this concept in the field of buying for resale in France in integrated commerce (hypermarkets and department stores). This is an exploratory approach (case study) built around interviews with buyers and suppliers. We cover the existence of a buying centre, the different buying situations and the phases in the process. Two variables play an important role : - the variables linked to the company, in particular the centralisation or decentralisation of decision making - the variables linked to the environment, particularly the existence of fashion phenomena. However, the exploratory nature of this research, especially where the size of the sample is concerned, limits generalisation.
Research Papers
The buying process in large scale distribution (French)
Catalogue: ESOMAR Congress 1988
Authors: Jose P. Dionisio, Anne Marie Schlosser, Jean-François Boss
 
September 1, 1988
Research Papers
Conformism and transformism
Catalogue: ESOMAR Congress 1990: Using Research For Marketing In The 90's
Author: Clement Forges
 
September 1, 1990
Research Papers
Measuring consumer expectations and satisfactions
Catalogue: Seminar 1993: The Ideal Product, The Ideal Costumer, The Ideal Company?
Author: Barbara R. Lewis
 
June 15, 1993
