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Paper info: BEHAVIORAL INTENTION OF AN ORGANIZATIONAL BUYER EXPLORING THE MEDIATING ROLE OF POSITIVE AND NEGATIVE ANTICIPATED EMOTIONS

Title


BEHAVIORAL INTENTION OF AN ORGANIZATIONAL BUYER EXPLORING THE MEDIATING ROLE OF POSITIVE AND NEGATIVE ANTICIPATED EMOTIONS

Authors


Santosh Kumar Pandey and Amit Mookerjee

Place of Publication


The paper was published at the 34th IMP-conference in Marseille, France in 2018.

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Abstract


Presence of anticipated emotions in an organizational buying scenario is explored and the interaction of employee seniority and type of organization with anticipated emotions of purchase and non-purchase assessed. Empirical study conducted during the research indicates that both positive and negative anticipated emotions of purchase and non-purchase are experienced. It was also found that the levels of anticipated emotions experienced vary with the type of organization and the seniority level of the buying center executives.