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Paper info: INFLUENCE OF VENDOR EXPERIENCES ON BUYING CENTER DECISIONS AND RELATIONSHIP INTENT A CONCEPTUAL FRAMEWORK EXPLORING JOURNEY FROM INDIVIDUAL PURCHASE INTENT TO BUYING CENTER PURCHASE DECISION

Title


INFLUENCE OF VENDOR EXPERIENCES ON BUYING CENTER DECISIONS AND RELATIONSHIP INTENT A CONCEPTUAL FRAMEWORK EXPLORING JOURNEY FROM INDIVIDUAL PURCHASE INTENT TO BUYING CENTER PURCHASE DECISION

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


Organization decision making is explored from a customer experience framework and conceptual model explaining the process of decision making in a buying centre has been proposed. Joint decision making process for industrial purchases is shown to be a three phase journey and the role of anticipated emotions influencing and leading to formation of behavioural intent in each of the phases explained. Socio-psychological factors influence on decision making in a buying centre has been integrated with the rational cognitive decision making process to develop an integrated model highlighting the journey from individual behavioural intent to group purchase decision in an industrial buying scenario.