Theory transitions in organizational buying behavior research

Abstract

Organizational buying is an active research domain with hundreds of studies grounded in one or several of the complementary theoretical models in the literature. In recent years, however, many scholars have focussed on the importance of the buyer‐seller relationship. For many research studies, the theoretical framework has expanded from a buying‐side‐only perspective. Explores the reason for this transition in terms of changes in the business‐to‐business environment. Given the environmental changes, the next theory transition may be to view buying and selling relationships between firms from a systems perspective. Introduces basic systems thinking concepts as they may apply in the buyer‐seller context.

Citation

Wilson, E.J. (1996), "Theory transitions in organizational buying behavior research", Journal of Business & Industrial Marketing, Vol. 11 No. 6, pp. 7-19. https://doi.org/10.1108/08858629610151271