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Full-Text Articles in Business
Business-To-Business Buying Behavior And The Price-Perceived Quality Paradigm, Joseph Chapman, Russell G. Wahlers
Business-To-Business Buying Behavior And The Price-Perceived Quality Paradigm, Joseph Chapman, Russell G. Wahlers
Association of Marketing Theory and Practice Proceedings 2016
This article gives an overview of the development of the price-perceived quality paradigm. The original price-perceived quality model is presented to show the impact of price on consumer behavior. An extended model is discussed which shows the impact of presenting two prices to consumers in a purchase situation as well as showing the impact of various promotions such as coupons and rebates on consumer behavior. Based on two tests of the extended model, a revised model was developed to address the shortcomings of the extended model. All the previous research on the price-perceived quality model has been based on consumer …
Impact Of Personal Beliefs In Business-To-Business Buyer Decisions, Doreen Sams, Joe Schwartz, Ron Smith
Impact Of Personal Beliefs In Business-To-Business Buyer Decisions, Doreen Sams, Joe Schwartz, Ron Smith
Association of Marketing Theory and Practice Proceedings 2016
For school transportation buyers, who have depended on diesel for decades, gaining knowledge of complex and dynamic information is complicated by the growing number of alternative fuel vehicles. As with a number of business purchases, school bus acquisitions represent a major expense for school districts. It a multi-faceted decision and is typically made by a group of influencers who weigh the various alternatives and have extensive input in the purchase process. As would be expected from a process of this nature there are many elements that are considered such as product cost, safety, reliability, maintenance costs, and anticipated fuel expenditures. …