Abstract
The aggregate volume of purchasing by family firms may account for half of the industrial purchasing in the United States. However, whether the buying processes of family firms are significantly different from those of nonfamily firms is unknown. Selected frameworks of organizational buyer behavior are imposed on family business literature in order to address this issue. There is ample evidence that the buyer behavior of family firms should be differentiated in five areas: patterns of influence in the buying center, organizational climate, organizational buying processes, buyer motivations, and formulation of marketing strategies.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
