Organizational buying behavior: Toward an integrative framework

Abstract

This article analyzes and summarizes the 25 years of research on organizational buying behavior that followed the seminal works of Robinson, Faris, and Wind (1967), Webster and Wind (1972), and Sheth (1973). Based on a review of 165 articles, the authors present an integrated model of organizational buying behavior that both combines the propositions of the original three works and incorporates several new constructs that have emerged over the past 25 years. In addition, the authors identify some of the important findings associated with the past research in organizational buying behavior. Each article citation in the Reference Appendix includes a list of the organizational buying behavior constructs examined within the article.