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Paper info: Regular and stable industrial buying behaviour: classification based on the determinants of customer's behaviour

Title


Regular and stable industrial buying behaviour: classification based on the determinants of customer's behaviour

Authors


Cecile Bozzo

Place of Publication


The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

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Abstract


The aim of this research is to propose a model of industrial customer regular and stablebuying behaviour distinguishing regular and stable buying behaviour reflecting loyalty andthe same buying behaviour reflecting two very different states: retention and inertia.A review of literature based on the Interactive Stream, the Relationship Marketingresearches, and some works on Organisational Buying Behaviour, leads to the proposition ofa conceptual model presenting the factors on which the contrast between loyalty, retentionand inertia can be made.This model is, then, tested by a quantitative study on 117 industrial customers.