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Volume :13 Issue : 49 1987      Add To Cart                                                                    Download

ORGANIZATIONAL BUYING BEHAVIOUR: AN APPLICATION FOR THE BUYING CENTRE; CONCEPT AND COMPOSITION IN THE STATE OF QATAR

Auther : By: Dr. Mohssen Atef

 

          Organizational Buying Behavior Studies (OBB) have most recently received attention in the developing countries and a few attempts have dealt with their application in both the governmental as well as the public sectors.  This paper deals with such pioneers task in the GCC in general and the State of Qatar in particular.  Its objective concentrates on showing to what extent one of the OBB concepts is applicable to the governmental institutions purchasing.  The paper also analyzes the Buying Centre and its composition of the three main components: the DMU, Information Unit and follow-up unit.  The approach is purely based on an organizational form point of view, as it emphasizes the adoption of one of the models which represents a similar case of a purchasing situation, namely new-buy of the non-profit sector which exists in Egypt. Furthermore, it shows to what extent the said model is applicable with certain modifications to the State of Qatar.

           The conclusion offer a new model that explains the status of the OBB in Qatar interactions that dominate the marketing environment.

 

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