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What is Sheth Model of Industrial Buying Behavior about?

The Sheth Model proposes conceptualizing industrial buying decisions as involving three categories: 1) systematic research on purchasing policies and practices, 2) reports and observations of industrial buyers, and 3) analyses of theories, models, and research reports. The model can be used to broaden research visions, build management information systems, and generate new hypotheses. It considers buying decisions as involving autonomous, joint, or company-specific processes that are influenced by company-s

Author

Tushar Agarwal

Language

EN