The Information Flow for a Business to Business Buying Decision Process: A Modeling Approach

Abstract

An understanding of the information business buyers use in the purchase decision process is necessary if marketers wish to optimize their selling strategy. The principal way for a seller to influence a purchase decision is to provide information to the decision makers. This paper developes a model of the decision process used in business to business buying, concentrating upon the information needs of the decision makers at each stage of the buying process.

Additional information

Notes on contributors

Charles J. Quigley

Michael B. Patterson is a professor of management at Bryant College. He holds a D.B.A. from George Washington University. Dr. Patterson has published in various professional journals and currently serves as Vice President for Academic Affairs.

Frank G. Bingham

Frank G. Bingham, Jr. is a professor of marketing at Bryant College. He holds both an Ed.D. and a Ph. D., has published in a number of journals with a special research interest in industrial buying and selling. Dr. Bingham lectures extensively to business and professional groups.

Michael B. Patterson

Charles J. Quigley, Jr. is a professor of marketing at Bryant College. He earned his Ph.D. in business at the Pennsylvania State University. He serves as the co-ordinator of the MBA program. Dr. Quigley’s primary research interests involve the application of market strategy by service organizations and the impact environment has upon international market strategy.