{"title":"Organizational Buying Behavior: Where We Have Been and Where We Need to Go","authors":"Robert E. Spekman, R. Thomas","doi":"10.2139/ssrn.1993207","DOIUrl":"https://doi.org/10.2139/ssrn.1993207","url":null,"abstract":"After a strong start in the 1970s and 1980s, the field of organizational buying behavior (OBB) has been in the doldrums. The early conceptualizations by Wind, Webster, Sheth and other scholars provided a strong foundation for what we now call B2B (business-to-business) marketing. However, conceptual and methodological advancements beyond these early formulations have been minimal in the past 20 years, and the result is that we are not fully prepared to deal with the increasing complexity and dynamism of organizational buying behavior brought on by the impact of globalization, new digital communication technologies, and other market forces. In this paper, we provide an overview of the historical development of the OBB literature and attempt to identify issues and opportunities for bridge-building from the past to the future to stimulate a resurgence of interest in studying this important aspect of marketing.","PeriodicalId":104737,"journal":{"name":"McDonough: Marketing & International Business (Topic)","volume":"27 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2011-12-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134434796","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
W. DeSarbo, S. Atalay, D. Lebaron, Simon J. Blanchard
{"title":"Estimating Multiple Consumer Segment Ideal Points from Context-Dependent Survey Data","authors":"W. DeSarbo, S. Atalay, D. Lebaron, Simon J. Blanchard","doi":"10.1086/529534","DOIUrl":"https://doi.org/10.1086/529534","url":null,"abstract":"Previous research in marketing and consumer research has shown that consumers/households often possess multiple ideal points in a given product/service category. In such cases, traditional segmentation and positioning models that estimate a single ideal point per individual/segment may render an inaccurate portrayal of the true underlying utility functions of such consumers/segments and the resulting market structure. We propose a new clusterwise multiple‐ideal‐point spatial methodology that estimates multiple ideal points at the market segment level while simultaneously determining the market segments' composition of consumers, as well as the corresponding joint space.","PeriodicalId":104737,"journal":{"name":"McDonough: Marketing & International Business (Topic)","volume":"18 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2008-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132637778","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"A New Spatial Classification Methodology for Simultaneous Segmentation, Targeting, and Positioning (STP Analysis) for Marketing Research","authors":"W. DeSarbo, Simon J. Blanchard, S. Atalay","doi":"10.1108/S1548-6435(2008)0000005008","DOIUrl":"https://doi.org/10.1108/S1548-6435(2008)0000005008","url":null,"abstract":"The Segmentation-Targeting-Positioning (STP) process is the foundation of all marketing strategy. This chapter presents a new constrained clusterwise multidimensional unfolding procedure for performing STP that simultaneously identifies consumer segments, derives a joint space of brand coordinates and segment-level ideal points, and creates a link between specified product attributes and brand locations in the derived joint space. This latter feature permits a variety of policy simulations by brand(s), as well as subsequent positioning optimization and targeting. We first begin with a brief review of the STP framework and optimal product positioning literature. The technical details of the proposed procedure are then presented, as well as a description of the various types of simulations and subsequent optimization that can be performed. An application is provided concerning consumers' intentions to buy various competitive brands of portable telephones. The results of the proposed methodology are then compared to a naive sequential application of multidimensional unfolding, clustering, and correlation/regression analyses with this same communication devices data. Finally, directions for future research are given.","PeriodicalId":104737,"journal":{"name":"McDonough: Marketing & International Business (Topic)","volume":"2675 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121091651","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}