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Buyer Seller Interactions

Buyer Seller Interactions: Empirical Research and Normative Issues

Buyer-Seller Interactions: Empirical Research and Normative Issues was edited by Peter H. Reingen and Arch G. Woodside. This work is a product of a two-day workshop held in May 1980 that attempts to provide additional knowledge on buyer-seller interactions. The volume is divided into three major sections. Section 1 includes four papers on communication patterns and cognitive responses of buyer-seller interactions. Section 2 has four papers focusing on variables buyers and sellers bring with them to face-to-face meeting such as demographics, physical appearances, lifestyle, and culture. The effects of persuasion strategies used during face-to-face meetings of buyers and sellers are the focus of Section 3.

Disadvantaged Consumers Research Dimensions

Chapter 1: Disadvantaged Consumers: Research Dimensions

Chapter 1 of Minorities and Marketing: Research Challenges

The authors’ objective is to establish specific fundamental propositions, regarding consumer behavior, to serve as the foundation for a systematic analysis of disadvantaged consumers. The chapter provides a framework to be used by future researchers in making systematic contributions to knowledge of low-income consumers. The chapter advocates the use of theoretical constructs and the specific propositions analyzed in the text for improved research on the disadvantaged consumer.

Influence Personal Communication Buyers Choice Criteria Salesman Buyer Dyad

Chapter 10: The Influence of Personal Communication on a Buyer’s Choice Criteria in the Salesman/Buyer Dyad

Chapter 10 of Models of Buyer Behavior

The chapter provides a guide to likely deficiencies in the decision process used by the buyer to evaluate products. It is argued that knowledge of such deficiencies could be valuable for the salesman in building a persuasive strategy. By breaking down the choice criteria and influences behind the buyer’s need, the paper offers a greater understanding of buyer behavior and theory.

Models Of Buyer Behavior

Chapter 11: Attitude Change and the Relative Influence of Media and Word-of-Mouth Sources

Chapter 11 of Models of Buyer Behavior

Attitude Change and the Relative Influence of Media and Word-of-Mouth Sources examines the extent of word-of-mouth communication versus media exposure to introduce a specific new or established brand. The relative influence of these two sources is then evaluated by measuring differences in rates of attitude change and formation. The chapter ultimately establishes word-of-mouth as an essential key to establishing and introducing a product.

Models Of Buyer Behavior

Chapter 12: Food Shopping Behavior of Low-Income Households

Chapter 12 of Models of Buyer Behavior

Food Shopping Behavior of Low-Income Households is divided into two parts: a study of food shopping behavior and a study of prices paid. In both studies, socioeconomic status of the household is the explanatory variable. The final data is highly useful in determining the prices paid and shopping consumption of a range of household incomes.

Models Of Buyer Behavior

Chapter 13: A Field Study of Attitude Strcuture and the Attitude-Behavior Relationship

Chapter 13 of Models of Buyer Behavior

The chapter presents a conceptual, comprehensive framework linking cognitive, conative and affective aspects. In particular, it attempts to isolate situational factors that systematically intervene between attitude and behavior. The final study investigates the structure of attitude components, relates attitude with behavior, and provides operational measures of situational factors.

Critical Examination Adoption Process Models Consumer Behavior

Chapter 14: A Critical Examination of “Adoption Process” Models of Consumer Behavior

Chapter 14 of Models of Buyer Behavior

Thomas S. Robertson is the current Dean of the Wharton School of Business at the University of Pennsylvania. Prior to this position, he served as Dean of Emory University’s Goizueta Business School. He earned his B.A. in business from Wayne Univeristy and his M.A. and Ph.D. in marketing from Northwestern University. He is the author/co-author of a dozen books and over 100 scholarly articles. He is recognized nationwide as a leader of international and interdisciplinary education.

Models Of Buyer Behavior

Chapter 16: Group Characteristics and Aggregate Innovative Behavior: Preliminary Report

Chapter 16 of Models of Buyer Behavior

Group Characteristics and Aggregate Innovative Behavior assesses the effect of the group on innovative behavior of its members. The resulting theoretical perspective and hypotheses draw largely from Homans and Festinger. Further examination of small, informal neighborhood groups reveals that certain variables are strongly correlated with innovative behavior.

Models Of Buyer Behavior

Chapter 17: New Product Diffusion: The Interplay of Innovativeness, Opinion Leadership, Learning, Perceived Risk, and Product Attributes

Chapter 17 of Models of Buyer Behavior

New Product Diffusion sheds light on the dynamics of new product diffusion by investigating relationships among four key conceptual variables in three product classes. To determine the relationship between the four variables two hypotheses were created. The results show that early buyers of three new products differ in characteristics from other adopter groups.

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