Organizational buying in the offshore oil industry (original) (raw)

1982, Industrial Marketing Management

AI-generated Abstract

This research investigates organizational buying processes within the offshore oil industry, focusing on participation from various departments in procurement decisions. It identifies key organizational actors involved in these processes, termed the buying center, and examines the impact of participation on the procurement of products and services, providing a conceptual model that links participation to evaluation criteria. The findings have managerial implications for marketing strategies in the offshore oil sector, with potential applicability to other industrial markets.