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Information Journal Paper

Title

Designing an Industrial Marketing Research (B2B) Evaluation Model with Emphasis on Organizational Purchasing Behavior Pattern

Pages

  69-91

Abstract

 Industrial Marketing is defined as those business and commercial activities that facilitate exchange processes between manufacturers and corporate customers. The nature of industrial Marketing can be considered as creating value for customers by providing goods and services that meet their organizational needs and goals. The present article provides an overview of research into identifying the factors influencing industrial Marketing (B2B) evaluation. In the present study, the data were collected completely naturally and without manipulation, it is considered as descriptive (non-experimental) research. After determining the research questions, in order to perform a systematic search, before any action, the search scope should be determined based on the meta-combination method. For this purpose, an attempt has been made to review the collection of articles published in various databases, journals, conferences and search engines from 2000 to 2015. The findings of the research using the meta-combination method on the 20 final selected articles indicate that "development of potential market facilities", "market share analysis", "sales analysis", "forecast", "analysis "Competitor", "Competitors benchmarking", "How to accept a new product and its potential", "Business process studies", "Determining the sales quota" are some of the effective components in evaluating industrial Marketing. In this study, finally, a suitable model for evaluating industrial Marketing (B2B) research with emphasis on Organizational Purchasing Behavior pattern was presented.

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    APA: Copy

    ESGANDARI, KARIM, & Beigloo, Leila. (2022). Designing an Industrial Marketing Research (B2B) Evaluation Model with Emphasis on Organizational Purchasing Behavior Pattern. JOURNAL OF MARKETING MANAGEMENT, 17(54 ), 69-91. SID. https://sid.ir/paper/410229/en

    Vancouver: Copy

    ESGANDARI KARIM, Beigloo Leila. Designing an Industrial Marketing Research (B2B) Evaluation Model with Emphasis on Organizational Purchasing Behavior Pattern. JOURNAL OF MARKETING MANAGEMENT[Internet]. 2022;17(54 ):69-91. Available from: https://sid.ir/paper/410229/en

    IEEE: Copy

    KARIM ESGANDARI, and Leila Beigloo, “Designing an Industrial Marketing Research (B2B) Evaluation Model with Emphasis on Organizational Purchasing Behavior Pattern,” JOURNAL OF MARKETING MANAGEMENT, vol. 17, no. 54 , pp. 69–91, 2022, [Online]. Available: https://sid.ir/paper/410229/en

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