• ISSN: 2010-023X (Print)
    • Abbreviated Title: Int. J. Trade, Economics and Financ.
    • Frequency: Quaterly
    • DOI: 10.18178/IJTEF
    • Editor-in-Chief: Prof.Tung-Zong (Donald) Chang
    • Managing Editor: Ms. Shira. W. Lu
    • Abstracting/ Indexing:  Crossref, Electronic Journals Library , EBSCO
    • E-mail: ijtef.editorial.office@gmail.com
HOME > Archive > 2015 > Volume 6 Number 6 (Dec. 2015) >
IJTEF 2015 Vol.6(6): 283-289 ISSN: 2010-023X
DOI: 10.18178/ijtef.2015.6.6.483

Do Small and Medium Sized Enterprises Have Their Unique Buying Behavior Variables? — A Qualitative Approach

Bahtışen Kavak, Niray Tunçel, and Hüseyin Erbil Özyörük

Abstract—The main purpose of this study is to explore the small and medium-sized enterprises specific components of organizational buying behaviour. The study is qualitative in nature, which presents primary data collected through ten in-depth interviews participants of which are selected by snowball sampling method. The results obtained from the content analysis of the interviews show that there are ten major components of small and medium-sized enterprises’ organizational buying behaviour, which are product specific factors, supplier specific factors, buyer firm specific factors, economic factors, market based factors, customer based factors, relationship based factors, decision makers, information sources, and intermediaries, which show some significant differences from the ones of existing organizational buying behaviour models.

Index Terms—Buying behaviour, buying behaviour models, buying behaviour components, small and medium sized enterprises (SMEs), large companies.

Bahtışen Kavak and Niray Tunçe are with the Business Administration Department of Hacettepe University, Ankara, Turkey (e-mail: bahtisenkavak@gmail.com, niraytuncel@hacettepe.edu.tr).
Hüseyin Erbil Özyörük is with the Business Administration Department of University of Turkish Aeronautical Association, Ankara, Turkey (e-mail: erbilozyoruk@hotmail.com).

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Cite: Bahtışen Kavak, Niray Tunçel, and Hüseyin Erbil Özyörük, "Do Small and Medium Sized Enterprises Have Their Unique Buying Behavior Variables? — A Qualitative Approach," International Journal of Trade, Economics and Finance vol.6, no.6, pp. 283-289, 2015.

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