Research Insight 2.2

Throughout the textbook reference is made to seminal academic papers (as part of the Research Insights features) that can assist you in the further development of your understanding of a particular concept or theory that has been introduced. Organized by chapter, this resource provides links to these seminal papers.

Please note that your institution will require a subscription to the relevant journal for you to access the full text of the articles. If you are unsure how to do this, please contact your university librarian. Often professional bodies, such as the Chartered Institute of Marketing, also offer access to journals via their library services. Alternatively, you can purchase the articles directly from the source website.

Source: Johnson, W. J., and Lewin, J. E. (1996), ‘Organizational buying behavior: Toward an integrative framework’, Journal of Business Research, 35, 1–15.

Abstract: This article analyzes and summarizes the 25 years of research on organizational buying behavior that followed the seminal works of Robinson, Faris, and Wind (1967), Webster and Wind (1972), and Sheth (1973). Based on a review of 165 articles, the authors present an integrated model of organizational buying behavior that both combines the propositions of the original three works and incorporates several new constructs that have emerged over the past 25 years. In addition, the authors identify some of the important findings associated with the past research in organizational buying behavior. Each article citation in the Reference Appendix includes a list of the organizational buying behavior constructs examined within the article.

Insight: Although written in 1996, this paper is important because it includes critical contributions by the leading researchers including the work of Robinson, Faris, and Wind (1967), Webster and Wind (1972), and Sheth (1973). It concludes by developing a model of buying behaviour drawing on a number of constructs developed since these three leading models were published.
URL: http://www.sciencedirect.com/science/article/pii/0148296394000778