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Uluslararası Sosyal Araştırmalar Dergisi / Thé Journal of International Social Research became a member of Cross Reff since 2014 and started to assign DOI numbers to the articles. Bu Dergi DOI ve Crosscheck üyesidir


Abstract


DEVELOPING A SCALE FOR UNDERSTANDING THE IRRATIONAL CORPORATE BUYING DECISIONS OF INDUSTRIAL BUYERS

Marketing activities are running through suppliers to producers as well as producers to end users. Basicly the industrial buying decision makers seems as instutitions but in practice they are all real people and they can’t be expected to be rational every time. Thus, the purpose of this study is understanding the motives of such irrational decisions and forming a scale for evaluating the irrational buying decisions of industrial buyers. For achieving this; qualitative data collected by applying semi structured interviews based on the literature. Then a draft survey form has been established and sent to industrial buying professionals. Frequency, factor and reliability analysis has been applied on the collected data and the final form of the questionnaire has been achieved which consists of 18 questions and 5 dimensions with 0,857 Cronbach’s Alpha value and 64,714% total variance explained. It can also be said that most of the irrational buying decisions are made by a collective decision making process in buying centers.



Keywords
Corporate Buying, Industrial Buyer, Irrational, Inconsistency, Behavior, Consumer



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