@inbook{8dbfdae58ed44c598a1e5c349b56cdfa,
title = "The Retail Buying Process for Small Retailers: A Conceptual Model",
abstract = "Extensive research has been devoted to conceptualizing the organizational buying process. Four dominant models have been established (Johnston and Lewin 1996; Robinson et al. 1967; Sheth 1973; Webster and Wind 1972). Webster and Wind (1972) suggested that organizational models developed for industrial buying can or should be adapted to fit the needs of retail buyers. However, this approach is not always appropriate. Vast differences become apparent between industrial and retail buying when the retail buying process is examined—especially when the retailer is small. The purpose of this study is to develop a conceptual model that represents the buying process of small retailers.",
keywords = "Creative Market, Drive Market, National Sales, Percent Response Rate, Small Retailer",
author = "Gruben, {Kathleen H.} and Gresham, {Alicia B.} and Kahla, {Marlene C.}",
note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.",
year = "2015",
doi = "10.1007/978-3-319-13078-1_44",
language = "English",
series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",
publisher = "Springer Nature",
pages = "139",
booktitle = "Developments in Marketing Science",
}