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SME buying behaviour : Literature review and an application agenda

Ozmen, ES, Oner, MA, Khosrowshahi, F and Underwood, J 2013, 'SME buying behaviour : Literature review and an application agenda' , The Marketing Review, 13 (2) , pp. 207-227.

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SMEs have been recognised as important actors of commercial activity, especially in the second half of the 20th century. Although understanding customer potential has been named a top priority among many sectors, we have a limited body of knowledge regarding SMEs' buying behaviour. Many studies and industry practices frame the context within corporate or individual buying behaviour, however few researchers mention SMEs, and whenever they do, they tend to consider them as small versions of big enterprises. A holistic approach enables an extensive review of the literature, including some studies that focus on Turkey, and proposes a deductive application agenda. Although SMEs are categorised into “normative” or “conservative” buyers, the lack of application makes this dichotomy untested. An adopted unified model can be used for further research. A validated model can not only provide insights into SME buying behaviour, but also potentially open discussion on unnecessary distinctions between corporate and individual buying behaviour models. The paper also challenges the possible reasoning behind the lack of interest in SME buying behaviour, and scrutinises a comprehensive knowledge base for exploratory application.

Item Type: Article
Themes: Built and Human Environment
Schools: Schools > School of the Built Environment
Journal or Publication Title: The Marketing Review
Publisher: Westburn Publishers Ltd
Refereed: Yes
ISSN: 1469-347X
Related URLs:
Funders: Non funded research
Depositing User: AL Sherwin
Date Deposited: 14 Jul 2015 15:32
Last Modified: 05 Apr 2016 19:29

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