Measuring Perceived Pre-Purchase Risk for a New Industrial Product

[en] This paper proposes a method to investigate how different groups of individuals influencing the adoption of a new industrial product differ in their assessment of (1) the likelihood of undesirable consequences and (2) the perceived intensity of these consequences at the individual and the organizational level.

Disciplines :

Marketing

Author, co-author :

Choffray, Jean-Marie ; Université de Liège - ULiège > HEC-Ecole de gestion : UER > UER Opérations : Informatique décisionnelle

Johnston, Paul E.

Language :

English

Title :

Measuring Perceived Pre-Purchase Risk for a New Industrial Product

Publication date :

1979

Journal title :

Industrial Marketing Management

ISSN :

0019-8501

eISSN :

1873-2062

Publisher :

Elsevier Science, New York, United States - New York

Volume :

Pages :

333-340

Peer reviewed :

Peer Reviewed verified by ORBi

Available on ORBi :

since 17 December 2014

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Bibliography

Webster, Wind (1972) A General Model for Understanding Organizational Buying Behavior. Journal of Marketing 36.
Sheth (1973) A Model of Industrial Buyer Behavior. Journal of Marketing 37.
Robinson, Faris Industrial Buying and Creative Marketing, Allyn and Bacon, Boston; 1967.
Cardozo (1968) Segmenting the Industrial Market. Marketing and the New Science of Planning, R.L. King, American Marketing Association, Chicago; .
Wilson (1971) Industrial Buyer Segmentation: A Psychographic Approach. Marketing in Motion, American Marketing Association, Chicago; .
Peters, Vankatesan (1973) Exploration of Variables Inherent in Adopting an Industrial Product. Journal of Marketing Research 10.
McMillan (1973) Role Differentiation in Industrial Buying Decisions. Increasing Marketing Productivity, Thomas V. Greer, American Marketing Association, Chicago; .
Cunningham (1967) The Major Dimensions of Perceived Risk. Risk Taking and Information Handling in Consumer Behavior, Donald F. Cox, Division of Research, Harvard Business School, Boston; .
Fisher (1970) Tests of Equality between Sets of Coefficients in Two Linear Regressions: An Expository Note. Econometrica 38(2).
Lilien (1977) A Socio-Economic and Marketing Study for a Standard Formento Factory in Puerto Rico. OR/MS Dialogue Inc. Report.
Torgerson Theory and Methods of Scaling, Wiley, New York; 1958.
Choffray, Lilien (1978) A Methodology for Investigating Differences in Evaluation Criteria among Industrial Buying Influences. Sloan School of Management, Working Paper no. 975-78; .
Choffray, Lilien (1978) A New Approach to Industrial Market Segmentation. Sloan Management Review.
Cooley, Lohnes Multivariate Data Analysis, Wiley, New York; 1971.

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