Given the enormous growth and significant impacts of group buying on Internet business marketplaces, this study aims to develop a typology of online group buyers based upon benefits pursued by them and develop the hierarchical decision making process model for different segments of consumers from a Means-end Chain (MEC) theory perspective. The laddering interview technique was used to interview...

Researchers investigating various aspects of organizational buying behavior often have reported mixed, sometimes contradictory results. Recently, there have been attempts to consolidate work in this area [cf. Bunn, M.D. 1993. Taxonomy of buying decision approaches. Journal of Marketing; 57:38–56 (January); Johnston, W.J., Lewin, J.E. Organizational buying behavior: toward an integrative framewo...

Web-based Group-Buying mechanisms, a refinement of quantity discounting, are being used for both Business-to-Business (B2B) and Business-toConsumer (B2C) transactions. In this paper, we survey currently operational online Group-Buying markets, and then study this phenomenon using analytical models. We surveyed over fifty active Group-Buying sites, and provide a comprehensive review of Group-Buy...

The authors develop and estimate a model of online buying using clickstream data from a Web site that sells cars. The model predicts online buying by linking the purchase decision to what visitors do and to what they are exposed while at the site. Predicting Internet buying poses several modeling challenges. These include: (1) online buying probabilities are usually low which can lead to a lack...

Negotiation events in industrial procurement involving multiple, highly customisable goods pose serious challenges to buying agents when trying to determine the best set of providing agents’ offers. Typically, a buying agent’s decision involves a large variety of constraints that may involve attributes of a very same item as well as attributes of multiple items. In this paper we describe iBundl...

This is a conceptual article dealing with the role of motivated reasoning in vendor selection. The authors argue that organizational buyers’ motivated reasoning, along with the task characteristics of perceived importance and familiarity, plays an important role in determining whether an open or a closed consideration will be used for vendor selection. Based on the relationship between motivate...

At present, the electronic commerce business (e-commerce) has grown steadily due to advanced technology. Consumers can access internet conveniently and quickly, right at their fingertips. Entrepreneurs in various businesses also see that, this time, e-commerce is main sales channel reach consumers. Especially doing through applications because of ease use. It a variety payment systems, includin...