Køb af B-t-B serviceydelser

Konceptualisering af industriel købsadfærd i forbindelse med HR-konsulentydelser

Svend Hollensen, Niels Nolsøe Grünbaum, Marc Andresen

    Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

    246 Downloads (Pure)

    Resumé

    Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies‟ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant‟s personal relationships to customers can often compensate for the consultant‟s lack of knowledge. This suggests that consultants‟ developing long-term personal relationships with customers is one of the most important success factors in the consulting industry. Another important insight that emerged from the study is customers‟ specific desire to actively participate in the production of consulting services.
    OriginalsprogDansk
    TidsskriftLedelse og Erhvervsoekonomi
    Vol/bind76
    Udgave nummer2
    Sider (fra-til)47-73
    Antal sider27
    ISSN0902-3704
    StatusUdgivet - 2011

    Fingeraftryk

    Purchasing
    Buying behaviour
    Consulting
    Industrial services
    Consultants
    Personal relationships
    Success factors
    Purchase
    Suppliers
    Factors
    Industry
    Literature review
    Exploratory study

    Citer dette

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    title = "K{\o}b af B-t-B serviceydelser: Konceptualisering af industriel k{\o}bsadf{\ae}rd i forbindelse med HR-konsulentydelser",
    abstract = "Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies‟ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant‟s personal relationships to customers can often compensate for the consultant‟s lack of knowledge. This suggests that consultants‟ developing long-term personal relationships with customers is one of the most important success factors in the consulting industry. Another important insight that emerged from the study is customers‟ specific desire to actively participate in the production of consulting services.",
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    Køb af B-t-B serviceydelser : Konceptualisering af industriel købsadfærd i forbindelse med HR-konsulentydelser. / Hollensen, Svend; Grünbaum, Niels Nolsøe; Andresen, Marc .

    I: Ledelse og Erhvervsoekonomi, Bind 76, Nr. 2, 2011, s. 47-73.

    Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

    TY - JOUR

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    T2 - Konceptualisering af industriel købsadfærd i forbindelse med HR-konsulentydelser

    AU - Hollensen, Svend

    AU - Grünbaum, Niels Nolsøe

    AU - Andresen, Marc

    PY - 2011

    Y1 - 2011

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    AB - Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies‟ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant‟s personal relationships to customers can often compensate for the consultant‟s lack of knowledge. This suggests that consultants‟ developing long-term personal relationships with customers is one of the most important success factors in the consulting industry. Another important insight that emerged from the study is customers‟ specific desire to actively participate in the production of consulting services.

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