Robinson, Faris and Wind model
Robinson, Faris and Wind model
Robinson, Faris and Wind model is one of the earliest and most widely used models in categorizing and explaining organizational buyer behaviour. The model suggests that the organizational b...See more
uying process is a set of stages (called buy phases) which may vary depending on buying situation (called classes) the particular buying firm is facing. The model views organizational buying behaviour as depending on the amount of information sought, the amount of experience the buyer has with product class and the time spent. A cross-tabulation of the buy phases with the buy classes creates a buy-Grid-framework.
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