DEVELOPING A SCALE FOR UNDERSTANDING THE IRRATIONAL CORPORATE BUYING DECISIONS OF INDUSTRIAL BUYERS

Abstract

Author(s): Ali?an BALTACI

Marketing activities are running through suppliers to producers as well as producers to end-users. Basically, industrial buying decision-makers seem like institutions, but they are all real people in practice, and they cannot be expected to be rational every time. Thus, this study aims to understand the motives of such irrational decisions and form a scale for evaluating industrial buyers' irrational buying decisions. For achieving this, qualitative data collected by applying semi-structured interviews based on the literature. Then a draft survey form has been established and sent to industrial buying professionals. Frequency, factor, and reliability analysis have been applied to the collected data, and the final form of the questionnaire has been achieved, consisting of 18 questions and five dimensions with 0,857 Cronbach’s Alpha value and 64,714% total variance explained. It can also be said that most irrational buying decisions are made by a collective decision-making process in buying centers.

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