Descriptive and predictive analyses of industrial buyers’ use of online information for purchasing

Academic Article


  • With increasing online purchasing activities, the future role of the sales force in business-to-business marketing is uncertain. Little empirical research has investigated the Internet as a tool for industrial purchasing. Using a national sample of purchasing personnel, we explore this topic. Our findings indicate most buyers who report Internet usage are gathering information and placing routine orders. Buyers who perceived themselves as innovative and convenience- seeking reported greater intentions to purchase online. Additionally, organizational pressure to reduce costs, influence of others within the firm, and support from suppliers appear positively related to buyers’ propensity to use the Internet for industrial purchasing. © 2001 PSE National Educational Foundation. All rights reserved.
  • Authors

    Digital Object Identifier (doi)

    Author List

  • Kennedy KN; Deeter-Schmelz DR
  • Start Page

  • 279
  • End Page

  • 290
  • Volume

  • 21
  • Issue

  • 4