A Matter of Survival - Determinants of Rational Behavior in B-to-B Markets |
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Authors: | Mario Rese Alexander Krebs Michael Welling Annika Wilke |
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Institution: | (1) Ruhr-University of Bochum, Bochum, Germany;(2) University of Bremen, Bremen, Germany;(3) Business and Information Technology School (BiTS), Iserlohn, Germany |
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Abstract: | The paper focuses on the question of whether the frequently stated industrial/consumer dichotomy with respect to the involved
degree of rationality in decision making, namely that it is high in b-to-b and low in b-to-c markets, is in fact justified.
We develop a universal framework to determine which factors lead to rational behavior. The framework may be used for determining
if a given decision situation should be analyzed by means of an economic or rather a behavioral approach. When adapting this
framework to evaluate decisions in business markets, we identify conditions under which rational behavior is unlikely. Thus,
from a purely theoretical standpoint, the proposed dichotomy seems questionable. Whether or not, however, the identified conditions
promoting ‘irrationality’ in both industrial and consumer markets in fact must be determined empirically. Therefore, we also
suggest an empirical test for the universal framework. |
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Keywords: | business markets consumer behavior economic theory rationality rational behavior rational choice |
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