THE ORGANIZATIONAL BUYER BEHAVIOR LEARNING ORGANIZATION

This study develops a framework of integrated propositions of organiza tional learning in organizational buyer behavior. The focus is on the communication activities and relationships between and within the stra tegic business units operating within the purchasing process. Field su pport for the proposed relationships is provided in a series of case s tudies based on interviews with 30 managers of 10 strategic business u nits of a major publicly owned global services organization, Implicati ons are discussed based on the framework and the case studies.