Government Policy Requirements and Personal Considerations as Determinants of Organizational Buying Behaviour

Abstract

This study examined the impact of government policies and personal consideration factors as determinants of organizational buying behaviour in a developing economy. Using survey data from 321 respondents in the three categories of organizational consumers based in the southern senatorial district of Cross River State, the study shows that although government policy requirements and personal interest factors directly influence organizational buying behaviour, later emerged as having the stronger influence. Our finding also suggest that producers and suppliers of industrial products would derive greater patronage and benefit in exploring and sustaining personal relationships with members of buying centres, besides considering government policy requirements on purchasing.

Keywords: Government policy requirements, personal interest factors and organizational behaviour.