Study of Factors Effecting on Buyer's ‎Commitment and Behavior in Industrial ‎Marketing ‎

Commitment in industrial buyer and seller relationships is an important issue ‎of relationship-oriented marketing. Some of the benefits that marketers may ‎gain from commitment of industrial buyers include: favorable buyer ‎purchasing behavior, which leads to decreasing the seller’s costs and ‎increasing the seller’s revenues.‎ This study investigates the factors effecting on buyer commitment in ‎industrial markets and impact of commitment on purchasing behavior. The ‎method of study is applied and descriptive. It employs structural model and ‎correlation analysis. The sample was industrial buyers of a famous company ‎in wood industry.‎ Findings of the study are:‎ • Industrial buyer commitment is improved according to reciprocal ‎services.‎ • Favorable buyer purchasing behavior is enhanced with increasing of ‎industrial buyer commitment.‎ • Seller’s revenues are increased as a result of favorable buyer ‎purchasing behavior.‎ • Seller’s costs are decreased as a result of favorable buyer purchasing ‎behavior.‎ According to these findings, it is suggested that managers pay due ‎attention to buyer commitment and offer reciprocal services for improving ‎buyer commitment.‎ Keywords