Buying behaviour of theatre distribution agents: case studies of the purchase of performance in Swedish theatre associations
2005 (English)In: AIMAC 2005 proceedings, International Association of Research Organizations for the Information, Media and Graphic Arts Industrie (IARIGAI), 2005Conference paper (Refereed)
The aim was, at an explorative level, to produce knowledge about and understanding of the buying behaviour of theatre distribution agents. A case study consisting of six cases was conducted. The data collection was based mainly on interviews. Findings indicated the need for an extra function in the buying centre: a confirmer. The buying process seemed more informal than the theory indicates. The programme decision did not concern a provider of a product; it was more a choice between different plays. The provider was more to be regarded as a selection criterion. There was a sort of calculation whereby the expected loss was related to the value of the performance. To sum up, the theoretical framework from the organisational buying behaviour could definitely be applied to theatre associations, though some modifications appeared to be necessary.
Place, publisher, year, edition, pages
International Association of Research Organizations for the Information, Media and Graphic Arts Industrie (IARIGAI), 2005.
Research subject Industrial Marketing
IdentifiersURN: urn:nbn:se:ltu:diva-38414Local ID: ccf8c230-1013-11dc-b9dd-000ea68e967bOAI: oai:DiVA.org:ltu-38414DiVA: diva2:1011915
International Conference on Arts and Cultural Management : 03/06/2005 - 06/06/2005
Godkänd; 2005; Bibliografisk uppgift: CD-ROM; 20070601 (ysko)2016-10-032016-10-03Bibliographically approved