INSIGHTS INTO ORGANIZATIONAL BUYING
This research project suggests that the decision‐making process in organizational buying may not be as much of a group process as is presently suggested by the literature. The job of organizational buyers is profiled and the decisions that are important to a seller — the buyer's choice of vendors to request bids from and the subsequent purchase choice of the buyer — is investigated. This research suggests that the decision rules used to select buyers for consideration are independent of the decision rules used to make the final purchase choice.
Year of publication: |
1987
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Authors: | LeBlanc, Ronald P. |
Published in: |
Journal of Business & Industrial Marketing. - MCB UP Ltd, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 2.1987, 2, p. 5-10
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Publisher: |
MCB UP Ltd |
Saved in:
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