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Novelty, Complexity, And Importance As Causal Determinants Of Industrial Buyer Behavior, Daniel H. Mcquiston
Novelty, Complexity, And Importance As Causal Determinants Of Industrial Buyer Behavior, Daniel H. Mcquiston
Scholarship and Professional Work - Business
To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that participation and influence can vary across products and purchase situations. Though industrial marketing researchers would agree that there are different types of purchase situations, they would disagree on a taxonomy for describing them. The author uses past research as a point of departure and proposes a structural equations model that suggests the purchase situation attributes of novelty, complexity, and importance are causal determinants of participation and influence in an industrial purchase decision. The results …
Collaborative Approaches To The Sociopolitical Environment: The Emergence Of Issues Management Alliances, Douglas R. Austrom, Lawrence J. Lad
Collaborative Approaches To The Sociopolitical Environment: The Emergence Of Issues Management Alliances, Douglas R. Austrom, Lawrence J. Lad
Scholarship and Professional Work - Business
Increasing turbulence in the sociopolitical environment is reshaping the environmental management strategies employed by business and other institutions. New expectations of the role of business in society, changing demographics, critical social problems such as spiraling health care costs, educational reform and child care, and environmental degradation are posing serious challenges to business organizations and society as a whole. Private, public, and independent sector institutions have initiated a wide variety of collaborative, multi-organizational approaches to issues management which we describe as issues management alliances (IMAs). Known by a myriad of labels such as public-private partnerships, innovating organizations, community development corporations, and …