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Articles 1 - 4 of 4
Full-Text Articles in Business
An Empirical Investigation Of The Evaluative Criteria Of Industrial Buyers, Daniel H. Mcquiston, Rockney G. Walters
An Empirical Investigation Of The Evaluative Criteria Of Industrial Buyers, Daniel H. Mcquiston, Rockney G. Walters
Scholarship and Professional Work - Business
A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.
The Evaluative Criteria Of Industrial Buyers: Implications For Sales Training,, Daniel H. Mcquiston, Rockney G. Walters
The Evaluative Criteria Of Industrial Buyers: Implications For Sales Training,, Daniel H. Mcquiston, Rockney G. Walters
Scholarship and Professional Work - Business
Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide …
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 …