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| Author: | Patton, W. III |
| Title: | Use of human judgment models in industrial buyers' vendor selection decisions |
| Journal: | Industrial Marketing Management
1996 : MAR, VOL. 25:2, p. 135-150 |
| Index terms: | INDUSTRIAL PURCHASING MODELS MARKETING MANAGEMENT |
| Language: | eng |
| Abstract: | In this study methods are examined by which industrial buyers combine and utilize complex multiattribute evaluative information in making vendor selection decisions, with a focus on the buyers' utilization of the basic models of human judgement. The study reports the method and results of an empirical study involving a nationwide random sample of industrial buyers that suggests that the traditional linear model of choice is not necessarily the one buyers utilize in all vendor selection decisions. |
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