search query: @author Ferrell, O. C. / total: 14
reference: 4 / 14
| Author: | Hult, G. T. M. Ferrell, O. C. Schul, P. L. |
| Title: | The effect of global leadership on purchasing process outcomes |
| Journal: | European Journal of Marketing
1998 : VOL. 32:11-12, p. 1029-1050 |
| Index terms: | Customers Leadership Purchasing Relationship marketing Strategy |
| Freeterms: | Multinational organizations |
| Language: | eng |
| Abstract: | The study examines the effects of transformational and transactional leadership behaviours on cycle time, customer orientation, and relationship commitment in the purchasing process of a multinational services organization. The focus is on the relationships and activities btw. the international strategic business units (or SBUs) and the corporate buying center leadership of the organization. Based on sample of 346 SBUs and series of 11 case studies, the results suggest that frequent and infrequent SBU users differ somewhat in the leadership behaviours preferred as determined by the effects on the three purchasing outcomes. The paper concludes with a discussion of the results and the implications for future research endeavours on global leadership in purchasing. |
SCIMA