search query: @indexterm buying centres / total: 28
reference: 10 / 28
| Author: | Lund, D. B. |
| Title: | Retail scanner checkout system: how buying committees functioned. |
| Journal: | Industrial Marketing Management
1989 : AUG, VOL. 18:3, p. 179-185 |
| Index terms: | RETAILING FOOD BUYING CENTRES CORPORATE BUYING |
| Language: | eng |
| Abstract: | The purchasing decision process of special buying committees in food retailing are discussed. Literature about buying committees is reviewed. A sample of grocery firms in the context of a new buying situation is examined. Data collection methodology is outlined. The level of involvement of committee participants was analysed. The distribution of mean relative influence of participants in four organizational levels was examined. The influence of organizational factors was highlighted. Results are compared with reports of other industrial marketing researchers. Implications for managers are summarized. |
SCIMA