search query: @author Patton, W. E. / total: 3
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| Author: | Patton, W. E. |
| Title: | Use of human judgment models in industrial buyers' vendor selection decisions (Einkaufsentscheidung, Entscheidungsmodell) |
| Journal: | Industrial Marketing Management
1996 : MAR, VOL. 25:2, p. 135-149 |
| Index terms: | |
| Freeterms: | INDUSTRIEBETRIEBE, EINKAUF, LIEFERANT |
| Language: | eng |
| Abstract: | This study examines methods by which industrial buyers combine and utilize complex multi-attribute evaluative information in making vendor selection decisions, with a focus on the buyers' utilization of the basic models of human judgment. The study reports the method and results of an empirical study involving a nationwide sample of industrial buyers that suggests that the traditional linear model of choice is not necessarily the one buyers utilize in vendor selection decisions. Implications for industrial buyers, industrial marketers, and researchers are included. |
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