search query: @author Puto, C. P. / total: 5
reference: 4 / 5
| Author: | Patton, W. E. Puto, C. P. King, R. H. |
| Title: | Which buying decisions are made by individuals and not by groups? |
| Journal: | Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 129-138 |
| Index terms: | INDUSTRIAL PURCHASING GROUP DECISION MAKING ORGANIZATIONAL DECISION MAKING |
| Language: | eng |
| Abstract: | The study was undertaken on the premise that in certain types of industrial purchase decisions (vendor selection in modified rebuy situations), the presence of certain mediating variables may indicate that the individual purchasing agent rather than a buying group may make the vendor selection decision. Based on data on industrial buyers randomly selected from a national list and using the hypothetical scenario data-gathering technique, the findings are that individual decisions predominate in modified rebuy vendor selection decisions, that loyalty to existing suppliers have an effect on the extent of individual decision making, and the extent of joint and individual decision making is related to the size of the firm. |
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