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| Author: | Katrichis, J. |
| Title: | Exploring departmental level interaction patterns in organizational purchasing decisions |
| Journal: | Industrial Marketing Management
1998 : MAR, VOL. 27:2, p. 135-146 |
| Index terms: | ORGANIZATION PURCHASING DEPARTMENTALISATION |
| Language: | eng |
| Abstract: | This research explores the purchase-specific communication patterns of individuals from each of the departments within 25 organizations. As such, it offers a cross-sectional view of those organizations an represents a novel approach to the study of the dynamics of buying decisions within organizations. As the research is exploratory, no firm conclusions are drawn. However, several interesting insights and their implications to organizational purchasing research are discussed. |
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