search query: @author Reingen, P. H. / total: 8
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| Author: | Ronchetto, J. R. Hutt, M. D. Reingen, P. H. |
| Title: | Embedded influence patterns in organizational buying systems. |
| Journal: | Journal of Marketing
1989 : OCT, VOL. 53:4, p. 51-62 |
| Index terms: | ORGANIZATIONAL BEHAVIOUR INDUSTRIAL PURCHASING |
| Language: | eng |
| Abstract: | The organization buying system concept is introduced as an organizing framework for exploring the patterned, repeated interactions that characterize ongoing purchasing processes. Literature about buying systems is reviewed. The organizational buying system of a firm is conceptualized from a social network perspective. Hypotheses are advanced, research methodology is outlined. The buying-related workflow and communication networks were traced in a firm of about 800 employees. It manufactures electronic systems for organizational customers. Results are presented and discussed. Managerial implications are summarized. |
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