haku: @author Sohi, R. S. / yhteensä: 4
viite: 2 / 4
| Tekijä: | Park, J-Y. Sohi, R. S. Marquardt, R. |
| Otsikko: | The role of motivated reasoning in vendor consideration |
| Lehti: | Psychology & Marketing
1997 : SEP, VOL. 14:6, p. 585-600 |
| Asiasana: | MARKETING STRATEGY SALESMEN CORPORATE BUYING MOTIVATION DECISION MAKING ORGANIZATIONAL BEHAVIOUR |
| Kieli: | eng |
| Tiivistelmä: | This paper deals with the role of motivated reasoning in vendor selection, and argues that organizational buyers' motivated reasoning along with the task characteristics of perceived importance and familiarity plays an important role in determining whether a closed or an open consideration will be used for vendor selection. Several propositions are developed, based on the relationship between motivated reasoning and task characteristics. Vendor selection process is very complicated. Multiple people are involved in decision making, and often these buying group members have different agendas and objectives. |
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