haku: @indexterm CORPORATE BUYING / yhteensä: 48
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| Tekijä: | Stoddard, J.E. Fern, E.F. |
| Otsikko: | Buying group choice: the effect of individual group member's prior decision frame |
| Lehti: | Psychology & Marketing
2002 : JAN, VOL. 19:1, p. 59-90 |
| Asiasana: | CORPORATE BUYING DECISION MAKING GROUPS SUPPLIERS |
| Kieli: | eng |
| Tiivistelmä: | This article reports the results from two experiments that tested decision-framing effects on choices made by simulated organizational buying groups. The first experiment showed that the choice of suppliers by buying groups varied depending on the nature of the decision frame. The second experiment tested whether mixed-frame groups used a lexicographic strategy to make multidimensional supplier choice decisions. |
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