haku: @indexterm CORPORATE BUYING / yhteensä: 48
viite: 25 / 48
| Tekijä: | Segal, M. N. |
| Otsikko: | Implications of single vs. multiple buying sources. |
| Lehti: | Industrial Marketing Management
1989 : AUG, VOL. 18:3, p. 163-178 |
| Asiasana: | INDUSTRIAL PURCHASING CORPORATE BUYING MARKET SEGMENTATION |
| Kieli: | eng |
| Tiivistelmä: | The differences between firms using multiple supply sources and those that practise sole sourcing are explored. Sourcing is discussed as a new approach and framework for industrial market me segmentation. The theoretical and practical importance of this approach is highlighted. Literature about market segmentation is reviewed. The buyer-seller relationship is analysed. Key aspects of single and multiple sourcing are discussed. Results of a research study are described. It is focused on a specialized product of the chemical industry. Vendor attributes are identified. Their perceived importance to firms using different sourcing methods are examined. Implications for procurement personnel are summarized. |
SCIMA