haku: @author Patterson, P. / yhteensä: 5
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| Tekijä: | Patterson, P. Dawes, P. |
| Otsikko: | The determinants of choice set structure in high-tech business markets |
| Lehti: | Industrial Marketing Management
1999 : JUL, VOL. 28:4, p. 395-411 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT HIGH TECHNOLOGY |
| Kieli: | eng |
| Tiivistelmä: | This research explores the nature and determinants of choice set structure in high-technology business markets. Specifically, the authors examine the antecedents of both choice set size and the proportion of out-suppliers included in the choice-set of 273 organizations that had recently made a major purchase of telecommunications or computer equipment. This study investigates the impact on choice set structure of (1) the buyer's past relationship with the selected vendor; (2) the degree of external technical consultant involvement; (3) the three purchase situation variables of importance, complexity, and novelty. |
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