haku: @author Thompson, K. / yhteensä: 6
viite: 3 / 6
| Tekijä: | Thompson, K. Mitchell, H. Knox, S. |
| Otsikko: | Organisational buying behaviour in changing times |
| Lehti: | European Management Journal
1998 : VOL. 16:6, p. 698-705 |
| Asiasana: | CONSUMER BEHAVIOUR ORGANIZATIONS UNITED KINGDOM RISK MANAGEMENT |
| Kieli: | eng |
| Tiivistelmä: | In a recent paper Johnston and Lewin (1996) analyse the stream of research on organisational buyer behaviour published over the past 25 to 30 years isolating eight propositions which they encapsulate in their 'Risk Con- tinuum'. Our paper, reports a comparison between Johnston and Lewin's analysis of the extant literature and current buying practices as revealed by interviews with senior UK buyers. We found that business practice has changed in the intervening years. New process-driven management styles are changing the way in which UK buyers and supplyers interact, yet work reflecting this change (by, for instance, the European based IMP Group) in under-represented in textbooks and teaching. We question the continuing predominance of the established risk management view of organisational buyer be- haviour based upon research conducted in USA 10 years ago. |
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