Purchase process for capital equipment and services |
| |
| Authors: | Wesley J Johnston Thomas V Bonama |
| |
| Institution: | 1. College of Administrative Science at the Ohio State University, USA;2. Harvard Business SchoolUSA |
| |
| Abstract: | This article develops some interactive dimensions of the industrial buying center. Buying group processes and outcomes were examined for purchases of capital equipment and industrial services in 31 firms. Qualitative as well as quantitative data were analyzed to test the soundness of an interactive communication perspective on buying, and the managerial implications to be drawn from such an analysis. Equipment and services purchase measures were found to differ reliably across several indices suggested by our theoretical orientation. |
| |
| Keywords: | Address correspondence to Thomas V Bonoma Graduate School of Business Harvard University Soldiers Field Boston MA 02163 USA |
| 本文献已被 ScienceDirect 等数据库收录！ |
