Decision-making time in organizational buying behavior: An investigation of its antecedents |
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Authors: | Ruby Roy Dholakia Jean L Johnson Albert J Della Bitta Nikhilesh Dholakia |
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Institution: | (1) the Research Institute for Telecommunications and Information Marketing (RITIM) at the University of Rhode Island, USA;(2) Washington State University, USA;(3) Department of Marketing at the University of Rhode Island, USA;(4) Arizona State University West, USA |
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Abstract: | This study reports an empirical investigation focusing on the length of time firms take in making major purchase decisions
(DMT) and examines antecedents such as buyclass, firm size, decision-making unit (DMU) size, information sources, and size
of the consideration set. Data were provided by a national sample of organizations involved in the purchase of telecommunications
systems. Findings suggest that firm size, buyclass, DMU size, information sources, and size of consideration set all significantly
affect DMT. Antecedent relationships among the independent variables were also largely as expected. This study provides a
starting point for a fertile area of research with important implications for organizational buyers and sellers as well as
researchers.
She holds a B.S. in Marketing and an MBA from the University of California at Berkeley and a Ph.D. in Marketing from Northwestern
University. Her research interests are in the areas of technology diffusion and management as well as consumer behavior, advertising,
and macromarketing. She has published in theJournal of Consumer Research, Public Opinion Quarterly, Journal of Business Research, Journal of Macromarketing, European
Journal of Marketing, IEEE Transactions on Engineering Management, Telematics and Informatics, andJournal of Economic Psychology. She is a member of the Editorial Policy Board of the Journal of Macromarketing and President of the International Society
for Marketing and Development.
She received her Ph.D. from the University of Nebraska. Dr. Johnson’s research interests focus on interorganizational relationships
in marketing contexts, such as distribution channels or business-to-business marketing with emphasis on cross-culture interorganizational
marketing relationships. Dr. Johnson’s research has appeared in theJournal of Marketing, Journal of International Business Studies, Journal of Business Research, andCurrent Issues and Research in Advertising, among other journals and conference proceedings. She has also presented her work at a variety of domestic and international
conferences.
He received his Ph.D. from the University of Massachusetts at Amherst. His research interests are in the areas of pricing,
consumer behavior, and marketing research. He is coauthor ofConsumer Behavior: Concepts and Applications, currently in its fourth edition, and his research has been published inDecision Sciences, Journal of Marketing Research, Journal of Business Research, Journal of the Academy of Marketing Science,
Journal of Macromarketing, Journal of Retailing, Journalism Quarterly, and other leading journals and publications of professional societies.
He holds degrees in engineering and management from India and a Ph.D. in marketing from Northwestern University. Dr. Dholakia’s
research deals with technology, innovation, market processes, globalization, and consumer culture. Dr. Dholakia has published
over 70 papers in professional journals and proceedings in management, marketing, and technology. Among his books areEssentials of New Product Management (coauthored, Prentice-Hall, 1987). |
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