메뉴 건너뛰기




Volumn 21, Issue 3, 2001, Pages 351-372

The influence of enterprise type on the purchasing decision process

Author keywords

Decision making; Organizational change; Purchasing; Supply chain

Indexed keywords


EID: 0035592241     PISSN: 01443577     EISSN: None     Source Type: Journal    
DOI: 10.1108/01443570110364687     Document Type: Article
Times cited : (18)

References (59)
  • 1
    • 0011570477 scopus 로고
    • Industrial buying in high tech markets
    • Abratt, R. (1986), "Industrial buying in high tech markets", Industrial Marketing Management, Vol. 15 No. 4, pp. 293-8.
    • (1986) Industrial Marketing Management , vol.15 , Issue.4 , pp. 293-298
    • Abratt, R.1
  • 2
    • 0002122931 scopus 로고
    • Industrial purchasing: An empirical exploration of the buy-class framework
    • Anderson, E., Weitz, B.A. and Chu, W. (1987), "Industrial purchasing: an empirical exploration of the buy-class framework", Journal of Marketing, Vol. 51 No. 3, pp. 71-86.
    • (1987) Journal of Marketing , vol.51 , Issue.3 , pp. 71-86
    • Anderson, E.1    Weitz, B.A.2    Chu, W.3
  • 3
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working relntionships
    • Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working relntionships", Jounial of Marketing, Vol. 54 No. 1, pp. 42-58.
    • (1990) Jounial of Marketing , vol.54 , Issue.1 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 6
    • 0010866152 scopus 로고
    • Centralized and decentralized buying influences
    • Bellizzi, J.A. and Belonax, JJ. (1982), "Centralized and decentralized buying influences", Industrial Marketing Management, Vol. 11 No. 1, pp. 111-15.
    • (1982) Industrial Marketing Management , vol.11 , Issue.1 , pp. 111-115
    • Bellizzi, J.A.1    Belonax, J.J.2
  • 7
    • 0002299687 scopus 로고
    • The emerging approach in business strategy: Building a relationship advantage
    • Berling, R. (1993), "The emerging approach in business strategy: building a relationship advantage", Business Horizons, Vol. 36 No. 1, pp. 16-27.
    • (1993) Business Horizons , vol.36 , Issue.1 , pp. 16-27
    • Berling, R.1
  • 8
    • 3543076267 scopus 로고
    • Buying behavior in Ireland's public sector
    • Bradley, F.M. (1977), "Buying behavior in Ireland's public sector", Industrial Marketing Management, Vol. 6 No. 4, pp. 251-8.
    • (1977) Industrial Marketing Management , vol.6 , Issue.4 , pp. 251-258
    • Bradley, F.M.1
  • 9
    • 0000152645 scopus 로고
    • Being in the right place: A structural analysis of individual influence in an organization
    • Brass, D. (1984), "Being in the right place: a structural analysis of individual influence in an organization", Administrative Science Quarterly, Vol. 29 No. 2, pp. 518-39.
    • (1984) Administrative Science Quarterly , vol.29 , Issue.2 , pp. 518-539
    • Brass, D.1
  • 12
    • 0004097579 scopus 로고
    • Prentice-Hall, Englewood Cliffs, NJ.
    • Burt, D.N. (1984), Proactive Procurement, Prentice-Hall, Englewood Cliffs, NJ.
    • (1984) Proactive Procurement
    • Burt, D.N.1
  • 13
    • 84925927193 scopus 로고
    • Situational segmentation of industrial markets
    • Cardozo, R.N. (1980), "Situational segmentation of industrial markets", European Journal of Marketing, Vol. 14 No. 5/6, pp. 264-76.
    • (1980) European Journal of Marketing , vol.14 , Issue.5-6 , pp. 264-276
    • Cardozo, R.N.1
  • 14
    • 0040762854 scopus 로고
    • Modelling organizational buying as a sequence of decisions
    • Cardozo, R.N. (1983), "Modelling organizational buying as a sequence of decisions", Industrial Marketing Management, Vol. 12 No. 1, pp. 75-81.
    • (1983) Industrial Marketing Management , vol.12 , Issue.1 , pp. 75-81
    • Cardozo, R.N.1
  • 16
    • 0041823489 scopus 로고
    • Impact of organizational and buyer characteristics on the buying center
    • Crow, L.E. and Lindquist, J.D. (1985), "Impact of organizational and buyer characteristics on the buying center", Industrial Marketing Management, Vol. 14 No. 1, pp. 49-58.
    • (1985) Industrial Marketing Management , vol.14 , Issue.1 , pp. 49-58
    • Crow, L.E.1    Lindquist, J.D.2
  • 17
    • 0346172638 scopus 로고
    • Critical factors in worldwide purchasing
    • Davis, H.L., Eppen, G.D. and Mattson, L.G. (1974), "Critical factors in worldwide purchasing", Howard Business Review, Vol. 52 No. 6, pp. 81-90.
    • (1974) Howard Business Review , vol.52 , Issue.6 , pp. 81-90
    • Davis, H.L.1    Eppen, G.D.2    Mattson, L.G.3
  • 19
    • 0038139883 scopus 로고
    • Searching for a new ad agency: A client perspective
    • Dowling, G.R. (1994), "Searching for a new ad agency: a client perspective", International Journal of Advertising, Vol. 13 No. 4, pp. 22942.
    • (1994) International Journal of Advertising , vol.13 , Issue.4 , pp. 22942
    • Dowling, G.R.1
  • 20
    • 0037490251 scopus 로고    scopus 로고
    • Buying center research and business marketing practice: Meeting the challenge of dynamic marketing
    • Ghingold, M. and Wilson, D.T. (1998), "Buying center research and business marketing practice: meeting the challenge of dynamic marketing", Journal of Business and Industrial Marketing, Vol. 13 No. 2, pp. 96-108.
    • (1998) Journal of Business and Industrial Marketing , vol.13 , Issue.2 , pp. 96-108
    • Ghingold, M.1    Wilson, D.T.2
  • 21
    • 0542405250 scopus 로고
    • Exploring environmental influences in organizational buying
    • Gronhaug, K. (1976), "Exploring environmental influences in organizational buying", Journal of Marketing Research, Vol. 13 No. 3, pp. 225-9.
    • (1976) Journal of Marketing Research , vol.13 , Issue.3 , pp. 225-229
    • Gronhaug, K.1
  • 22
    • 30344434514 scopus 로고
    • Needs and need recognition in organisational buying
    • Gronhaug, K. and Venkatesh, A. (1991), "Needs and need recognition in organisational buying", European Journal of Marketing, Vol. 25 No. 2, pp. 17-32.
    • (1991) European Journal of Marketing , vol.25 , Issue.2 , pp. 17-32
    • Gronhaug, K.1    Venkatesh, A.2
  • 26
    • 0000049452 scopus 로고
    • A review of recent changes in buyer-supplier relations
    • Imrie, R. and Morris, J. (1992), "A review of recent changes in buyer-supplier relations", Omega, Vol. 20 No. 5/6, pp. 641-52.
    • (1992) Omega , vol.20 , Issue.5 , pp. 641-652
    • Imrie, R.1    Morris, J.2
  • 27
    • 0002545059 scopus 로고
    • Purchasing agent's perceptions of industrial buying center influence: A situational approach
    • Jackson, D.W., Keith, J.E. and Burdick, R.K. (1984), "Purchasing agent's perceptions of industrial buying center influence: a situational approach", Journal of Marketing, Vol. 48 No. 4, pp. 75-83.
    • (1984) Journal of Marketing , vol.48 , Issue.4 , pp. 75-83
    • Jackson, D.W.1    Keith, J.E.2    Burdick, R.K.3
  • 28
    • 0001097140 scopus 로고
    • The buying center, structure and interaction patterns
    • Johnston, WJ. and Bonoma, T.V. (1981a), "The buying center, structure and interaction patterns", Journal of Marketing, Vol. 45 No. 3, pp. 143-56.
    • (1981) Journal of Marketing , vol.45 , Issue.3 , pp. 143-156
    • Johnston, W.J.1    Bonoma, T.V.2
  • 29
    • 0011591783 scopus 로고
    • Purchase process for capital equipment and services
    • Johnston, W J. and Bonoma, T.V. (1981b), "Purchase process for capital equipment and services", Industrial Marketing Management, Vol. 10 No. 4, pp. 253-64.
    • (1981) Industrial Marketing Management , vol.10 , Issue.4 , pp. 253-264
    • Johnston, W.J.1    Bonoma, T.V.2
  • 30
    • 85107930007 scopus 로고
    • Long-term manufacturer-supplier relationships: Do they pay off for supplier firms?
    • Kalwani, M.U. and Naryandas, N. (1995), "Long-term manufacturer-supplier relationships: do they pay off for supplier firms?", Journal of Marketing, Vol. 59 No. 1, pp. 1-16.
    • (1995) Journal of Marketing , vol.59 , Issue.1 , pp. 1-16
    • Kalwani, M.U.1    Naryandas, N.2
  • 32
    • 0001977967 scopus 로고
    • The influence of product complexity on the purchasing structure
    • Kotteaku, A.G., Laios, L.G. and Moschuris, S.J. (1995), "The influence of product complexity on the purchasing structure", Omega, Vol. 23 No. 1, pp. 27-39.
    • (1995) Omega , vol.23 , Issue.1 , pp. 27-39
    • Kotteaku, A.G.1    Laios, L.G.2    Moschuris, S.J.3
  • 34
    • 3543104254 scopus 로고
    • An empirical investigation of institutional and industrial purchasing structure
    • Laios, L. and Xideas, E. (1994b), "An empirical investigation of institutional and industrial purchasing structure", European Journal of Marketing, Vol. 28 No. 4, pp. 20-38.
    • (1994) European Journal of Marketing , vol.28 , Issue.4 , pp. 20-38
    • Laios, L.1    Xideas, E.2
  • 35
    • 0041756703 scopus 로고    scopus 로고
    • Purchase-related factors and buying center structure: An empirical assessment
    • Lau, G.-T., Goh, M. and Phua, S.L. (1999), "Purchase-related factors and buying center structure: an empirical assessment", Industrial Marketing Management, Vol. 28 No. 6, pp. 573-87.
    • (1999) Industrial Marketing Management , vol.28 , Issue.6 , pp. 573-587
    • Lau, G.-T.1    Goh, M.2    Phua, S.L.3
  • 37
    • 0002795009 scopus 로고
    • Difference in attribute importance for different industrial products
    • Lehmann, D.R. and O'Shaughnessy, J. (1974), 'Difference in attribute importance for different industrial products", Journal of Marketing, Vol. 38 No. 2, pp. 3642.
    • (1974) Journal of Marketing , vol.38 , Issue.2 , pp. 3642
    • Lehmann, D.R.1    O'Shaughnessy, J.2
  • 39
    • 38249035643 scopus 로고
    • Identifying buying influences for a professional service: Implications for marketing efforts
    • Lynn, S.A. (1987), 'Identifying buying influences for a professional service: implications for marketing efforts", Industrial Marketing Management, Vol. 16 No. 2, pp. 119-30.
    • (1987) Industrial Marketing Management , vol.16 , Issue.2 , pp. 119-130
    • Lynn, S.A.1
  • 40
    • 0000892807 scopus 로고
    • How to determine the composition and influence of a buying center
    • Mattson, M.R. (1988), "How to determine the composition and influence of a buying center", Industrial Marketing Management, Vol. 17 No. 3, pp. 205-14.
    • (1988) Industrial Marketing Management , vol.17 , Issue.3 , pp. 205-214
    • Mattson, M.R.1
  • 41
    • 0002906564 scopus 로고
    • Buying group structure: Constriction at the top
    • McCabe, D.L. (1987), 'Buying group structure: constriction at the top", Journal of Marketing, Vol. 51 No. 4, pp. 89-98.
    • (1987) Journal of Marketing , vol.51 , Issue.4 , pp. 89-98
    • McCabe, D.L.1
  • 42
    • 0002671212 scopus 로고
    • Novelty, complexity, and importance as causal determinants of industrial buyer behaviour
    • McQuiston, D.C. (1989), "Novelty, complexity, and importance as causal determinants of industrial buyer behaviour", Journal of Marketing, Vol. 53 No. 2, pp. 66-79.
    • (1989) Journal of Marketing , vol.53 , Issue.2 , pp. 66-79
    • McQuiston, D.C.1
  • 45
    • 0542358006 scopus 로고
    • Changes in attribute salience among DMU members during a decision: Some empirical results
    • Biemans, W.G. and Ghauri, P.N. (Eds), Groningen
    • Naude, P. (1994), "Changes in attribute salience among DMU members during a decision: some empirical results", in Biemans, W.G. and Ghauri, P.N. (Eds), 10th IMP Annual Conference, Vol. 2, Groningen, pp. 195-215.
    • (1994) 10th IMP Annual Conference , vol.2 , pp. 195-215
    • Naude, P.1
  • 46
    • 3543111348 scopus 로고
    • A macro contingency approach to the study of purchasing behavior
    • Naumann, E. and Kim, J.C. (1986), 'A macro contingency approach to the study of purchasing behavior", Journal of Purchasing and Materials Management, Vol. 22 No. 4, pp. 21-7.
    • (1986) Journal of Purchasing and Materials Management , vol.22 , Issue.4 , pp. 21-27
    • Naumann, E.1    Kim, J.C.2
  • 49
    • 27844531563 scopus 로고
    • Organizational decision making and industrial marketing
    • Smith, D. and Taylor, R. (1985), "Organizational decision making and industrial marketing", European Journal of Marketing, Vol. 19 No. 7, pp. 56-71.
    • (1985) European Journal of Marketing , vol.19 , Issue.7 , pp. 56-71
    • Smith, D.1    Taylor, R.2
  • 50
    • 84950100747 scopus 로고
    • Conceptual and methodological issues in buying centre research
    • Spekman, R.E. and Gronhaug, K. (1986), "Conceptual and methodological issues in buying centre research", European Journal of Marketing, Vol. 20 No. 7, pp. 50-63.
    • (1986) European Journal of Marketing , vol.20 , Issue.7 , pp. 50-63
    • Spekman, R.E.1    Gronhaug, K.2
  • 51
    • 0002466726 scopus 로고
    • Environmental uncertainty and buying group structure: An empirical investigation
    • Spekman, R.E. and Stem, LAV. (1979), 'Environmental uncertainty and buying group structure: an empirical investigation", Journal of Marketing, Vol. 43 No. 2, pp. 54-64.
    • (1979) Journal of Marketing , vol.43 , Issue.2 , pp. 54-64
    • Spekman, R.E.1    Stem, L.A.V.2
  • 52
    • 0000163241 scopus 로고
    • Using the supplier relationship to develop the support industry
    • Tan, B. (1990), "Using the supplier relationship to develop the support industry", Omega, Vol. 18 No. 2, pp. 151-8.
    • (1990) Omega , vol.18 , Issue.2 , pp. 151-158
    • Tan, B.1
  • 53
    • 2442691200 scopus 로고    scopus 로고
    • Organizational buying theories: A bridge to relationships theory
    • Tanner, J.F., Jr (1999), "Organizational buying theories: a bridge to relationships theory", Industrial Marketing Management, Vol. 28 No. 3, pp. 245-55.
    • (1999) Industrial Marketing Management , vol.28 , Issue.3 , pp. 245-255
    • Tanner Jr., J.F.1
  • 54
    • 3543058658 scopus 로고
    • Impact of internal and external environmental stability on the existence of determinant buying rules
    • Thomas, G.P. and Grashof, J.F. (1982), "Impact of internal and external environmental stability on the existence of determinant buying rules", Journal of Business Research, Vol. 10 No. 2, pp. 159-68.
    • (1982) Journal of Business Research , vol.10 , Issue.2 , pp. 159-168
    • Thomas, G.P.1    Grashof, J.F.2
  • 55
    • 3543061066 scopus 로고
    • The changing face of purchasing
    • March
    • Tiersten, S. (1989), 'The changing face of purchasing", Electronic Business, March, pp. 22-7.
    • (1989) Electronic Business , pp. 22-27
    • Tiersten, S.1
  • 56
    • 84881832826 scopus 로고
    • The economics of organization: The transaction cost approach
    • Williamson, O.E. (1981), "The economics of organization: the transaction cost approach", American Journal ofSociology, Vol. 87 No. 6, pp. 548-77.
    • (1981) American Journal OfSociology , vol.87 , Issue.6 , pp. 548-577
    • Williamson, O.E.1
  • 57
    • 0009090762 scopus 로고    scopus 로고
    • Theory transitions in organizational buying behavior research
    • Wilson, EJ. (1996), "Theory transitions in organizational buying behavior research", Journal of Business & Industrial Marketing, Vol. 11 No. 6, pp. 7-19.
    • (1996) Journal of Business & Industrial Marketing , vol.11 , Issue.6 , pp. 7-19
    • Wilson, E.J.1
  • 58
    • 0010875778 scopus 로고
    • Observations of centralized corporate procurement
    • Woodside, A.G. and Samuel, D.M. (1981), 'Observations of centralized corporate procurement", Industrial Marketing Management, Vol. 10 No. 4, pp. 191-205.
    • (1981) Industrial Marketing Management , vol.10 , Issue.4 , pp. 191-205
    • Woodside, A.G.1    Samuel, D.M.2
  • 59
    • 85135361236 scopus 로고    scopus 로고
    • The influence of product type on the purchasing structure
    • Xideas, E. and Moschuris, S. (1998), 'The influence of product type on the purchasing structure", European Journal of Marketing, Vol. 32 No.11/12, pp. 974-92.
    • (1998) European Journal of Marketing , vol.32 , Issue.11-12 , pp. 974-992
    • Xideas, E.1    Moschuris, S.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.