Toward an understanding of public purchaser and salesperson interaction activities: A public purchaser’s perspective

Journal of Nonprofit and Public Sector Marketing

Volumn 4, Issue 4, 1997, Pages 55-75

  Evans, Kenneth R ^a   Schultz, Roberta J ^a  

^a UNIVERSITY OF MISSOURI   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0040797495     PISSN: 10495142     EISSN: 15406997     Source Type: Journal    
DOI: 10.1300/J054v04n04_05     Document Type: Article

References (25)

1. Bunn, M. D. 1994. Key Aspects of Organizational Buying: Conceptualization and Measurement. Journal of the Academy of Marketing Science, 22, 160-169.
2. Bunn, M. D. 1990. Understanding Organizational Buying Behavior: The Challenges of the 1990s. In V. A. Zeithaml Ed., Review of Marketing pp. 227259. Chicago: American Marketing Association.
3. Churchill, G. A., Jr. 1979. A Paradigm for Developing Better Measures of Marketing Constructs. Journal of Marketing Research 16, 64-73.
4. Churchill, G. A., Jr., N. M. Ford and O. C. Walker, Jr. 1993. Sales Force Management. Homewood, IL: Irwin.
5. Cohen, W. A. 1981. How to Sell to the Government A Step-by-Step Guide to Success. New York, NY: John Wiley and Sons.
6. David, I. T. 1987. Privatization in America. The Municipal Year Book 1988. Washington, D.C.: International City Management Association, p. 44.
7. Ellram, L. M. and Pearson, J. N. 1993. The Role of the Purchasing Function: Toward Team Participation. International Journal of Purchasing and Materials Management, 29, 3-9.
8. Hutt, M. D. and Speh, T. W. 1992. Business Marketing Management A Strategic View of Industrial and Organizational Markets, Fourth Edition, Fort Worth, TX: Dryden Press.
9. Ingram, T. N. and LaForge, R. W. 1992. Sales Management Analysis and Decision Making. Fort Worth, TX: Dryden Press.
10. Johnston, W. J. and Spekman, R. E. 1987. Industrial Buying Behavior: Where We Are and Where We Need to Go. In J. N. Sheth and E. Hirschman Eds., Research in Consumer Behavior pp. 83-111. Greenwich, Connecticut: JAI Press.
11. Leigh, T. W. and Rethans, A. J. 1984. A Script-Theoretic Analysis of Industrial Purchasing Behavior. Journal ofMarketing, 48, 22-32.
12. MacManus, S. A. 1992. Doing Business With Government. New York, NY: Parago House.
13. MacManus, S. A. 1991. Why Businesses are Reluctant to Sell to Governments. Public Administration Review, 51, 328-343.
14. Michaels, R. E. and Dixon, A. L. 1994. Sellers and Buyers on the Boundary: Potential Moderators of Role Stress -Job Outcome Relationships. Journal of the Academy ofMarketing Science, 22, 62-73.
15. Moncrief, W. C., III 1986. Selling Activity and Sales Position Taxonomies for Industrial Salesforces. Journal of Marketing Research, 23, 261-270.
16. Muller, E. W. 1991. An Analysis of the Purchasing Manager’s Position in Private, Public, and Nonprofit Settings. International Journal of Purchasing and Materials Management, 27, 16-23.
17. Nunnally, J. C. 1978. Psychometric Theory. New York, NY: McGraw-Hill.
18. Page, H. R. 1980. Public Purchasing and Materials Management. Lexington, MA: Lexington Books.
19. Perlman, K. I. 1990. Handbook of Purchasing and Materials Management. Chicago, IL: Probus.
20. Shealy, R. 1985. The Purchasing Job in Different Types of Businesses. Journal of Purchasing and Materials Management, 21, 17-20.
21. Stevens, J. 1986. Applied Multivariate Statistics for the Social Sciences. Hillsdale, NJ: Lawrence Erlbaum Associates.
22. Survey of Current Business 1991; 1993 U.S. Bureau of Economic Analysis, Department of Commerce, Washington, D.C.: U.S. Government Printing Office, monthly.
23. Suss, W. H. 1984. How to Sell to Uncle Sam. Harvard Business Review, 84, 136-144.
24. Ward, S. and Webster, F. E., Jr. 1991. Organizational Buying Behavior. In T. S. Robertson and H. H. Kassarjian Eds., Handbook of Consumer Behavior pp. 419-458. Englewood Cliffs, NJ: Prentice-Hall.
25. Zenz, G. J. 1994. Purchasing and the Management of Materials. 7th edition, New York, NY: John Wiley and Sons, Inc.