Buy-phase and buy-class effects on organisational risk perception and reduction in purchasing professional services

Journal of Business and Industrial Marketing

Volumn 13, Issue 6, 1998, Pages 461-478

  Mitchell, V W ^a  

^a UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0242670675     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629810246779     Document Type: Article

References (55)

1. Anderson, E., Chu, W. and Weitz, B. (1987), "Industrial purchasing an empirical exploration of the buy-class framework", Journal of Marketing, Vol. 51, July, pp. 71-86.
2. Baker, W.E. and Faulkner , R.R. (1992), "Strategies for managing suppliers of professional services", California Management Review. Vol. 33 No. 4. Summer, pp. 33-45.
3. Baker, M. and Parkinson, S. (1977), "Information source preference in industrial adoption decisions", in Greenberg, B. and Bellenger, D. (Eds), Contemporary Marketing Thought, American Marketing Association. Chicago, IL, pp. 258-61.
4. Bauer, R.A. (1960), "Consumer behaviour as risk taking", in Hancock, R.S. (Ed.), Dynamix Marketing for a Changing World, American Marketing Association. Chicago, IL. pp. 389-98.
5. Bettman, J.R. (1973), "Perceived risk and its components: a model and empirical test", Journal of Marketing Research, Vol. 10. May, pp. 184-90.
6. Bunn, M.D. (1993), "Taxonomy of buying decision approaches", Journal of Marketing. Vol. 57, January, pp. 38-56.
7. Campbell, D.T. (1955), "The informant in quantitative research". American Journal of Sociology, Vol. 60. January, pp. 339-42.
8. Cardozo, R.N. and Cagley, J.W. (1971), "Experimental study of industrial buyer behaviour", Journal of Marketing Research, 8 August, pp. 329-34.
9. Dawes, P.L., Dowling, G.R. and Patterson, P.G. (1992), "Criteria used to select management consultants", Industrial Marketing Management, Vol. 21, pp. 187-93.
10. Dempsey, W.A. (1978), "Vendor selection and the buying process", Industrial Marketing Management, Vol. 7, pp. 257-67.
11. Dewey, J. (1910), "How we think". DC Heath and Co., Boston, MA, Chapter 8.
12. Dowling, G.R. (1986), "Perceived risk: the concept and its measurement". Psychology and Marketing. Vol. 3.1, Fall, pp. 193-210.
13. Dowling, G.R. and Staelin, R. (1994), "A model of perceived risk and intended risk-handling activity", Journal of Consumer Research, Vol. 21, June, pp. 119-34.
14. Feldman, W. and Cardozo, R.N. (1975), "Industrial buying as consumer behaviour or the repressed revolution", in Vinson, D.E. and Sciglimpaglia, D. (Eds), The Environment of Industrial Marketing, Grid, Columbus, OH.
15. Gemunden, H.G. (1985), "Perceived risk and information search: a systematic meta-analysis of the empirical evidence", International Journal of Research in Marketing, Vol. 2 No. 2, pp. 79-100.
16. Greatorex, M., Mitchell, V.-W. and Cunliffe, R. (1992), "A risk analysis of industrial buyers: the case of mid-range computers", Journal of Marketing Management, Vol. 8 No. 4, pp. 315-34.
17. Guinipero, L.C., Crittenden, W. and Crittenden, V. (1990), "Industrial marketing in non-profit organisations", Industrial Marketing Management, Vol. 19, pp. 279-85.
18. Hawes, J.M. and Barnhouse, S.M. (1987), "How purchasing agents handle personal risk", Industrial Marketing Management, Vol. 16, pp. 287-93.
19. Hill, C.J. and Neeley, S. (1988), "Differences in the consumer decision process for professional vs generic services". Journal of Services Marketing, Vol. 2 No. 1, Winter, pp. 17-23.
20. Hill, W. (1990), "Der Stellen Wert Der Untemehmensberatung Für Die Unternehmensfütrung", Die Betriehswirtschaft, Vol. 5 No. 2, pp. 171-88.
21. HMSO (1994), 'The Governments' use of external consultants", Efficiency Unit Cabinet Office Report, IIMSO, London.
22. Hull, M.D. and Speh, T.W. (1981), Industrial Marketing Management, Dryden, Chicago, IL.
23. Kaplan, L.B., Szybillo, G.J. and Jacoby, J. (1974), "Components of perceived risk in product purchase: a cross-validation", Journal of Applied Psychology, Vol. 59 No. 3, pp. 287-91.
24. Knight, F. (1921), Risk, Uncertainty and Profit, Harper and Row, New York, NY.
25. Kogan, N., and Wallach, M. A. (1964), Risk Taking: A Study In Cognition and Personality, Holt, Rinehart and Winston, New York, NY.
26. Laurent, G. and Kapferer, J.-N. (1985), "Measuring consumer involvement profiles", Journal of Marketing Research, Vol. 22 No. 1, February, pp. 41-53.
27. Lazo, H. (1960), "Emotional aspects of industrial buying", in Hancock, R.S. (Ed.), Proc. Of The American Marketing Association, AMA, Chicago, IL. pp. 265-70.
28. Lynn, S.A. (1987), "Identifying buying influences for a professional service: implications for marketing efforts". Industrial Marketing Management, Vol. 16, pp. 119-1130.
29. Martilla, J.A. (1971), "Word-of-mouth communication in the industrial adoption process", Journal of Marketing Research, Vol. 8, May, pp. 173-8.
30. Mitchell, V.-W. (1994), "Problem and risks in the purchase of consultancy services", The Services Industries Journal, Vol. 14 No. 3, July, pp. 315-39.
31. Mitchell V.-W. (1995), "Organisational risk perception and reduction: a literature review", British Journal of Management, Vol. 6, pp. 115-33.
32. Mitchell, V.-W. and Greatorex, M. (1990), "Measuring perceived risk and its components across product categories", Emac Conference, May, Innsbruck, pp. 153-67.
33. Mitchell, V.-W. and McGoldrick, P.J. (1995), "Consumers' risk reduction and strategies: a review and synthesis", International Review of Retail and Distribution Consumer Research, Vol. 5 No. 4, pp. 504-34.
34. Montgomery, D. and Ryans, A.B. (1973), "Stochastic models of consumer choice behaviour", in Ward, S. and Robertson, T.S. (Eds), Consumer Behaviour Theoretical Forces, pp. 617-24.
35. Moriart, R.T. (1980), "Conceptual models of organizational buying behaviour", Harvard Business School, Working Paper, pp. 80-6.
36. Morris, L.A., Swasy, J.L. and Mazis, M.B. (1994), "Accepted risk and alcohol use during pregnancy", Journal of Consumer Research, Vol. 21, Junem pp. 135-44.
37. Newall, J. (1977), "Industrial buyer behaviour", European Journal of Marketing, Vol. 11 No. 3, pp. 166-211.
38. Ozanne, U.B. and Churchill, G. (1971), "Five dimensions of the industrial adoption process", Journal of Marketing Research. Vol. 8, August, pp. 322-8.
39. Parasurarnan, A. and Zeithaml, V.A. (1983), "Differential perceptions of suppliers and clients of industrial services", in Berry, L.L., Shostack, L.C. and Upah, G.D. (Eds), Emerging Perspectives on Services Marketing, American Marketing Association, Chicago, IL. pp. 35-9.
40. Patton, W.E., Puto, C.P. and King, R.H. (1986), "Which buying decisions are made by individuals and not by groups?", Industrial Marketing Management, Vol. 15, pp. 129-38.
41. Peters, M.P. and Venkatesan, M. (1973), "Exploration of variables inherent in adopting an industrial product", Journal of Marketing Research, Vol. 10, August, pp. 312-15.
42. Phillips, L.W. (1981), "Assessing measurement error in key informant reports: a methodological note on organisational analysis in marketing", Journal of Marketing Research, Vol. 18. November, pp. 395-415.
43. Puto, C.P., Patton, W.F., and King, R.H. (1985), "Risk handling strategies", in Industrial Vendor Selection Decisions, Journal of Marketing, Vol. 49. Winter, pp. 89-98.
44. Robinson, P.J., Faris, C.W. and Wind, Y. (1967), "Industrial buying and creative marketing", Allyn and Bacon Inc., Boston, IL.
45. Roseluis, T. (1971), "Consumer rankings of risk reduction methods", Journal of Marketing, Vol. 35, January, pp. 56-61.
46. Ross, I. (1975), "Perceived risk and consumer behaviour: a critical review", in Schlinger, M.J. (Ed.), Advances in Consumer Research, Vol. 2. Association For Consumer Research, Urbana, IL, pp. 1-19.
47. Schlegelmilch, B.B., Diarnantopoulos, A. and Moore, S.A. (1992), "The market for management consulting in Britain: an analysis of supply and demand", Management Decision, Vol. 30 No. 2, pp. 46-54.
48. Seidler, J. (1974), "On using informants: a technique for collecting quantitative data and controlling for measurement error in organisational analysis". American Sociological Review, Vol. 39, December, pp. 816-31.
49. Sheth, J.N. (1973), "A model of industrial buyer behaviour", Journal of Marketing, Vol. 37, October, pp. 50-6.
50. Slock, J.R. and Zinszer, P.M. (1987), "The industrial purchase decision for professional services", Journal of Business Research. Vol. 15 No. 1, February, pp. 1-16.
51. Sweeney, T.W., Mathews, H.L. and Wilson, D.T. (1973), "An analysis of industrial buyers", Risk Reducing Behaviour: Some Personality Correlates, in Proceedings Of The American Marketing Association, American Marketing Association, Chicago, IL. pp. 217-21.
52. Tinsley, D.B. and Lewis, J.H. (1978), "Evaluting industrial services", Journal of Purchasing and Materials Management, Winter, pp. 29-30.
53. Valla, J.-P. (1982), "The concept of risk in industrial buying behaviour", presented at Workshop On Organisational Buying Behaviour, European Institute For Advanced Studies In Management, Brussels, December, pp. 9-10.
54. Webster, F.E. and Wind. Y. (1972), Organizational Buying Behaviour, Prentice-Hall, Englewood Cliffs, NJ.
55. Wheiler, K. (1987), "Referrals between professional service providers", Industrial Marketing Management, Vol. 16, pp. 191-200.