Examining customer value perceptions of organizational buyers when sourcing from multiple vendors
Article Abstract:
A framework of organizational multiple-sourcing behavior is developed, to examine that customer value, customer satisfaction and perceived switching costs influence these share-of-business repurchase decisions. The analysis indicates that in newer relationships, customer value is the major factor influencing share allocations and in older relationships, customer value as well as customer satisfaction and perceived switching costs are all important in allocating business share among suppliers.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2005
User Contributions:
Comment about this article or add new information about this topic:
The influence of purchase situation on buying center structure and involvement: A select meta-analysis of organizational buying behavior research
Article Abstract:
A meta-analysis of the relationships between the nature of the purchase situation and buying center structure and buying center involvement is conducted. Moderator analysis of the results, which showed significant variation in findings across studies, indicates that study design characteristics account for the same.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2005
User Contributions:
Comment about this article or add new information about this topic:
The influence of organizational variables on the transferability of management practices: an examination of traditional and learning manufacturing environments in Mexico
Article Abstract:
The individual behaviors and an organizational-level factor are examined to understand their impact on the transferability of different management practices. Significant differences were found between the two factors, proving support for the implementation of different management approaches in Mexico.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2003
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Developing classification structure of organizational problems: an empirical investigation. Solution diversity and the quality of group decisions
- Abstracts: The effect of decision-making styles and contextual experience on executives' descriptions of organizational problem formulation
- Abstracts: Changing public service organizations: current perspectives and future prospects. Changing Public Service Organizations: Current Perspectives and Future Prospects
- Abstracts: Trust and commitment influences on customer retention: Insights from business-to-business services. Using customer relationships to acquire technological innovation: a value-chain analysis of supplier contracts with scientific research institutions
- Abstracts: Organizational networks: toward a cross-fertilization between practice and theory. The relationship between internal and external cooperation: literature review and propositions