Patterns of information source use across industrial purchase situations
Article Abstract:
A survey of industrial customers on use of information sources in making purchasing decisions provides the basis for a taxonomic study. The empirical study involved data from questionnaires as supplied by 636 members of the National Association of Purchasing Management. Respondents rated the importance of 15 different information sources in making their latest purchasing decision. Five information source mixes were identified: salesperson-centered (23.6% of sample); internally-limited (use of internal company sources primarily)(16.9%); specification-seekers (9.7%); balanced searchers (24%); and aggressive searchers (25.8%). Each group is described in some detail.
Publication Name: Decision Sciences
Subject: Business, general
ISSN: 0011-7315
Year: 1993
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A simulation of partial information use in decision making: implications for DSS design
Article Abstract:
A detailed cost-benefit framework was developed to effectively assess design decisions used in a wide array of situations. The framework specifically tries to offer guidance involving information dimensions that are to be integrated in a computer-based decision aid. Utilization of simulation experiments revealed that one of the essential guidelines to be observed by designers is to consider only the first half of the important information dimensions in any particular decision support system.
Publication Name: Decision Sciences
Subject: Business, general
ISSN: 0011-7315
Year: 1998
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The effects of task information and outcome feedback on individuals' insight into their decision models
Article Abstract:
Research was conducted on the role of task information and outcome feedback on the decision model of decision makers. The reported models of the tested decision makers and the actual models were tested under regression analysis to find the intervention on the decision models. Results showed that task information and outcome feedback had significant intervening effects on the decision model generated by decision makers, resulting in bias in the generation of insights to decisions.
Publication Name: Decision Sciences
Subject: Business, general
ISSN: 0011-7315
Year: 1997
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