Equipment buying in Nigeria
Article Abstract:
Business decisions are fenerally made under conditions of uncertainty. One of the main ways to reduce uncertainty is to gather information concerning the products to be purchased and their suppliers. Therefore, it is essential for suppliers, including potential suppliers and industrial marketers, to have some idea of the sources of information most likely to be consulted by industrial buyers. Most of the literature concerning these sources of information is based on research carried out in developed countries. Little effort has been made to study sourcing for industrial purchasing in a developing country such as Nigeria. This article will review previous work concerning source searching in organizational buying and examine how these activities are carried out in Nigeria. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1992
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Use of human judgment models in industrial buyers' vendor selection decisions
Article Abstract:
In this study methods are examined by which industrial buyers combine and utilize complex multiattribute evaluative information in making vendor selection decisions, with a focus on the buyers' utilization of the basic models of human judgment. The study reports the method and results of an empirical study involving a nationwide random sample of industrial buyers that suggests that the traditional linear model of choice is not necessarily the one buyers utilize in all vendor selection decisions. Implications for industrial buyers, industrial marketers, and researchers are included. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Which buying decisions are made by individuals and not groups?
Article Abstract:
In determining who it is that makes the buying decisions in a company, the options usually involve either an individual or a group. This research gives examples of what types of buying scenarios promote which type of decision-making bodies. The research indicates that 're-buy' decisions are often made by an individual purchasing agent, while joint decision-making is shown to be used more by larger businesses.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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