High-technology buying in low-technology environment: the issues in new market economies

Article Abstract:

Many LDCs (less developed countries) that lack market values and competitive experience and instruments have moved to market economies. In this paper, we look at some of the new issues in the interaction process; particularly, at buyer behavior when the risk element becomes important and complex within a relatively short period, and uncertainty is much higher. The case examined involves the process of buying plants and equipment for the production of cash-operated and telephone card-operated equipment in Algeria. Both the technology and the product were new to the country. This limited empirical study raised some issues about the behavior of low-technology buyers and assessed the impact of the interaction between partners in international markets. Perceived risk resulting from uncertainty is magnified by new pressures of the environment; namely, shifts to performance requirements, a higher level of competition, and financial restrictions. These new market constraints influence both buyers (directly) and suppliers (indirectly). The supplier must adapt to both new market conditions and new buyer behavior and must reassess the new market pressures and requirements to determine more accurately the market impact of establishing these new relationships. (Reprinted by permission of the publisher.)

High technology, Science and technology policy, Developing countries, Diffusion of innovations, Technology transfer

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Internet use within the U.S. plastics industry

Article Abstract:

Interfirm communication via the Internet was examined within the plastics industry. A survey of 1283 respondents from four industry sectors revealed that, although end-user firms have the highest percentage of Internet users, the flow of Internet communication tends to be "top-down" from vendors to customers. At this early stage of Internet adoption, Internet communications seem to focus on information gathering; whereas, non-Internet communication focuses on such transactional tasks as order processing. In addition, Internet users generally communicate more frequently than non-Internet users across all forms of communication. (Reprinted by permission of the publisher.)

Telegraph & other communications, Plastic Products, Plastics Product Manufacturing, Business Communications Mgmt, Internet, Plastics industry, Telecommunications systems, Online information services, Business communications services

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Exploring departmental level interaction patterns in organizational purchasing decisions

Article Abstract:

This research explores the purchase-specific communication patterns of individuals from each of the departments within 25 organizations. As such, it offers a cross-sectional view of those organizations and represents a novel approach to the study of the dynamics of buying decisions within organizations. As the research is exploratory, no firm conclusions are drawn. However, several interesting insights and their implications to organizational purchasing research are discussed. (Reprinted by permission of the publisher.)

Organizational communication

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