Retail scanner system: how buying committees functioned
Article Abstract:
This study investigates the purchasing decision process of special buying committees (SBCs) in food retailing. The study examines a sample of grocery firms with SBCs in the context of a new task buying situation involving the purchase of the Universal Product Code scanner checkout system. The study examines the structure of SBC participants, the distribution of relative influence among SBC hierarchy of authority, and the effect of organizational contingency factors such as size, age and type on the relative influence structure of SBCs. The findings and managerial implications are discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
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Market-driven procurement
Article Abstract:
The purpose of this article is to heighten the awareness level of purchasing professionals of the need to become more marketing-oriented in the next decade. Marketing skills can provide purchasers with the know-how to effectively compete in an increasingly complex buyer-supplier environment. The exchange relationship must be more carefully managed. Through marketing acumen, purchasers become proactive components of the exchange process as opposed to playing the traditional passive role that was better suited for a less competitive environment. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
User Contributions:
Comment about this article or add new information about this topic:
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