The determinants of choice set structure in high-technology business markets
Article Abstract:
This research explores the nature and determinants of choice set structure in high-technology business markets. Specifically, we examine the antecedents of both choice set size and the proportion of out-suppliers included in the choice set of 273 organizations that had recently made a major purchase of telecommunications or computer equipment. Our study investigates the impact on choice set structure of (1) the buyer's past relationship with the selected vendor; (2) the degree of external technical consultant involvement; and (3) the three purchase situation variables of importance, complexity, and novelty. With the exception of importance, all variables had significant effects in explaining choice set structure. The results of our study contribute to the knowledge base relating to the literature on organizational information search in the specific area of choice set structure and the effects of consultants in high-technology business markets. The findings also have important implications for both incumbent vendors (in-suppliers) as well as new or "out-suppliers" in their efforts to win future contracts. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
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Criteria used to select management consultants
Article Abstract:
A survey of 253 organizations provided data on 17 choice criteria used in the final selection of a variety of management consultancy services. There were relatively few differences in the importance of these choice criteria across the different types of consulting assignment, client's type of industry. and frequency of purchase. Reputation of the consultants and their experience in the client's industry were the two most important choice criteria. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1992
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Factors affecting the structure of buying centers for the purchase of professional business advisory services
Article Abstract:
Buying center purchasing and procurement of professional business advisory services are directly affected by the center's corporate structure. These structure variables are organizational characteristics, purchasing situation and key member attitudes. Consultancy firms or professionals must consider the buying center structure for the effective marketing of their services and that buying center size is not a major factor for the purchase of service or capital equipment.
Publication Name: International Journal of Research in Marketing
Subject: Business, international
ISSN: 0167-8116
Year: 1992
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