کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
1018835 | 940370 | 2006 | 9 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
Industrial buyers' risk aversion and channel selection
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کلمات کلیدی
موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
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چکیده انگلیسی
A variety of risk reduction strategies have been used by industrial buyers to cope with both personal and organizational risk incurred in the buying process. However, the issue of channel selection has heretofore not been addressed. This study examines the question of whether buyers use channel selection as a means of reducing both financial and performance risk in industrial purchasing. The results show differentiation in the channels chosen by industrial buyers according to various characteristics of the buying situation, leading to the conclusion that both financial and performance risk impact channel selection.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 59, Issue 6, June 2006, Pages 653–661
Journal: Journal of Business Research - Volume 59, Issue 6, June 2006, Pages 653–661
نویسندگان
Marjorie J. Cooper, Kirk L. Wakefield, John F. Tanner,