کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1028156 942282 2011 11 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Information search in complex industrial buying: Empirical evidence from Brazil
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Information search in complex industrial buying: Empirical evidence from Brazil
چکیده انگلیسی

This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 40, Issue 1, January 2011, Pages 17–27
نویسندگان
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