An Empirical Investigation of the Evaluative Criteria of Industrial Buyers

Daniel H. McQuiston; Rockney G. Walters

An Empirical Investigation of the Evaluative Criteria of Industrial Buyers

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Abstract

A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.

Original language	American English
Journal	Scholarship and Professional Work - Business
Volume	4
Issue number	1
State	Published - Apr 1 1989

Keywords

business
buying center
decision making

Disciplines

Business
Business Administration, Management, and Operations
Marketing
Sales and Merchandising

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Cite this

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abstract = " A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.",

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AB - A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.

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KW - buying center

KW - decision making

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An Empirical Investigation of the Evaluative Criteria of Industrial Buyers

Abstract

Keywords

Disciplines

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