How to determine the composition and influence of a buying center

Article Abstract:

This article presents a model for determining the composition of the organizational buying center. It is the result of extensive study of the purchasing and marketing literature to identify key variables for determining the management level and functional areas of major importance in the buying process. The need for and background of the model are discussed in the first section of the paper. A general description of the model is then followed by sections on the key individual variables. The last section of the paper discusses the successful use of the model as a framework for a field investigation of purchasing transportation. (Reprinted by permission of the publisher.)

Purchasing, Transportation

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Faculty/practitioner differences: skills needed for industrial marketing entry positions

Article Abstract:

In this study, the judgments of industrial marketing faculty and industrial marketing practitioners are measured with respect to a set of 16 predefined skills in the recruitment of undergraduate marketing majors for entry-level positions in industrial marketing. The results indicate disagreement among faculty and practitioners on several of the skills evaluated. (Reprinted by permission of the publisher.)

Methods, Employee recruitment, Study and teaching

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Coupling quality assurance programs to marketing

Article Abstract:

The idea of close cooperation between marketing and quality assurance functions currently goes beyond the traditional understanding of their roles. This article describes the computer industry's need for this partnership, the opportunities it opens, and the practical experience gained at Hewlett-Packard's Fort Collins Systems Division. (Reprinted by permission of the publisher.)

Computer industry, Quality management, Quality control, Hewlett-Packard Co., HP

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