Measuring multiple buying influences

Article Abstract:

In this article, we review existing measures of influence in buying centers, and describe the development of a new measures of influence. Next, we report he psychometric properties of the new measure as assessed in a field study involving joint purchase decisions. The results suggest that the measure has very encouraging reliability and validity, and is likely to be very useful in future research on buying centers. (Reprinted by permission of the publisher.)

Marketing, Business-to-business market, Business to business market, Psychometrics

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Microcomputer purchase criteria across industries

Article Abstract:

Two important criteria that are used in making microcomputer purchase decisions are: (1) sales and service support, and (2) the manufacturer's reputation. Depending on the type of organization that is looking to purchase a microcomputer, the factor of product supplier attribute importance varies. Other characteristics such as computer literacy, expertise, firm type and size are also important.

Computers, Microcomputers, Digital computers

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Strategic cost management across boundaries of firms

Article Abstract:

Purchasing strategies as contributors to efficiency of firms have gained increased attention. Study reveals that changes in purchasing strategies result in substantial cost rationalizations.

Equipment Purchase Analysis, Costs, Industrial, Industrial costs, Cost (Economics), Costs (Economics)

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