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International industrial purchasing: channels, interaction, and governance ...
Visualização de trechos - 1982
average values buying center buying situation cation centralization variable centralized purchasers characterized chaser cluster analysis cluster D3 communica communication pattern communication with suppliers consequence decentralized purchasers decentralized structure decision environment decision maker degree of centralization degree of need degree of specialization direction discussed extensive communication face to face firm foreign suppliers formulated Frequensor greater the need Hakansson & Wootz high degree high need risk hypotheses importance increase independent variables indicated indifference curves interaction involved low need risk marginal rate market risk marketing function measured need risk products need risk situations norms organizational variables participants perceived risk model pliers psychic distance purchaser's communication purchasing decisions purchasing function purchasing manager quantity of communication rate of substitution regarded relation role variety sion small purchases spanning unit Sweden task and organizational task variables telephone three risk dimensions tion total working-time tralized transaction risk users