Organizational Buying Contexts and the Procurement ProcessJan 1, 1993 Michele D. Bunn and William D. Perrault, Jr., 1993, 93-106
Describes a model of organizational buying that can help vendors and buyers view purchasing decisions in a strategic context.
Working Consensus to Collaborate: A Field Study of Manufacturer-Supplier DyadsJan 1, 1992 Robert E. Spekman and Deborah Salmond, 1992, 92-134
Discusses how to build a successful strategic alliance between trading partners through mutual affirmation.
Assessing Reseller Performance From the Supplier’s PerspectiveJan 1, 1992 Nirmalya Kumar, Louis W. Stern, and Ravi S. Achrol, 1992, 92-101
Develops three types of scales (composite, global, and facet) and uses them to evaluate reseller performance for two different suppliers.
Sources of Information Utilized During the Industrial Buying Process: An Empirical OverviewJan 1, 1983 Rowland T. Moriarty and Robert E. Spekman, 1983, 83-101
Examines the variety of information sources industrial buyers relied on during a particular procurement decision and possible explanatory factors.
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