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Details van artikel 24 van 56 gevonden artikelen
| Titel: |
Communication Intensity in Large-Scale Organizational High Technology Purchasing Decisions |
| Auteur: |
Dawes, Philip L. Lee, Don Y. |
| Verschenen in: |
Journal of business-to-business marketing |
| Paginering: | Jaargang 3 (1997) nr. 3 pagina's 3-38 |
| Jaar: |
1997-04-05 |
| Inhoud: |
Understanding the nature of communication patterns in high technology business markets is recognized as an important area for research. However, very few studies have focused on this topic. The aim of our exploratory study is to add to this small body of literature by focusing on intra-organizational communication intensity within firms that had recently purchased a big-ticket, high technology product. Drawing on organizational buying behavior theory and communication theory, we develop and test a causal model which seeks to explain the communication intensity of the buying center member who was most involved for the buying process. The model links together three types of variables which relate to: (1) network characteristics, (2) individual characteristics of the key buying center member, and (3) the purchase situation. A unique feature of our research is that we not only seek to explain the key buying center member's total communication intensity for the overall buying process but we also use our model to examine this person's communication intensity at six major decision stages. Data from communication networks in 60 organizations provides good support for the hypothesized relationships. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 24 van 56 gevonden artikelen
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