Environmental Uncertainty and Buying Group Structure: An Empirical Investigation

1979 ◽  
Vol 43 (2) ◽  
pp. 54-64 ◽  
Author(s):  
Robert E. Spekman ◽  
Louis W. Stern
Keyword(s):  
Decision Making ◽  
Empirical Investigation ◽  
Group Structure ◽  
Environmental Uncertainty ◽  
Decision Making Process ◽  
Methodological Framework ◽  
Buying Behavior ◽  
Structural Configuration ◽  
Organizational Buying ◽  
Level Of Analysis

This research presents both a conceptual and a methodological framework for examining organizational buying behavior from a multiperson level of analysis. Focusing on those organizational members who participate in the procurement decision making process, this research investigates the buying group's adaptive structural configuration in response to varying levels of environmental uncertainty.

A General Model for Understanding Organizational Buying Behavior

1972 ◽  
Vol 36 (2) ◽  
pp. 12-19 ◽  
Author(s):  
Frederick E. Webster ◽  
Yoram Wind
Keyword(s):  
Decision Making ◽  
Marketing Strategy ◽  
General Model ◽  
Decision Making Process ◽  
Buying Behavior ◽  
Organizational Decision Making ◽  
Organizational Buying

The authors suggest a model of industrial and institutional buying behavior as an organizational decision-making process. The major dimensions of the model are defined and some implications for marketing strategy are developed.

Studi Perilaku Anggota Unit Pengambil Keputusan Dalam Pembelian Organisasional: Sebuah Review Literatur

2017 ◽  
Vol 24 (1) ◽  
pp. 71-86
Author(s):  
Amin Wibowo
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Search Time ◽  
Integrated Approach ◽  
Review Literature ◽  
Buying Behavior ◽  
Organizational Buying ◽  
Decision Making Unit ◽  
Behavior Based ◽  
Sharing Responsibility

Up to now, organizational buying is still interesting topic discussed. There are divergences among the findings in organizational buying researches. Different perspectives, fenomena observed, research domains and methods caused the divergences. This paper will discusse organizational buying behavior based on literature review, focused on behavior of decision making unit mainly on equipment buying. From this review literatures, it would be theoritical foundation that is valid and reliable to develop propositions in organizational buying behavior. Based on review literature refferences, variables are classified into: purchase situation, member of decision making unit perception, conflict among the members, information search, influences among members of decision making unit. Integrated approach is used to develop propositions relating to: purchasing complexity, sharing responsibility among the members, conflict in decision making unit, information search, time pressure as moderating variable between sharing responsibility and conflict in decision making unit, the influence among the members inside decision making unit and decision making outcome

scholarly journals Digital Twin for Monitoring Ergonomics during Manufacturing Production

2020 ◽  
Vol 10 (21) ◽  
pp. 7758
Author(s):  
Alessandro Greco ◽  
Mario Caterino ◽  
Marcello Fera ◽  
Salvatore Gerbino
Keyword(s):  
Decision Making ◽  
Decision Making Process ◽  
Methodological Framework ◽  
Production Lines ◽  
Work Activities ◽  
Digital Twin ◽  
Set Up ◽  
Operational Issues ◽  
Smart Factories

Within the era of smart factories, concerning the ergonomics related to production processes, the Digital Twin (DT) is the key to set up novel models for monitoring the performance of manual work activities, which are able to provide results in near real time and to support the decision-making process for improving the working conditions. This paper aims to propose a methodological framework that, by implementing a human DT, and supports the monitoring and the decision making regarding the ergonomics performances of manual production lines. A case study, carried out in a laboratory, is presented for demonstrating the applicability and the effectiveness of the proposed framework. The results show how it is possible to identify the operational issues of a manual workstation and how it is possible to propose and test improving solutions.

The Marketing Strategy Center: Diagnosing the Industrial Marketer's Interdisciplinary Role

1984 ◽  
Vol 48 (4) ◽  
pp. 53-61 ◽  
Author(s):  
Michael D. Hutt ◽  
Thomas W. Speh
Keyword(s):  
Decision Making ◽  
Marketing Strategy ◽  
Buying Behavior ◽  
Industrial Firm ◽  
Organizational Buying ◽  
Managerial Implications ◽  
Decision Making Processes ◽  
Executive Decision Making ◽  
Functional Areas

Strategic interdependencies exist between marketing and other functional areas in the industrial firm. The concept of the marketing strategy center is offered as an organizing framework for exploring the industrial marketer's interdisciplinary role in the development and implementation of marketing strategy. Parallels between organizational buying behavior research and studies of executive decision-making processes are explored. Key research and managerial implications are highlighted.

scholarly journals Analisis Tipe Perilaku Konsumen Terhadap Keputusan Membeli Produk Teh di Kota Surakarta

2021 ◽  
Vol 8 (1) ◽  
pp. 43-52
Author(s):  
Rina Yuliana ◽  
Joko Sutrisno ◽  
Tria Rosana Dewi
Keyword(s):  
Decision Making ◽  
Consumer Behavior ◽  
Consumer Involvement ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Buying Behavior ◽  
The Difference

Based on the results of the research and analysis that has been carried out, it can be seen first that consumer involvement in the tea purchase decision-making process in the Modern Market of Surakarta is high (31,56 > 24). Second, according to consumers in the Surakarta City Modern Market, the difference between tea brands is not real, meaning that consumers do not see much difference between tea brands. Third, the type of tea consumer behavior in modern markets is dissonance, reducing buying behavior. Usually, consumer behavior is meaningful and goal-oriented. Products are accepted or rejected based on the extent to which both are considered relevant to their needs and lifestyle.

Differences in Behavioral Biases in Investment Decision Making: Gender and Occupation Perspective

2015 ◽  
Vol 16 (1) ◽  
pp. 13-35
Author(s):  
Shailesh Rastogi
Keyword(s):  
Decision Making ◽  
Behavioral Finance ◽  
Investment Decision ◽  
Decision Making Process ◽  
Buying Behavior ◽  
Behavioral Biases ◽  
The People ◽  
Investment Decision Making ◽  
Behavioral Aspects ◽  
Finance Theory

Investments and Investment decision making come a long way in last few decades. The practical deviation from the established norms of conventional finance made the people know that the investors??buying behavior cannot be understood only by conventional finance theories. Studies strongly support the presence of behavioral aspects in the investment decision making process and behavioral finance provides solution to many-a-problems hitherto not answered appropriately by the conventional finance theory. Moreover, it was also propounded that the behavioral biases vary across gender and occupation of the investors. This study provides evidences for the existence of biases and also provides with the evidences that behavioral biases are not affected by the combined categories of gender and occupation.

Decision-making time in organizational buying behavior: An investigation of its antecedents

1993 ◽  
Vol 21 (4) ◽  
pp. 281-292 ◽  
Author(s):  
Ruby Roy Dholakia ◽  
Jean L. Johnson ◽  
Albert J. Della Bitta ◽  
Nikhilesh Dholakia
Keyword(s):  
Decision Making ◽  
Buying Behavior ◽  
Organizational Buying
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