scholarly journals Faktor-Faktor yang Mempengaruhi Keputusan Pembelian Baut dalam B2B ( Studi Kasus PT. Komoda Indonesia )

2018 ◽  
Author(s):  
Deni Saputra ◽  
Jhanghiz Syahrivar
Keyword(s):  
Decision Making ◽  
Information Source ◽  
Economic Factor ◽  
Primary Data ◽  
Buying Behavior ◽  
Organizational Buying ◽  
System Product ◽  
Main Factors ◽  
Product Specification ◽  
Structured Questionnaire

The main purpose of this research is to investigate the main factors in organizational buying behavior for bolt products. The nature of this research is qualitative by presenting primary data collected through semi structured questionnaire and conducting interviews with five companies that regularly buy bolt products from PT. Komoda Indonesia. Based on the previous literatures, there are eight factors that influence organizational buying behavior in B2B system: Product Specification Factor, Supplier Factor, Buyer's Factor, Economic Factor, Market Factor, Relationship Factor, Decision Maker Factor, and Factor of Information Source. The result of this research suggests that there are three main factors in decision making of bolt product which are Product Specification Factor, Supplier Factor, and Company Factor.

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

“A Study on the Influence of Rewards on Job Satisfaction With Special Reference to Education Industry in Oman”

2019 ◽  
Vol 118 (1) ◽  
pp. 114-124
Author(s):  
Mrs Nithya Sambamoorthy ◽  
Mr Subhash Kodiyil Raman ◽  
Mr Bhraguram Thayyil
Keyword(s):  
Job Satisfaction ◽  
Special Reference ◽  
Secondary Data ◽  
The Other ◽  
Primary Data ◽  
Other Hand ◽  
Education Industry ◽  
College Of Technology ◽  
Main Factors ◽  
Structured Questionnaire

This research is an examination and a study on the influence of rewards on job satisfaction of lecturers at Shinas College of Technology (ShCT). In academic industry, rewards are one of the factors that affecting job satisfaction of the employees and this will lead to affect their performance in their jobs. So, when rewards are more the job satisfaction will be high and when rewards are less the job satisfaction will be less. On the other hand, the age will not affect the job satisfaction. Previous research reveals that Job satisfaction is very important to success the industry and the rewards are the main factors which affect job satisfaction. The main purpose of this study is to know the influence of rewards in job satisfaction among the lecturers in ShCT. Moreover, this research attempts to identify how much rewards affect the job satisfaction in ShCT.  For this study used two types of data which are: primary data and secondary data. The sources of primary data is the response from lecturers at ShCT. It is collected through structured questionnaire and distributed such to 60 respondents. Secondary data, collected from internet, books, journals, articles etc.

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 Effect of Emotional Biases on Investor’s Decision Making in Nigeria

2020 ◽  
Vol 4 (1) ◽  
pp. 33-39
Author(s):  
Ebenezer Y. Akinkoye ◽  
Oluwaseun E. Bankole
Keyword(s):  
Decision Making ◽  
Loss Aversion ◽  
Stock Exchange ◽  
Investment Decision ◽  
Investment Decisions ◽  
Primary Data ◽  
Investment Decision Making ◽  
Regret Aversion ◽  
Overconfidence Bias ◽  
Structured Questionnaire

The study examined emotional biases and its effect on investor’s decision making in Nigeria Primary data were employed and the population consists of clients of the top 10 stockbroking firms registered by the Nigerian Stock Exchange as at 31st January, 2018. These firms were selected because they contributed to 68.72% of total value of transactions as at 31st January, 2018. Data on emotional biases and investment decision making among investors in Nigeria were obtained through structured questionnaire which was administered to 30 clients of each stockbroking firm, totalling 300. Data analysis was done using percentages and logistic regression analysis. Findings showed that emotional biases, represented by loss-aversion bias, overconfidence bias, regret-aversion bias and herding bias were prevalent to Nigerian investors and also significantly influenced investor’s decision making in Nigeria. The study suggests that investors should improve the understanding of various emotional biases and traits exhibited by them, adopt a suitable decision technique to avoid this and seek experts’ opinion when making investment decisions.

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.

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

The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers

2018 ◽  
Vol 33 (1) ◽  
pp. 19-28 ◽  
Author(s):  
Elyria A. Kemp ◽  
Aberdeen Leila Borders ◽  
Nwamaka A. Anaza ◽  
Wesley J. Johnston
Keyword(s):  
Decision Making ◽  
Decision Makers ◽  
Buying Behavior ◽  
Organizational Decision Making ◽  
Content Type ◽  
Organizational Buying ◽  
Functional Value ◽  
Human Decision ◽  
Personal Level ◽  
Depth Interviews

Purpose Organizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes a complex cadre of emotions and rationalizations. Subsequently, organizational buyers may not only be driven by logic, testing and facts, but also by emotions. The purpose of this paper is to investigate the role that emotions play in organizational buying behavior. Design/methodology/approach In-depth interviews were conducted with marketing decision-makers for one of the most valuable brands in the world. The role that emotions play in the behavior of organizational buyers is elucidated from the perspective of these marketing professionals. Findings Emotions are prevalent at all stages in the organizational decision-making process and various discrete emotions fuel action tendencies among buyers. Efforts are made by marketers to strategically manage the emotions buyers experience. Practical implications Although organizational buyers must see the functional value of a product or brand, companies need to consider ways in which brands can connect with buyers on an emotional and personal level. Originality/value This paper contributes to the literature by offering insights into which discrete or specific emotions are most prominent in organizational buying behavior and how the manifestation of these emotions impact decision-making at each stage in the buying cycle.

scholarly journals Surveillance data Early Warning Alert and Response System (EWARS) as information for decision making in Wonogiri District, Central Province, 2017

2018 ◽  
pp. 14
Author(s):  
Menikha Maulida ◽  
Suprio Heryanto ◽  
Trisno Agung Wibowo
Keyword(s):  
Decision Making ◽  
Data Analysis ◽  
Secondary Data ◽  
Surveillance Data ◽  
Outbreak Detection ◽  
Primary Data ◽  
Response System ◽  
Manual Analysis ◽  
Analysis System ◽  
Structured Questionnaire

EWARS was developed to conduct surveillance in outbreak detection and response. EWARS officers in Wonogiri District collected data but do not process it. Data must be processed to become information in decision making. This study aimed to evaluate the system of data processing and analysis system in EWARS  as information for decision making.The design study used is descriptive. Subjects in this study were 25 of 34 Public Health Center (PHC) EWARS surveillance officers and 1 district surveillance manager. Evaluation conducted at PHC in December 2017-January 2018. Sample size of PHC surveillance officers was calculated using Slovin formula. Primary data were obtained by interview using structured questionnaire and observation. Secondary data were obtained from EWARS data. Data analysis was done descriptively.There were 3 of 25 PHC officers who have done data analysis but not yet appropriate. 1 of them do manual analysis on notebooks, 2 others do the analysis made by others. 25 EWARS surveillance officers have never received any data analysis training. EWARS system cannot detect outbreak. EWARS data has never been used to program design. Dissemination of EWARS data has never been done. EWARS surveillance data cannot be used as information for decision-making at the PHC level because officers have not done the processing and data analysis, and dissemination has never been done. Data analysis training should be conducted and dissemination of data on a regular basic with bulletins or monthly meetings.

scholarly journals A Study on Students’ Awareness about Organic Food Products and Purchase Behaviour with Special Reference to Tirupur City

2018 ◽  
Vol 8 (2) ◽  
pp. 110-125
Author(s):  
Sadika Sultana M ◽  
Thilak S
Keyword(s):  
Sampling Method ◽  
Sampling Technique ◽  
Primary Data ◽  
Buying Behavior ◽  
Chi Square ◽  
Organic Products ◽  
Different Types ◽  
Chi Square Test ◽  
Ranking Analysis ◽  
Structured Questionnaire

This study is focused on the awareness among the students about organic products, buying behavior and attitude towards the organic products. The research design adopted in the study was descriptive design. This study is based on the primary data and the data has been collected from the students employing a structured questionnaire. The sampling technique used in this study is convenient sampling method where the sample size comprises of different types of students in order to test their awareness about organic products. A sample of 118 respondents was taken for the study. The tools applied to analyze the data included simple percentage analysis, chi-square test and average ranking analysis.

scholarly journals Archetypes of sourcing decision-making

2019 ◽  
Vol 40 (2) ◽  
pp. 117-143 ◽  
Author(s):  
Martin C. Schleper ◽  
Constantin Blome ◽  
Alina Stanczyk
Keyword(s):  
Decision Making ◽  
Leadership Style ◽  
Contextual Factors ◽  
Theory Development ◽  
Buying Behavior ◽  
Product Complexity ◽  
Content Type ◽  
Organizational Buying ◽  
Study Approach ◽  
Multiple Case

Purpose The purpose of this paper is to develop taxonomy of sourcing decision-making (SDM) archetypes and explore how different contextual factors influence these archetypes when global sourcing of complex components is considered a viable option. Design/methodology/approach A multiple case study approach with five in-depth cases is employed. In total, 19 interviews as well as publicly available and internal data from large buying firms headquartered in Austria and Germany were collected and analyzed. Findings The results reveal three different SDM archetypes which are described in detail (i.e. “consensus,” “argumentation” and “cabal”). Furthermore, it is found that these archetypes are mainly influenced by three contextual factors: sourcing maturity, product complexity and leadership style. The final model comprises six propositions which illustrate how these contextual factors determine companies’ SDM archetypes. Research limitations/implications The study contributes to theory development at the intersection of organizational buying behavior and the (global) SDM literature. Thereby, it answers the call for more rigorous investigation of the influence of contextual factors on SDM processes. Practical implications The findings enable practitioners to better understand and consequently manage SDM processes and their outcomes. By supporting decision-makers in identifying SDM archetypes, this study allows sourcing managers and teams to make better decisions by avoiding problems that occur in situations in which the preferred decision-making type would result in suboptimal decisions. Originality/value The study provides a first step toward taxonomy of SDM archetypes and is among the first that explores their underlying contextual factors.

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