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

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.

Modeling Gender Based Customer Preferences of Information Search Channels

2018 ◽  
pp. 622-638
Author(s):  
Gaurav Khatwani ◽  
Praveen Ranjan Srivastava
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Multiple Criteria Decision Making ◽  
Integrated Approach ◽  
Customer Preferences ◽  
Business Operations ◽  
Wide Range ◽  
Complex Decision ◽  
Gender Based ◽  
Hierarchy Process

The disparity in consumer and organization preferences of information channels is a major concern. Further, making decisions in the presence of a wide range of conflicting criteria through the use of a multiple criteria decision-making (MCDM) approach has gained increased prominence in recent years and research in this area has become an important consideration for business operations that involve dealing with complex decision problems. This paper describes how an integrated approach can be applied to a decision-making problem that combines a fuzzy analytical hierarchy process (AHP) and TOPSIS for identifying preferences consumers of information search channels according to demographic factors such as gender.

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

Examining Decision-Making Strategies Based on Information Acquisition and Information Search Time

2002 ◽  
Vol 46 (3) ◽  
pp. 501-505 ◽  
Author(s):  
Julie L. Marble ◽  
Heather D. Medema ◽  
Susan G. Hill
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Information Acquisition ◽  
Search Time ◽  
The United States ◽  
Decision Makers ◽  
Final Decision ◽  
Decision Style ◽  
Decision Confidence ◽  
Trade Offs

Eight participants reviewed a multimedia presentation regarding the hypoxic zone phenomenon in a role-play as a legislator's aide. They rated the phenomenon's importance to the United States and indicated what portion of the legislator's budget to devote to research of it. After viewing a segment of the presentation, participants indicated their distance to a decision and confidence that would be their final decision. Interviews after each segment revealed two decision strategies: slow movement toward a decision, or abrupt decision-making after approximately half the presentation. Decision style was correlated with decision confidence. These two groups differed in their trade-offs of willingness to spend time in information search and need for more information. Slow decision makers were less confident about their final decision; acquisition of information was more critical than time spent on the information search. Abrupt decision-makers were more confident of their final decision; minimizing time spent in information search was more critical than information acquisition.

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 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.

Must have or nice to have

2019 ◽  
Vol 34 (1) ◽  
pp. 39-48 ◽  
Author(s):  
Sabita Mahapatra ◽  
ATP Ramani ◽  
Avinash D. Kulkarni
Keyword(s):  
Decision Making ◽  
Customer Value ◽  
Customer Relationship ◽  
Value Proposition ◽  
Buying Behavior ◽  
Comprehensive Overview ◽  
Content Type ◽  
Digital World ◽  
Decision Making Unit ◽  
Critical Issues

PurposeThis paper aims to provide an opportunity to study organization buying behavior, specifically buying and selling in the B2B context. The case demonstrates the need to understand the expectations of the buyer’s decision-making unit and the challenges involved in acquiring and retaining customers based on the articulated value proposition of the product. The case also provides an opportunity to explore the critical issues related to an organization’s buying process, while emphasizing on the importance of customer relationship management and the challenges involved in sales conversion.Design/methodology/approachThe case is a filed-based study that aims to provide insight on differences between buying and selling in B2B & B2C and an understanding on customer value proposition in B2B buying context.FindingsThe case provides a comprehensive overview on the key role of decision-making units and decision-making process in B2B context.Originality/valueThis is an India-specific field-based case study on B2B selling situation. The case provides a framework on salesperson B2B selling approach, techniques and skills in view of the changing business selling environment in the age of technologically advanced digital world.

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.

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.

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