Factors Influencing Organisational Buying Decisions in the Manufacturing Industry: Are Products and Services Procurement Different?
نویسندگان
چکیده
Abstract The paper explores factors influencing services procurement decision-making of manufacturing companies, and compares it to products decision-making. Data were gathered by survey among companies analysed using exploratory factor analysis. comparison between is made content Results prove that six distinct influence when making decisions: interdepartmental communication, trust in service provider, provider flexibility, buyer’s price sensitivity, top management support, competence. When compared situation, can be observed some the are influential both purchasing situations, whereas other not similarly important situations. offers an insight buying decisions help selling better understand differences processes two situations: vs. procurement.
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ژورنال
عنوان ژورنال: Zagreb International Review of Economics and Business
سال: 2021
ISSN: ['1849-1162', '1331-5609']
DOI: https://doi.org/10.2478/zireb-2021-0005