Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach

Jackson, Donald W.; Keith, Janet E.; Burdick, Richard K.

doi:10.2307/1251512

Cited by 79 publications

(35 citation statements)

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“…A noteworthy feature of our study is our the method of testing the research hypotheses. Unlike the bulk of previous research in this area, which has relied on the survey method (Rindfleisch & Heide, 1997), we use the experimental method, following the precedents of a steadily increasing body of empirical work in businessto-business marketing and channels research (Gundlach & Cadotte, 1994;Gundlach et al, 1995;Jackson, Keith, & Burdick, 1984;Keith, Jackson, & Crosby, 1990;Pilling et al, 1994).…”

Section: Methodsmentioning

confidence: 99%

“…lated using scenario descriptions. While there is precedence for using scenario manipulations in industrial marketing research (Andaleeb, 1995;Jackson et al, 1984;Pilling, Crosby, & Jackson, 1994;Schurr & Ozanne, 1985), there is always the concern that scenario descriptions, in striving for clarity, can sacrifice subtlety and richness. A survey research approach with purchasing managers serving as key informants might be better able to capture the complexity of the real world.…”

Section: Josh1 and Stumpmentioning

confidence: 99%

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Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory

1999

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Effectively governed relationships are characterized by high levels of commitment and low levels of opportunism. In this research, we develop a conceptual model that integrates insights from transaction cost analysis and relational exchange theory to identify three key antecedents of commitment and opportunism: transaction specific assets, environmental uncertainty, and relational norms. Our model extends these prior frameworks by identifying dependence and long‐term orientation as the mediating processes through which the antecedents affect the outcomes. We test the model using a scenario‐based experimental method with 168 purchasing managers as subjects. Results provide substantial support for the model. The managerial, theoretical, and future research implications of these results are discussed. Résumé Des relations menées efficacement se caractérisent par leur haut niveau d'engagement et leur faible niveau d'opportunisme. Dans la présente recherche, nous établissons un modèle conceptuel qui intègre les notions d'Analyse du coût des opérations et de Théorie des échanges relationnels afin d'identifier les trois antécédents clés de l'engagement et de l'opportunisme: les actifs spécifiques de la transaction, l'insécurité de l'environnement et les normes relationnelles. Notre modèle élargit ce premier cadre en identifiant la dépendance et l'orientation à long terme comme procédé de médiation par lequel les antécédents influent sur les résultats. Nous examinons le modèle grâce à une méthode expérimentale que se fonde sur le scénario en prenant comme sujets 168 responsables des achats. Les résultats apportent un réel appui au modèle. Nous discutons aussi, à partir des résultats, des conséquences sur la gestion, la théorie et les futures recherches.

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Section: Methodsmentioning

confidence: 99%

Section: Josh1 and Stumpmentioning

confidence: 99%

Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory

1999

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“…Second, the IM literature on visitor behavior at trade shows mostly sees these events as information sources used by industrial buyers in their purchasing processes (for a review and critique, see Borghini et al, 2006). A core concept of IM research is the buying center (Jackson et al, 1984;Johnston and Bonoma, 1981;Kohli, 1989;Lilien and Wong, 1984). A limited number of IM studies highlighted that buying center members belong to different occupational communities (Andersen, 2005;Araujo, 2004;Cayla et al, 2013;Rinallo et al, 2007Rinallo et al, , 2008.…”

Section: Contributions To Research On Exhibitors' Performancesmentioning

confidence: 99%

Economic geography and industrial marketing views on trade shows: Collective marketing and knowledge circulation

Rinallo

Bathelt

Golfetto

2017

Industrial Marketing Management

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How to cite TSpace items Always cite the published version, so the author(s) will receive recognition through services that track citation counts, e.g. Scopus. If you need to cite the page number of the TSpace version (original manuscript or accepted manuscript) because you cannot access the published version, then cite the TSpace version in addition to the published version using the permanent URI (handle) found on the record page.

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“…The influence of the purchasing agent across a variety of purchase situations (Bellizzi & Lipps, 1984;Jackson, Keith & Burdick, 1984;Pattie & Mizerski, 1977;Webster, 1979). Jenkins (1990) Identifying all information sources used by industrial buyers Bunn & Clopton (1993) Information sources mixes buyers use SOURCE: Adapted from The above studies on which marketing communication tools industrial buyers use to obtain information show varying results based on a number of different criteria.…”

Section: Industrial Buyers Obtaining Informationmentioning

confidence: 99%

Industrial Marketing Communication: A (R)evolutionary Journey from Marketplace to Marketspace

Foster¹

2014

Revolution in Marketing: Market Driving Changes

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This thesis looks back over a ca 10-year period, 1994-2005, on the use of marketing communication tools in industrial markets. The year 1994 is significant in two ways: First, it was the year I was hired as a doctoral student at Luleå University of Technology in Sweden. The year is also significant as it is around this time (1994-95) that the Internet became commercialized and openly available for use beyond simple, point-and-click information retrieval. This decade-long journey was broken into two parts: The first part explored the entire industrial marketing communication toolbox, where both personal and nonpersonal tools, as well as the emerging Internet were used for industrial sellers to provide information, as compared to what industrial buyers were using to obtain information. The second part looked at the Internet as a marketing communication tool onto itself. The first part of the study (1994-1998), resulted in a Licentiate thesis entitled "Industrial Marketing Communication: An Empirical Investigation on the Use of Marketing Communication Tools" (Foster, 1998). It is provided here synoptically as Study A. In Study A, industrial sellers and buyers were investigated as to how they utilized all of the marketing communication tools within the industrial marketing communication toolbox. It was found that there was still a heavy reliance on personal, non-commercial forms of marketing communication, primarily personal selling. The non-personal forms of marketing communication, or the "tools" within the compartments of advertising, sales promotion, public relations, and direct marketing, were also utilized, but not in the same way or to the same degree. The Internet was seen neither as a purely personal nor as only a non-personal form of communication, so it was given its own "compartment" in the toolbox, as highlighted in Study A's conceptual framework as an additional (new) "industrial cyber space" (or area) within the toolbox. Although being utilized at the time by industrial sellers and buyers, primarily via tools such as websites and to a certain degree e-mail, the Internet was considered a little-used but potentially valuable "marketing communication tool of the future." It was this finding that became the foundation and the invitation to investigate the Internet as a marketing communication tool onto itself in "the future." This became the focus of the next phase of the study. The second part of this study picked up where the first part left off and took place during the years 1999-2005. It started with looking at the literature on the use of the Internet in industrial (B2B) markets, and more specifically at the use of websites as industrial marketing communication tools. This in turn became the foundation for Study B in this doctoral thesis, "The Internet as an Industrial Marketing Communication Tool." For various reasons, chief among them the v flexibility with investigating the area at a time when so much was changing and at such a rapid pace, an article format was chosen over continuing on with the m...

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Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach

Cited by 79 publications

References 0 publications

Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory

Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory

Economic geography and industrial marketing views on trade shows: Collective marketing and knowledge circulation

Industrial Marketing Communication: A (R)evolutionary Journey from Marketplace to Marketspace

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