Abstract
used by purchasing agents to select suppliers varies with the type of problem likely to arise in adopting the particular product, and whether such differences in choice criteria are consistent between purchasing agents in the United States and the United Kingdom. The buyer's choice criteria are the factors he uses to evaluate competitive offerings. Choice criteria are inferred to exist because industrial buyers can and do articulate their reasons for choosing one supplier rather than another.
Keywords
PurchasingBusinessProduct (mathematics)MarketingIndustrial organizationMicroeconomicsEconomicsMathematics
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Publication Info
- Year
- 1974
- Type
- article
- Volume
- 38
- Issue
- 2
- Pages
- 36-36
- Citations
- 319
- Access
- Closed
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Cite This
Donald R. Lehmann,
John O’Shaughnessy
(1974).
Difference in Attribute Importance for Different Industrial Products.
Journal of Marketing
, 38
(2)
, 36-36.
https://doi.org/10.2307/1250195
Identifiers
- DOI
- 10.2307/1250195