Factors affecting industrial procurement decisions in the Asia-Pacific region: a comparative study of Australia, New Zealand, Thailand, China

Sam Dzever (), Pascale Quester and Sylvie Chetty
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Sam Dzever: IMT-BS - MMS - Département Management, Marketing et Stratégie - TEM - Télécom Ecole de Management - IMT - Institut Mines-Télécom [Paris] - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris]
Pascale Quester: University of Adelaide
Sylvie Chetty: Uppsala University

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Abstract: In a large-scale study of purchasing agents in Australia, New Zealand, Thailand and China, the authors investigated the factors deemed influential in respondents' industrial procurement decisions, the role played by a variety of functional departments, and the effects of major environmental factors on this process. The paper reports a number of expected and unexpected findings in relation to the internal process of influence and confirms the need for industrial marketers to bear in mind the multiple requirements of the decision-making unit (DMU).

Keywords: Impact of Environmental Factors; Dimensions of Buyer Behaviour; Asia-PACIFIC Region; Industrial Procurement; Purchasing Agents; Role of Functional (search for similar items in EconPapers)
Date: 2001
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Published in Journal of the Asia Pacific Economy, 2001, 6 (2), pp.194-211. ⟨10.1080/13547860120059711⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02560068

DOI: 10.1080/13547860120059711

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