Information search in complex industrial buying: Empirical evidence from Brazil

被引：25

作者：

Alejandro, Thomas Brashear ^{[1
]}

Kowalkowski, Christian ^{[2
]}

da Silva Freire Ritter, Joao Gustavo

Marchetti, Renato Zancan ^{[3
]}

Prado, Paulo Henrique ^{[4
]}

机构：

[1] Univ Massachusetts, Isenberg Sch Management, Amherst, MA 01003 USA

[2] Linkoping Univ, Dept Management & Engn, SE-58183 Linkoping, Sweden

[3] Pontificia Univ Catolica Parana, PUC PR, Programa Posgrad Adm PPAD PUCPR, Curitiba, Parana, Brazil

[4] Univ Fed Parana, Ctr Pesquisa & Posgrad Adm, CEPPAD UFPR, BR-80060000 Curitiba, Parana, Brazil

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2011年 / 40卷 / 01期

关键词：

Complex buying; Information search; Information sources; Brazil; DETERMINANTS; MODEL; TRUST; UNCERTAINTY; TECHNOLOGY; VARIABLES; BEHAVIOR; OUTCOMES; KEY;

D O I：

10.1016/j.indmarman.2010.09.006

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms. (C) 2010 Elsevier Inc. All rights reserved.

引用

页码：17 / 27

页数：11

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