Document Type
Article
Publication Date
1989
Publication Title
Journal of Business and Industrial Marketing
First Page
65
Last Page
75
Additional Publication URL
http://www.worldcat.org/oclc/356114085
Abstract
Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide implications for purchasing managers and organizational buying researchers, and directions for future research are discussed.
Rights
'This article is © Emerald Group Publishing and permission has been granted for this version to appear here. Emerald does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Emerald Group Publishing Limited.'
Recommended Citation
McQuiston, Daniel H. and Walters, Rockney G., "The Evaluative Criteria of Industrial Buyers: Implications for Sales Training," (1989). Scholarship and Professional Work - Business. 13.
https://digitalcommons.butler.edu/cob_papers/13
