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Industrial procurement practices of Taiwanese firms in the Chinese market

Author

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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])

Abstract

This paper analyses the industrial procurement practices of Taiwanese firms in the Chinese market. It is based on data collected during the months of September through December 1995 and covers 95 firms currently doing business in this market. Industrial procurement practices of these firms were studied in New Task buying situations (Robinson, Faris, and Wind, 1967) and relate specifically to the following factors: (a) the role of purchasing managers in the purchase decision process for equipment and component parts, (b) the importance of different functional departments in the decision process, (c) the importance of technical, commercial, and social factors in the choice of a supplier, and (d) the impact of environmental factors such as market structure, economic, technology, and culture on the purchase decision process of buyers.

Suggested Citation

  • Sam Dzever, 1997. "Industrial procurement practices of Taiwanese firms in the Chinese market," Post-Print hal-02560061, HAL.
    • Handle: RePEc:hal:journl:hal-02560061
    DOI: 10.1007/978-1-349-25641-9_10
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