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

Author

Listed:
  • 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)

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).

Suggested Citation

  • Sam Dzever & Pascale Quester & Sylvie Chetty, 2001. "Factors affecting industrial procurement decisions in the Asia-Pacific region: a comparative study of Australia, New Zealand, Thailand, China," Post-Print hal-02560068, HAL.
    • Handle: RePEc:hal:journl:hal-02560068
    DOI: 10.1080/13547860120059711
    as

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