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ArtikelOrganizational Buying Behavior in Indonesia : An Exploratory Study  
Oleh: Sidik, Ignas G.
Jenis: Article from Bulletin/Magazine
Dalam koleksi: Jurnal Manajemen Prasetiya Mulya vol. III no. 5 (1995), page 1-10.
Topik: organizational buying; organizational buying behaviour; exploratory study
Ketersediaan
  • Perpustakaan Pusat (Semanggi)
    • Nomor Panggil: JJ10.2
    • Non-tandon: 1 (dapat dipinjam: 0)
    • Tandon: tidak ada
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Isi artikelOrganizational buying behaviour serves as the foundation for developing marketing programs in business - to - business marketing. Unfortunately, few - if - any - study has been conducted in indonesia. Therefore, the purpose of this exploratory study is to help close this gap. For that reason, the objective if this study is to explore buying behaviour as practiced by indonesian firms. More specifically, this study attempts to identify situations where may be discrepancies between the organizational buying practice of indonesia firms. More specifically, this study attempts to identify situations where there may be discrepancies between the organizational buying practice of indonesian firms and that of firms in the developed countries as described in the literature. Field interviews with key informants representing nine indigenous firms have been conducted during summer 1993. As an exploratory study, no control was taken on industry, size, or ownership. This study found that although the practoce of organizational buying in indonesia has many similarities withtha tin developed countries, there are also some remarkable differences, especially in the following areas : 1. buying process 2. buying center 3. structural issues 4. ownership 5. organizational search 6. buying influence 7. supplier selection, and 8. ethical issues in buying activities The findings were organized as fifty hypotheses. Due to the exploratory nature and the scope of the sample, the findings of this study may have limited generalizability. Similarly, the conclusions derived from those findings should be taken cautiously. It is hoped, however, that this study may trigger more confirmatory further studies in this topic.
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