An Inductive Model of Industrial Supplier Choice Processes

Vyas, Niren; Woodside, Arch G.

doi:10.2307/1251308

Cited by 82 publications

(43 citation statements)

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“…Hulbert, Farley, and Howard (1972) were the first to describe the theory and empirical steps of doing DSA in B2B contexts. Examples with elaborations of the method in B2B contexts include the following studies: Capon and Hulbert (1975), Howard, Hulbert, and Farley (1975), Hulbert (1981, Johnston and Bonoma (1981), Na, Marshall, and Woodside (2009), and Vyas and Woodside (1984). Woodside's (2003) study.…”

Section: Decision Systems Analysis (Dsa)mentioning

confidence: 99%

Achieving accuracy, generalization-to-contexts, and complexity in theories of business-to-business decision processes

Woodside

Baxter

2013

Industrial Marketing Management

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This article describes field research methods that provide advances in developing accurate theories of business-to-business (B2B) decision processes. The article supports and extends prior work by Woodside (2010) that bridging qualitative and quantitative research method is possible to achieve accuracy, complexity, and generality across cases in B2B decision processes.As an aid in doing so, the article argues for the study of a few (n = 5 to 50) cases via case study research (CSR). The article defines CSR, and describes several CSR theories and methods that are useful for describing, explaining, and forecasting processes occurring in business-to-business (B2B) contexts. The discussion includes summaries of six B2B case studies spanning more than 60 years of research. This article advocates embracing the view that isomorphic theory of realities of B2B processes is possible via advances in CSR methods. The discussion advocates rejecting the dominant logic of attempting to describe and explain B2B processes by arms-length fixed-point surveys that usually involve responses from one executive per firm with no datamatching of firms in specific B2B relationships-such surveys lack details and accuracy necessary for understanding, describing, and forecasting B2B processes.Keywords business-to-business relationship; case study research; direct research; participant observation; ethnographic decision tree model; fuzzy-set qualitative comparative analysis; degrees-offreedom analysis 5

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Section: Decision Systems Analysis (Dsa)mentioning

confidence: 99%

Achieving accuracy, generalization-to-contexts, and complexity in theories of business-to-business decision processes

Woodside

Baxter

2013

Industrial Marketing Management

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“…In industrial buying, the formation of expectations is thought to be affected not only by information processing, but also by a person's background (e.g., specialized education, job-related roles, lifestyle) and their satisfaction with past purchase decision outcomes (Luffman 1974;Sheth 1973;Vyas and Woodside 1984).…”

Section: Literature Review the Role Of Expectations In Organizationalmentioning

confidence: 99%

Satisfying Customer Expectations: The Effect on Conflict and Repurchase Intentions in Industrial Marketing Channels

Cronin

Morris

1989

Journal of the Academy of Marketing Science

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“…The parallel between the early work, where commercial buying centres were first investigated (Vyas and Woodside, 1984), and the research reported here, goes further than this early work. The purpose of these early studies was to use inductive logic to formulate a general model from a series of structured observations.…”

Section: Introductionmentioning

confidence: 71%

Decision system analysis of advertising agency decisions

Woonbong

Marshall²,

Woodside³

2009

Qualitative Market Research: An International Journal

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractPurpose -The purpose of this paper is to report the use of decision system analysis (DSA) mapping the streams of communications (i.e. interactions), thoughts, actions and decisions involved for advertising agencies as executives in these firms gain client approval, and design creative, promotional and media strategies. Design/methodology/approach -This study uses DSA. This little-used technique requires protocol analysis, interviews and observation before transcription of the organizational decision processes into flow charts. Findings -The research first identifies four models, describing four specific decision types, then derives a general model from them. Executives from four agencies not in the original sample later confirms the models. The models generally confirm the existing knowledge base, with a few minor exceptions.Research limitations/implications -This qualitative technique suffers the common malady of the researchers losing objectivity because of their immersion in the case-companies. Wherever possible the research employs quantitative techniques to verify observational judgments. Practical implications -The "thick description" and the summary charts of the advertising agency decision processes have the potential to aid agency decision makers to better structure their decision processes. Originality/value -The findings themselves are of significance to those involved in the advertising industry, and there is an element of originality in the classification and the thick descriptions of advertising agency decision systems. The resurrection of DSA and the demonstration that the technique is viable and valuable is also a contribution of the study.

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An Inductive Model of Industrial Supplier Choice Processes

Cited by 82 publications

References 0 publications

Achieving accuracy, generalization-to-contexts, and complexity in theories of business-to-business decision processes

Achieving accuracy, generalization-to-contexts, and complexity in theories of business-to-business decision processes

Satisfying Customer Expectations: The Effect on Conflict and Repurchase Intentions in Industrial Marketing Channels

Decision system analysis of advertising agency decisions

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