1999
DOI: 10.1016/s0019-8501(98)00031-5
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Purchase-Related Factors and Buying Center Structure

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Cited by 55 publications
(52 citation statements)
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“…Kotteaku, Laios, and Moschuris (1995) found further support for this relationship and showed that the degree of influence depends on the phase of the buying process as well. Lau, Goh, and Phua (1999), in contrast, could not confirm a significant relationship between purchase complexity and the degree of structural complexity, formalization, and centralization of purchasing. A third product characteristic that has frequently been studied in prior research is the product type purchased by the organization.…”
Section: Product Characteristicsmentioning
confidence: 58%
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“…Kotteaku, Laios, and Moschuris (1995) found further support for this relationship and showed that the degree of influence depends on the phase of the buying process as well. Lau, Goh, and Phua (1999), in contrast, could not confirm a significant relationship between purchase complexity and the degree of structural complexity, formalization, and centralization of purchasing. A third product characteristic that has frequently been studied in prior research is the product type purchased by the organization.…”
Section: Product Characteristicsmentioning
confidence: 58%
“…Spekman and Stern (1979) and Juha and Pentti (2008) further pointed out that specialization is an important measure to reduce risks in the purchasing process, as it enables individuals to react more quickly to changes in the environment. A further discussion of this variable can be found in Lau, Goh, and Phua (1999). The structural variable configuration refers to the design of the authority structure of the organization and includes dimensions such as vertical and lateral spans of control, criteria for segmentation, and numbers of positions in various segments (Pugh, Hickson, Hinings, Macdonald, Turner, and Lupton 1963;Pugh, Hickson, Hinings, and Turner 1968).…”
Section: Organization Of Purchasing In Public Institutionsmentioning
confidence: 99%
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