An Inductive Model of Industrial Supplier Choice Processes
通过分析六家工业企业的18个采购协议，构建了描述供应商选择过程中活动、决策和互动的归纳模型，并探讨了其对理论发展和营销管理的启示。
Decision systems analysis, participant observation, and document analysis were used to collect data on the activities, decisions, and interactions of persons involved in 18 plant purchasing agreements (PPAs) in six industrial firms. PPAs are statements of intention to buy (and sell) a quantity of a specified production or nonproduction material within a given time period, usually a year or more. A descriptive, composite model of activities, decisions, and interactions is presented. Differences and similarities across the 18 PPAs investigated in the study are reviewed. Implications for theory development and for marketing management are offered.