Abstract
A model of organizational buyers’ use of decision strategies is presented and tested. The model depicts the interaction of risk to the buyer in making a selection, the familiarity of the task, and information load on the use of decision strategies. The model deals with only the selection of suppliers to which bids will be sent. The findings provide support for the model and suggest that it is the buyers’ subjective evaluation of the environment that determines the use of compensatory and non-compensatory decision strategies.
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LeBlanc, R.P. (2015). Organizational Buying Behavior in Vendor Selections: A Model of the Uses of Decision Strategies in Evoked Set Selection. In: Hawes, J.M., Glisan, G.B. (eds) Proceedings of the 1987 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17052-7_75
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DOI: https://doi.org/10.1007/978-3-319-17052-7_75
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17051-0
Online ISBN: 978-3-319-17052-7
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