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FACTORS AFFECTING INDUSTRIAL PROCUREMENT DECISIONS IN THE ASIA-PACIFIC REGION: A comparative study of Australia, New Zealand, Thailand and China

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  • Sam Dzever
  • Pascale G Quester
  • Sylvie Chetty

Abstract

In a large-scale study of purchasing agents in Australia, New Zealand, Thailand and China, the authors investigated the factors deemed influential in respondents' industrial procurement decisions, the role played by a variety of functional departments, and the effects of major environmental factors on this process. The paper reports a number of expected and unexpected findings in relation to the internal process of influence and confirms the need for industrial marketers to bear in mind the multiple requirements of the decision-making unit (DMU).

Suggested Citation

  • Sam Dzever & Pascale G Quester & Sylvie Chetty, 2001. "FACTORS AFFECTING INDUSTRIAL PROCUREMENT DECISIONS IN THE ASIA-PACIFIC REGION: A comparative study of Australia, New Zealand, Thailand and China," Journal of the Asia Pacific Economy, Taylor & Francis Journals, vol. 6(2), pages 194-211.
    • Handle: RePEc:taf:rjapxx:v:6:y:2001:i:2:p:194-211
    DOI: 10.1080/13547860120059711
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