122 CHAPTER6ANALYZINGBUSINESSMARKETS ANDBUYERBEHAVIOR
- See Donald W. Jackson Jr., Janet E. Keith, and Richard K. Burdick, “Purchasing Agents’
Perceptions of Industrial Buying Center Influence: A Situational Approach,”Journal of
Marketing,Fall 1984, pp. 75–83. - Webster and Wind, Organizational Buying Behavior,p. 6.
- Ibid., pp. 78–80.
- See “ ‘I Think You Have a Great Product, but It’s Not My Decision,’ ”American Salesman,
April 1994, pp. 11–13. - Ibid.
- Webster and Wind, Organizational Buying Behavior,pp. 33–37.
- Sara Lorge, “Purchasing Power,”Sales & Marketing Management,June 1998, pp. 43–46;
Joann Muller, “The One-Year Itch at Daimler-Chrysler,”Business Week,November 15, 1999,
p. 42. - Tim Minahan, “OEM Buying Survey—Part 2: Buyers Get New Roles but Keep Old Tasks,”
Purchasing,July 16, 1998, pp. 208–209. - Shawn Tully, “Purchasing’s New Muscle,”Fortune,February 20, 1995; Mark Fitzgerald,
“Decentralizing Control of Purchasing,”Editor and Publisher,June 18, 1994, pp. 8, 10. - Mohanbir Sawhney and Steven Kaplan, “Let’s Get Vertical,”Business 2.0,September 1999,
p. 85. - Robert Yoegel, “The Evolution of B-to-B Selling on the ‘Net,’ ”Target Marketing,August
1998, p. 34; Andy Reinhardt, “Extranets: Log On, Link Up, Save Big,”Business Week,June
22, 1998, p. 134; John Evan Frook, “Buying Behemoth—By Shifting $5B in Spending to
Extranets, GE Could Ignite a Development Frenzy,”InternetWeek,August 17, 1998, p. 1;
John Jesitus, “Procuring an Edge,”Industry Week,June 23, 1997, pp. 56–62. - Lance Dixon, “JLG Industries Offers JIT II Advice,”Purchasing,January 15, 1998, p. 39.
- (Germany, Japan) Teresa C. Morrison, Wayne A. Conaway, and Joseph J. Douress, Dun &
Bradstreet’s Guide to Doing Business Around the World(New York: Prentice-Hall, 1997);
(Korean) “Tips, Tricks and Pitfalls to Avoid when Doing Business in the Tough but
Lucrative Korean Market,”Business America,June 1997, p. 7. - Robinson, Faris, and Wind, Industrial Buying and Creative Marketing.
- John H. Sheridan, “Buying Globally Made Easier,”Industry Week,February 2, 1998,
pp. 63–64. - See “Xerox Multinational Supplier Quality Survey,”Purchasing,January 12, 1995, p. 112.
- Minahan, “OEM Buying Survey—Part 2: Buyers Get New Roles but Keep Old Tasks.” To see
how the Internet is affecting supplier selection, see Kevin Ferguson, “Purchasing in Packs,”
Business Week,November 1, 1999, pp. EB32–38. - Rick Mullin, “Taking Customer Relations to the Next Level,”The Journal of Business Strategy,
January-February 1997, pp. 22–26. - Donna Del Moro, “Single-Source Newsprint Supply,”Editor & Publisher,October 25, 1997,
pp. 42–45.