Purchase decision making and buyer‐seller relationship development in the French food processing industry
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1 décembre 2001
- handle: 10670/1.t5s4ok
- hal: hal-02560065
- doi: 10.1108/13598540110407769
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info:eu-repo/semantics/altIdentifier/doi/10.1108/13598540110407769
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Decision (Psychology) Decision processes Making decisions Decision analysis Management--Decision making Deciding Management decisionsCiter ce document
Sam Dzever et al., « Purchase decision making and buyer‐seller relationship development in the French food processing industry », HAL-SHS : droit et gestion, ID : 10.1108/13598540110407769
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Résumé
Analyzes the nature of purchase decision making and buyer‐seller relationship development in the French food processing industry. It is the result of a detailed empirical study undertaken among 30 firms and international suppliers, and part of a larger research project. Intensive face‐to‐face interviews were carried out with purchasing executives drawn from 30 firms operating in the industry. Confirms the need for suppliers to understand in greater detail factors that buyers regard as decisive in their choice of a supplier as well as those that are pivotal in the development of long‐term relationships. A detailed understanding of these factors would aid suppliers in better formulating appropriate market entry and growth strategies in this increasingly competitive environment.