Preferences, intentions, and behavior of organizational buyers under different reward conditions

This study was designed to evaluate the impact of reward and measurement systems relative to organizational buying behavior. Practicing industrial buyers participated in an experiment designed to test the theoretical hypothesis that buying-process participants will prefer, intend to select, and choo...

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Bibliographische Detailangaben

Veröffentlicht in:	Journal of business research 1986-12, Vol.14 (6), p.533-547
Hauptverfasser:	Chambers, Terry M., Anderson, Paul F., Dunlap, B.J.
Format:	Artikel
Sprache:	eng
Schlagworte:	Buyers Consumer behavior Hypotheses Industrial goods Measurement Rewards Statistical analysis Studies
Online-Zugang:	Volltext
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