Industrial Buyers' Choice Strategies: A Protocol Analysis

Lowell E. Crow · Richard W. Olshavsky · John O. Summers

95 citations0/0 files storedJournal of Marketing Research

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Multi-Criteria Decision Making Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

Protocol analysis was used to develop detailed simulation models of the decision processes individual industrial buyers use in requesting quotations and selecting a final supplier. The results suggest that industrial buyers frequently employ multistage decision models involving conjunctive processes.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 95 citations exist upstream.

References

2025Advances in Consumer Research 1972Human Problem Solving 1976Task complexity and contingent processing in decision making: An information search and protocol analysis 1966An Analysis Of Vendor Selection Systems And Decisions 1960A theory of data.1967Industrial buying and creative marketing 1973A Model of Industrial Buyer Behavior 1973Organizational Buying Behavior

Cited by

1993Selecting a set of vendors in a manufacturing environment 2004A simulation-optimization approach using genetic search for supplier selection 1997A meta‐analysis of doctoral dissertations in purchasing 2003Supplier choice criteria of executing agencies in developing countries 1989Implications of single vs. multiple buying sources 2001Selling strategies: The effects of suggesting a decision structure to novice and expert buyers

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.