The Industrial Purchasing Decision as a Political Process
关键词: Differential (mechanical device) 、 Power structure 、 Marketing 、 Bidding 、 Politics 、 Business 、 Political risk 、 Empirical research 、 Purchase order 、 Position (finance)
摘要: Reports on an empirical study of the decision to purchase computers in a single firm. States it is competitive bidding situation with several suppliers attempting win contract that eventually reached £3.5 million pounds. Illustrates how politics firm can influence significant decisions and, particular, gatekeepers within firm's buying centre structure outcome line their position political process. Bases large organisation England, period 1957–1968, regard four computer decisions. Concludes clear had differential access power and was also evident they knowledge its operation.
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