engleski

Technological intensity and buying decision-making approaches in manufacturing sector

Objective - Although various variables that affect organizational buying behaviour, as well as typologies of buying decision approaches have been proposed in the literature, there is a lack of research that relate organizational decision-making approaches and technology intensity of organizational buyers. Hence the objective of this paper is to explore the relationship between buying decision-making approaches of manufacturing firms and their level of technology intensity. Method - The data for this study were collected by survey, from the Croatian manufacturing firms within different technology intensity sectors. Data were analysed using exploratory and confirmatory factor analysis. Analysis of variance was employed to explore the relationship between the level of technological intensity and factors determining buying decision approach. Findings - Findings show that firms from low technology sectors are less concerned about the flexibility and reliability of their suppliers ; moreover, the importance of supplier’s reliability increases with the level of sectoral technological intensity. Conclusions and recommendations - Findings may provide insightful information for suppliers who plan to cooperate with manufacturing companies in high- and medium-high technology industries. These companies emphasize flexibility and reliability of their suppliers.

organizational buying decision-making approach; technological intensity; manufacturing sector

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