The size and composition of the buying firm’s negotiation team in rebuys of component parts
Journal of the Academy of Marketing Science · 1989 · Volume 17 · Issue 2
Abstract
This manuscript reports the findings from a field study which focused on the buying firm’s negotiation team in one commonplace industrial purchase, the rebuy of a component part. The buying firm’s negotiators are described, and several variables hypothesized to affect the team’s size and functional composition are investigated. The results suggest a number of recommendations for marketers in terms of how they might tailor their approach to these negotiations.
Keywords
Component Part, Selling Price, Logit Analysis, Purchasing Agent, Industrial Market Management
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