Decision-making time in organizational buying behavior: An investigation of its antecedents

Ruby Roy Dholakia, Jean L. Johnson, Albert J. Della Bitta, Nikhilesh Dholakia

Journal of the Academy of Marketing Science · 1993 · Volume 21 · Issue 4

Abstract

This study reports an empirical investigation focusing on the length of time firms take in making major purchase decisions (DMT) and examines antecedents such as buyclass, firm size, decision-making unit (DMU) size, information sources, and size of the consideration set. Data were provided by a national sample of organizations involved in the purchase of telecommunications systems. Findings suggest that firm size, buyclass, DMU size, information sources, and size of consideration set all significantly affect DMT. Antecedent relationships among the independent variables were also largely as expected. This study provides a starting point for a fertile area of research with important implications for organizational buyers and sellers as well as researchers.

Keywords

Information Source, Information Search, Acquisition Process, Organization Size, Industrial Market Management

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