Marketing Management, Millenium Edition - epiheirimatikotita.gr

122 CHAPTER 6 ANALYZING BUSINESS MARKETS AND BUYER BEHAVIOR8. See Donald W. Jackson Jr., Janet E. Keith, and Richard K. Burdick, “Purchasing Agents’Perceptions of Industrial Buying Center Influence: A Situational Approach,” Journal ofMarketing, Fall 1984, pp. 75–83.9. Webster and Wind, Organizational Buying Behavior, p. 6.10. Ibid., pp. 78–80.11. See “ ‘I Think You Have a Great Product, but It’s Not My Decision,’ ” American Salesman,April 1994, pp. 11–13.12. Ibid.13. Webster and Wind, Organizational Buying Behavior, pp. 33–37.14. Sara Lorge, “Purchasing Power,” Sales & Marketing Management, June 1998, pp. 43–46;Joann Muller, “The One-Year Itch at Daimler-Chrysler,” Business Week, November 15, 1999,p. 42.15. Tim Minahan, “OEM Buying Survey—Part 2: Buyers Get New Roles but Keep Old Tasks,”Purchasing, July 16, 1998, pp. 208–209.16. Shawn Tully, “Purchasing’s New Muscle,” Fortune, February 20, 1995; Mark Fitzgerald,“Decentralizing Control of Purchasing,” Editor and Publisher, June 18, 1994, pp. 8, 10.17. Mohanbir Sawhney and Steven Kaplan, “Let’s Get Vertical,” Business 2.0, September 1999,p. 85.18. Robert Yoegel, “The Evolution of B-to-B Selling on the ‘Net,’ ” Target Marketing, August1998, p. 34; Andy Reinhardt, “Extranets: Log On, Link Up, Save Big,” Business Week, June22, 1998, p. 134; John Evan Frook, “Buying Behemoth—By Shifting $5B in Spending toExtranets, GE Could Ignite a Development Frenzy,” InternetWeek, August 17, 1998, p. 1;John Jesitus, “Procuring an Edge,” Industry Week, June 23, 1997, pp. 56–62.19. Lance Dixon, “JLG Industries Offers JIT II Advice,” Purchasing, January 15, 1998, p. 39.20. (Germany, Japan) Teresa C. Morrison, Wayne A. Conaway, and Joseph J. Douress, Dun &Bradstreet’s Guide to Doing Business Around the World (New York: Prentice-Hall, 1997);(Korean) “Tips, Tricks and Pitfalls to Avoid when Doing Business in the Tough butLucrative Korean Market,” Business America, June 1997, p. 7.21. Robinson, Faris, and Wind, Industrial Buying and Creative Marketing.22. John H. Sheridan, “Buying Globally Made Easier,” Industry Week, February 2, 1998,pp. 63–64.23. See “Xerox Multinational Supplier Quality Survey,” Purchasing, January 12, 1995, p. 112.24. Minahan, “OEM Buying Survey—Part 2: Buyers Get New Roles but Keep Old Tasks.” To seehow the Internet is affecting supplier selection, see Kevin Ferguson, “Purchasing in Packs,”Business Week, November 1, 1999, pp. EB32–38.25. Rick Mullin, “Taking Customer Relations to the Next Level,” The Journal of Business Strategy,January-February 1997, pp. 22–26.26. Donna Del Moro, “Single-Source Newsprint Supply,” Editor & Publisher, October 25, 1997,pp. 42–45.