FACTORS AFFECTING INDUSTRIAL PROCUREMENT DECISIONS IN THE ASIA-PACIFIC REGION: A comparative study of Australia, New Zealand, Thailand and China

• Published in: Journal of the Asia Pacific economy Vol. 6; no. 2; pp. 194 - 211
• Main Authors: Dzever, Sam, Quester, Pascale G, Chetty, Sylvie
• Format: Journal Article
• Language: English
• Published: Taylor & Francis 01-01-2001; Taylor & Francis (Routledge): SSH Titles
• Subjects: Asia-PACIFIC Region; Australia; Business administration; China; Comparative analysis; Dimensions Of Buyer Behaviour; Economics; Environment; Humanities and Social Sciences; Impact Of Environmental Factors; Industrial Procurement; Industry; New Zealand; Procurement; Purchasing Agents; Purchasing power; Regional studies; Role Of Functional; Thailand; Impact of Environmental Factors; Asia-PACIFIC Region; Industrial Procurement; Role of Functional; Purchasing Agents; Dimensions of Buyer Behaviour
• ISSN: 1354-7860; 1469-9648
• DOI: 10.1080/13547860120059711

In a large-scale study of purchasing agents in Australia, New Zealand, Thailand and China, the authors investigated the factors deemed influential in respondents' industrial procurement decisions, the role played by a variety of functional departments, and the effects of major environmental factors on this process. The paper reports a number of expected and unexpected findings in relation to the internal process of influence and confirms the need for industrial marketers to bear in mind the multiple requirements of the decision-making unit (DMU).