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- Title
The Industrial Buyer and the Postchoice Evaluation Process.
- Authors
Lambert, David R.; Dornoff, Ronald J.; Kernan, Jerome B.
- Abstract
Models of industrial buyer behavior generally assume that postchoice evaluation of purchased materials serves as an input to the decisionmaker's attitude set, and hence has some effect on subsequent decisionmaking. Is there such an effect? This article presents the findings of an exploratory experiment, with purchasing agents and engineers as subjects, which examined the nature and impact of postchoice evaluation by others in the organization on the decisionmaker's attitude set. The findings suggest that the impact of evaluation after choice may be more complex than previously supposed.
- Subjects
CONSUMER behavior research; PURCHASING agents; DECISION making; ORGANIZATIONAL behavior; JOB performance; PSYCHOLOGICAL feedback; ORGANIZATIONAL sociology; EMPLOYEE attitudes -- Social aspects; OCCUPATIONAL achievement; JOB satisfaction; SOCIOLOGY of work; ATTITUDES toward work; PSYCHOLOGY
- Publication
Journal of Marketing Research (JMR), 1977, Vol 14, Issue 2, p246
- ISSN
0022-2437
- Publication type
Article
- DOI
10.2307/3150478