... rebuys. Information management Capital equipment Industrial purchasing Knowledge management Procurement The incidence of knowledge-intensive businesses has risen in recent years, as has demand for the product/service bundles they offer (Bettencourt et al., 2002 ; Kumar...

... to underpin IC which, itself, has significant effects on PP. Information control Gatekeeping Power Information sharing Information dissemination Performance Information management Knowledge workers Projects Organizational buying behavior Capital equipment This study aims to examine...

...Andre Vilares Morgado Purpose The purpose of this research is to study organizational purchasing and relationship formation in interactions between customers and suppliers of capital equipment and the factors affecting the ability of reference marketing programs to deliver their expected...

... in the character of the adaptations processes is sought. Design/methodology/approach – A case study approach is adopted and two long-term relationships between buyers and sellers of capital equipment in the mining industry are investigated. Perspectives from both sides of the dyad (buyer and seller) were...

... at several authority levels occurs for purchases judged by the customer firm to be: (a) highly important, that (b) occur infrequently; examples include capital equipment purchases. (2) The consideration sets of possible product alternatives and suppliers are narrow for organizational buying involving several...