An Empirical Investigation of the Evaluative Criteria of Industrial Buyers
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A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.
McQuiston, Daniel H. and Rockney G. Walters (1989) "An Empirical Investigation of the Evaluative Criteria of Industrial Buyers," Journal of Midwest Marketing, 4 (Spring), 62- 67.