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ERIC Number: ED047272
Record Type: RIE
Publication Date: 1969-Aug
Pages: 241
Abstractor: N/A
Reference Count: 0
Case Studies of Decision-Making in Organizations: Purchase Decisions in Business Firms.
Patchen, Martin; And Others
Conducted during 1966-67, these 33 case studies were expected to provide insights into various aspects of organizational decision making (especially the ways in which influence is exerted and perceived in specific decisions). Eleven firms, all having headquarters and at least one plant or division in the Chicago area, were chosen from a directory of the 1,000 largest United States industrial corporations. These 11 firms ranged in type from heavy industrial equipment to publishing and musical instruments. Accounts of nonrepetitive (infrequent or first time) purchasing included 11 cases involving decisions to purchase and use new materials, eight on purchasing or leasing business machines, six on buying machinery and tools, five to purchase trucks, two to conduct plant expansion and maintenance, and a decision to obtain furniture for an individual office. In an effort to trace the chain of communication, 180 people were interviewed as to the product and its use, how the need arose, internal and external information sources, the choice of a particular type of product, and factors (including the supplier's role) in the choice of the successful supplier. (LY)
Publication Type: N/A
Education Level: N/A
Audience: N/A
Language: N/A
Sponsor: N/A
Authoring Institution: Michigan Univ., Ann Arbor. Survey Research Center.