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Information search in complex industrial buying: Empirical evidence from Brazil
Isenberg School of Management, University of Massachusetts Amherst.
Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.ORCID iD: 0000-0002-4081-9737
Pontifícia Universidade Católica do Paraná, PUC/PR, Curitiba.
Programa de Pos-Graduação em Administração – PPAD/PUCPR, Pontifícia Universidade Católica do Paraná, PUC/PR, Curitiba.
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2011 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 40, no 1, 17-27 p.Article in journal (Refereed) Published
Abstract [en]

This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms.

Place, publisher, year, edition, pages
Elsevier, 2011. Vol. 40, no 1, 17-27 p.
Keyword [en]
Complex buying; Information search; Information sources; Brazil
National Category
Social Sciences
URN: urn:nbn:se:liu:diva-65655DOI: 10.1016/j.indmarman.2010.09.006ISI: 000287789000004OAI: diva2:397821
Original Publication: Thomas Brashear Alejandro, Christian Kowalkowski, João Gustavo da Silva Freire Ritter, Renato Zancan Marchetti and Paulo Henrique Prado, Information search in complex industrial buying: Empirical evidence from Brazil, 2011, Industrial Marketing Management, (40), 1, 17-27. Copyright: Elsevier Science B.V., Amsterdam. Available from: 2011-02-15 Created: 2011-02-15 Last updated: 2014-04-14

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