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Influence in the organizational buying center and logistics automation technology adoption

Kofi Q. Dadzie (Associate Professor of Marketing, Department of Marketing, Georgia State University, Atlanta, Georgia, USA)
Wesley J. Johnston (Professor of Marketing, Department of Marketing, Georgia State University, Atlanta, Georgia, USA)
Evelyn W. Dadzie (Assistant Professor of Management, School of Business, Clark Atlanta University, Georgia, USA)
Bonghee Yoo (Assistant Professor of Marketing, St Cloud State University, St Cloud, Minnesota, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 December 1999

2305

Abstract

Explores the structure of the buying center for logistics automation technologies. Examines the relationships between the degree of participation of key functional areas, the extent of coalescence on buying decision criteria, and the hazard rate of adoption. Analyses an event history, and suggests that adoption rates are influenced by the degree of participation of key users and extent of consensus on only two of six buying decision criteria. Discusses guidelines for enhancing logistics technology adoption.

Keywords

Citation

Dadzie, K.Q., Johnston, W.J., Dadzie, E.W. and Yoo, B. (1999), "Influence in the organizational buying center and logistics automation technology adoption", Journal of Business & Industrial Marketing, Vol. 14 No. 5/6, pp. 433-444. https://doi.org/10.1108/08858629910290238

Publisher

:

MCB UP Ltd

Copyright © 1999, MCB UP Limited

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