Risk Reduction and the Industrial Purchaser

Abstract

Examines a study carried out on three large Swedish firms examining the effects of education, experience and the environment on ways in which decisions are made. Studies, in particular, purchasing behaviour in an international context with the central theme and analysis of how purchasers evaluate suppliers located in different countries. Acknowledges, surprisingly, both knowledge of foreign language and experience of foreign countries seemed to be unimportant. Concludes that the results are on a tentative level requiring further research.

Citation

Håksansson, H. and Wootz, B. (1975), "Risk Reduction and the Industrial Purchaser", European Journal of Marketing, Vol. 9 No. 1, pp. 35-51. https://doi.org/10.1108/EUM0000000005056