Gatekeeping in organizational purchasing: An empirical investigation
Lau, G.T. Razzaque, M.A. Ong, A.
Razzaque, M.A.
Ong, A.
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Alternative Title
Abstract
Owing to the complexity of the task and the risks inherent in it, the effectiveness of any organizational buying decision largely depends on the information available for the decision-makers' use. Within any typical organization, flow of the information needed in the decision-making process is influenced by the gatekeepers - the people who link the organization with the outside environment. However, despite the important role played by these people, not much is known about their behavior. This research makes an attempt to study gatekeeping behavior and examine factors which may influence this behavior.
Keywords
Control, Information management, Purchasing
Source Title
Journal of Business and Industrial Marketing
Publisher
Series/Report No.
Collections
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Date
2003
DOI
10.1108/08858620310458651
Type
Article