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Title: Gatekeeping in organizational purchasing: An empirical investigation
Authors: Lau, G.T. 
Razzaque, M.A.
Ong, A.
Keywords: Control
Information management
Issue Date: 2003
Citation: Lau, G.T.,Razzaque, M.A.,Ong, A. (2003). Gatekeeping in organizational purchasing: An empirical investigation. Journal of Business and Industrial Marketing 18 (1) : 82-103. ScholarBank@NUS Repository.
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.
Source Title: Journal of Business and Industrial Marketing
ISSN: 08858624
DOI: 10.1108/08858620310458651
Appears in Collections:Staff Publications

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