Abstract
Business decisions are usually considered to be taken under conditions of uncertainty rather than risk, and as was stated in the previous chapter one of the main methods for reducing uncertainty is the gathering of additional information.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Notes and Reference
T. Lester. ‘Selling from the Buyer’s Angle’, Marketing, Journal of the Institute of Marketing (July 1972) pp. 34–7.
J. A. Jobling, Survey of Customer Purchasing Procedures in the U.K. (March 1970), source for Table 5. 1.
D. S. Ammer, Materials Management as Profit Counter ( Illinois: Irwin, 1968 ).
G. J. Zeuz, ‘Organisational Theory and Materials Management’, Journal of Purchasing, vol. 5 (August 1969).
J. Van der Water, ‘How K. & E. Moved up to Materials Management’, Purchasing (4 November 1963 ) pp. 70–5.
H. E. Fearon, ‘Materials Management: A Synthesis and Current View’, Journal of Purchasing (February 1973).
D. L. Blenkhorn, ‘The Status of the Materials Management Concept - An Examination of Current and Likely Future Adoption Levels of the Materials Management Concept in Canadian Manufacturing Industry’, Ph.D. Thesis, University of Bradford Management Centre (1976).
O. Davies, ‘The Marketing Approach to Purchasing’, Long Range Planning vol. 7, no. 3 (June 1974).
K. Courtney and D. Thomas, ‘Skilful Buying Needed’, Financial Times (24 April 1974 ).
D. H. Farmer, ‘Some Aspects of Source Decision Making vis-à-vis Corporate Plans in U.K. Based Multi-National Companies’, Ph.D. Thesis (Univeristy of Bath, 1973 ).
H. E. Fearon and J. H. Hoagland, Purchasing Research in American Industry, Research Study 58 (American Management Association, 1963 ).
D. Symens, ‘Purchasing Research’, Modern Purchasing (June 1973).
M. T. Cunningham and J. G. White, ‘The Behaviour of Industrial Buyers in their Search for Suppliers of Machine Tools’, Journal of Management Studies, vol. 11, no. 2 (May 1974) pp. 115–28.
K. Kettlewood, ‘The Marketing of Freight Transport with Special Reference to Buyer Behaviour’, M.Sc. dissertation, UMIST (1971).
F. E. Webster, ‘Informal Communication in Industrial Markets’, Journal of Marketing Research, vol 7 (May 1970) pp. 186–9.
T. J. Hillier ‘Supplier Analysis for Capital Equipment Purchases, Procurement (September 1974).
G. W. Dickson, ‘An Analysis of Vendor Selection Systems and Decisions’, Journal of Purchasing, vol. 2 (February 1966) pp. 5–17.
S. F. Heinritz and P. V. Farrell Purchasing Principles and Applications (Englewood Cliffs, N. J.: Prentice-Hall, 1971) p. 400; also source for Table 5. 7.
R. A. Bolton, ‘Systems Contracting: A New Purchasing Technique’, American Management Association Bulletin, 63 (1966) p. 125.
Copyright information
© 1977 Roy W. Hill and Terry J. Hillier
About this chapter
Cite this chapter
Hill, R.W., Hillier, T.J. (1977). The Art and Science of Source Management. In: Organisational Buying Behaviour. Macmillan Studies in Marketing Management. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-15823-2_5
Download citation
DOI: https://doi.org/10.1007/978-1-349-15823-2_5
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-0-333-21511-1
Online ISBN: 978-1-349-15823-2
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)