• Journal of Digital Convergence
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• v.6 no.3
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• pp.121-129
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• 2008

This paper aimed to exam the influence factor of purchasing decision making of industrial buyer and analyzed their effects on success. From the previous studies, we extracted influence factor which are buying center, character of Industrial goods provider. The result showed the difference in the purchasing decision-making process in accordance with the type of buying task(Hypothesis 1). And a test was made the difference in the mode of purchase decision-making(Hypothesis 2). A test was made the difference in supplier's evaluative criterion in accordance with the type of buying task(Hypothesis 3).

• 한국디지털정책학회:학술대회논문집
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• 2007.06a
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• pp.205-214
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• 2007

This paper aimed to exam the influence factor of purchasing decision making of industrial buyer and analyze their effects on success. To accomplish this purpose, this study examined previous studies and summarized influence factors of purchasing decision making of industrial buyer. From previous studies, we drew influence factor. influence factor is buying center, character of industrial goods provider, perceive risk.