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1. Фрагменты из работ Thomas V. Bonoma, "Major Sales: Who Really Does the Buying", Harvard Business Review, May—June 1982. Цитируются также статьи John Huey, "The Absolute Best Way to Fly", Fortune, May 30, 1994, p.
121-128; Anthony Bianco, "Gulfstream's Pilot", Business Week, April 14, 1997, p. 64-76; "My First Gulfstream", Vanity Fair, October 1998, p. 236-258; Steven Lipin, Andy Pasztor, "Defense Firm Set to Acquire Gulfstream", Wall Street Journal, May 17, 1999, p. A3.

2. Sarah Lorge, "Purchasing Power", Sales & Marketing Management, June 1998, p. 43—46.

3. John H. Sheridan, "An Alliance Built on Trust", Industry Week, March 17,1997, p. 66-70.

4. Patrick J. Robinson, Charles W. Faris, Yoram Wind, Industrial Buying Behavior and Creative Marketing (Boston: Allyn & Bacon, 1967); Erin Anderson, Weyien Chu, Barton Weitz, "Industrial Purchasing: An Empirical Exploration of the Buyclass Framework", Journal of Marketing, July 1987, p. 71—86; Cynthia Webster, "Buying Involvement in Purchasing Success", Industrial Marketing Management, August 1993, p. 199; Edward G. Brierty, Robert W. Eckles, Robert R. Reeder, Business Marketing, 3rd ed. (Upper Saddle River, NJ: Prentice Hall, 1998), p. 74-82.

5. Frederick E. Webster, Jr., Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 78-80. См. также работы Michael D. Hutt, Thomas Speh, Business Marketing Management, 4th ed. (Fort Worth, TX: Dryden Press, 1992), p. 104-112; James C. Anderson, James A. Narus, Business Market Management: Understanding, Creating and Delivering Value (Upper Saddle River, NJ: Prentice Hall, 1998), гл. 3.

6. Результаты этих исследований описаны в статьях "I Think You Have a Great Product, but It's Not My Decision", American Salesman, April 1994, p. 11-13; Tim Minahan, "OEM Buying Survey. Part 2. Buyers Get New Roles but Keep Old Tasks", Purchasing, July 16, 1998, p. 208—209. Подробнее о стратегиях воздействия на закупочный центр можно прочесть в статьях R. Venkatesh, Ajay К. Kohli, Gerald Zaltman, "Influence Strategies in Buying

Centers", Journal of Marketing, October 1995, p. 71-82; John Monoky, "Who Does the Buying?", Industrial Distribution, October 1995, p. 48; David I. Gilliland, Wesley J. Johnson, "Toward a Model of Business-to-Business Marketing Communications Effects", Industrial Marketing Management, January 1997, p. 15-29; Philip L. Dawes, Don Y. Lee, Grahame R. Dowling, "Information Control and Influence in Emergent Buying Centers", Journal of Marketing, July 1998, p. 55-68.

7. Melvin R. Matson, Esmail Salshi-Sangari, "Decision Making in Purchases of Equipment and Materials: A Four-Country Comparison", International Journal of Physical Distribution & Logistics Management, August, 1993, p. 16-30.

8. Thomas V. Bonoma, "Major Sales: Who Really Does the Buying", Harvard Business Review, May-June 1982, p. 33-37. См. также работу Edward G. Brierty, Robert W. Eckles, Robert R. Reeder, Business Marketing, 3rd ed. (Upper Saddle River, NJ: Prentice Hall, 1998), гл. 3.

9. Thomas V. Bonoma, "Major Sales: Who Really Does the Buying", Harvard Business Review, May-June 1982, p. 114. См/ также статью Ajay Kohli, "Determinants of Influence in Organizational Buying: A Contingency Approach", Journal of Marketing, July 1989, p. 50-65.

10. Patrick J. Robinson, Charles W. Faris, Yoram Wind, Industrial Buying Behavior and Creative Marketing (Boston: Allyn & Bacon, 1967), p. 14.

11. John H. Sheridan, "Buying Globally Made Easier", Industry Week, February 2, 1998, p. 63- 64; информация доступна в Internet по адресу net, September 1999.

12. "Xerox Multinational Supplier Quality Survey", Purchasing, January 1995, p. 112.

13. См. статьи "What Buyers Really Want", Sales & Marketing Management, October 1989, p. 30; "Purchasing Managers Sound Off", Sales & Marketing Management, February 1995, p. 84-85; Thomas Y. Choi, Janet L. Hartley, "An Exploration of Supplier Selection Practices Across the Supply Chain", Journal of Operations Management, November 1996, p. 333—343; Douglas M. Lambert, Ronald J. Adams, Margaret A. Emmelhainz, "Supplier Selection Criteria in the Healthcare Industry: A Comparison of Importance and Performance", International Journal of Purchasing and Materials Management, Winter 1997, p. 16—22; Graig M. Gustin, Patricia J. Daugherty, Alexander E. Ellinger, "Supplier Selection Decisions in Systems/Software", International Journal of Purchasing and Materials Management, Fall 1997, p. 41—46.

14. Donna Del Мого, "Single-Source Newsprint Supply", Editor & Publisher, October 25, 1997, p. 42-45.

15. Kitty Vineyard, "Trends... in Single Sourcing", Electrical Apparatus, November 1996, p. 12; Anne Millen Porter, "Supply Alliances Pose New Ethical Threats", Purchasing, May 20, 1999, p. 20-23.

16. См. статьи Robert Yoegel, "The Evolution of B-to-B Selling on the 'Net", Target Marketing, August 1998, p. 34; Andy Reinhardt in San Mateo, "Extranets: Log On, Link Up, Save Big", Business Week, June 22, 1998, p. 134; "To Byte the Hand That Feeds", Economist, January 17, 1998, p. 61-62; John Evan Frook, "Buying Behemoth — By Shifting $5B in Spending to Extranets, GE Could Ignite a Development Frenzy", Internetweek, August 17, 1998, p. 1; John Jesitus, "Procuring an Edge", Industry Week, June 23, 1997, p. 56-62; Ken Brack, "Source of the Future", Industrial Distribution, October 1998, p. 76-80; James Carbone, "Internet Buying on the Rise", Purchasing, March 25, 1999, p. 51-56.

17. Laura M. Litvan, "Selling to Uncle Sam: New, Easier Rules", Nation's Business, March 1995, p. 46—48; Edward Robinson, "The Pentagon Finally Learns to Shop", Fortune, December 21, 1998, p. 174-183.

18, Более подробно о системе госзакупок в США можно прочесть в статьях Don Hill, "Who Says Uncle Sam's a Tough Sell?", Sales & Marketing Management, July 1988, p. 56-60; Richard J. Wall, Carolyn M. Jones, "Navigating the Rugged Terrain of Government Contracts", Interna/ Auditor, April 1995, p. 32; Wallace O. Keene, "New Bright Spot in Acquisition Reform", Public Manager, Spring 1999, p. 45-46.

19. Ellen Messmer, "Feds Buy Online", Network World, April 15, 1996, p. 35; "Government Surges Forward with Plans for Electronic Shopping Mall", Supply Management, March 18, 1999, p. 9. См. также статью Christina Couret, "Online Shopping Offers Governments 'Net' Gain", American City and County, January 1999, p. 20-23.

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Источник: Котлер Филип, Армстронг Гари. Основы маркетинга, 9-е издание. : Пер. с англ. — М. : Издательский дом "Вильяме", — 1200 с.. 2003
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