Decision making unit (DMU) in purchasing of capital equipment by manufacturating organisation in Nigeria

• Autores: Richard Oladele Abiola
• Localización: International journal of the computer, the internet and management, ISSN 0858-7027, Vol. 8, Nº. 2, 2000, págs. 17-25
• Idioma: inglés
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• Resumen

  • The realisation of the fundamental role of an understanding of the organizational buying process to the development of appropriate industrial marketing strategy motivates the author to examine the key participants as regards capital equipment purchase decisions by manufacturing organisations in Nigeria.

    The objective of the research was to identify the composition of the buying centre within the manufacturing organisations buying decision process. Four hundred useable questionnaires were analysed. The method of analyses used included: Cross tabulations, percentages, mean, variance, standard variation, Zee test and the concordance test.

    It was found that many individuals who cut across various departments and who perform various roles take part in capital equipment purchase decisions. The groups that influence the decision on capital equipment purchase are: policy makers/deciders, purchasers, users, technologists, influncers and gatekeepers.