Purchasing Managers' Perceived Bias in Supplier-Selected Referrals

• Published in: The journal of supply chain management Vol. 49; no. 4; pp. 81 - 95
• Main Authors: Hada, Mahima, Grewal, Rajdeep, Lilien, and Gary L.
• Format: Journal Article
• Language: English
• Published: Wheat Ridge Blackwell Publishing Ltd 01.10.2013; John Wiley & Sons, Inc
• Subjects: Analysis; behavioral supply management; Bias; Business to business commerce; Business-to-business market; business-to-business marketing; Corporate purchasing; Credibility; Customers; Decision making; Enterprise resource planning; field experiments; human judgment and decision-making; Information sources; Purchasing; purchasing processes; Regression analysis; Studies; Suppliers; Supply chain management; United States

In evaluating suppliers in complex purchasing decisions involving customized solutions, purchasing managers must judge the capabilities suppliers have to provide the solutions, a judgment that often includes considerable uncertainty. To reduce this uncertainty, suppliers often ask their existing cus...