Search results for "Organizational buying"

The influence of purchase-related risk perceptions on relationship commitment

2015

Purpose – Perceived risk is an intrinsic element of all organizational decision making and business relationships. It is closely interconnected with relationship commitment and strongly affects the buying decisions. Therefore, the organizations that best understand the risks perceived by their customers and hold the means that allow the customers to accommodate these risks, possess a significant competitive edge. The paper aims to discuss these issues. Design/methodology/approach – This research surveys 165 companies on purchase-related risk perceptions and tests the effects of three risk dimensions on relations commitment, and the effectiveness of procedural control on managing these risk…