Authors: Amit Mookerjee; Santosh Kumar Pandey
Emotions experienced during vendor evaluation in an organizational buying scenario are assessed and those which may influence decision making identified. The interaction of employee age and gender to assess how it influences a buying center executive’s emotional experience has also been explored. Empirical study conducted during the research indicates that buying center executives experience certain emotions during vendor evaluation. Though the emotions experienced by different age groups in a buying context remain the same, the level of emotional experience varies. Further, gender does not play a role in the emotions experienced in an organizational buying scenario.
Journal: ( – )
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Publish Year: 2018
Conference: Marseille, France (2018)