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A case-study of equipment purchasing in Czechoslovakia
Norwegian School of Management.
1992 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 21, no 3, 257-263 p.Article in journal (Refereed) Published
Abstract [en]

On the basis of interviews in Norway and Czechoslovakia, this article examines the changes in procurement decision making processes by organizations in Czechoslovakia as a result of the dramatic political and economic restructuring since 1989. The focus is on the area of environmental protection equipment where, in spite of the economic constraints, the strongly recognized need for action in Czechoslovakia to control pollution will result in many new market openings for Western companies. It was found that there has been a significant shift from the past pattern of a multistage, time-consuming, highly bureaucratized procurement process, over which the user organization had very little control. In the new model, the user has control over the purchasing process, thus cutting the time involved and leaving a number of past key actors in an advisory role. Past formal networks are being disrupted or broken and there are now opportunities for Western firms to form more direct relationships with user firms.

Place, publisher, year, edition, pages
1992. Vol. 21, no 3, 257-263 p.
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-20577DOI: 10.1016/0019-8501(92)90023-MOAI: oai:DiVA.org:hj-20577DiVA: diva2:605624
Available from: 2013-02-14 Created: 2013-02-14 Last updated: 2013-02-14Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
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