Examination of Embedded Supplier Information Utilization in Pre-Decision Phase Procurement and Opportunism in Sales Management

摘要

The trend toward solutions selling has significantly affected how industrial customers source and purchase goods and services. As Tuli et al. (2007) state, customers expect suppliers to be involved much earlier in the organizational buying process. In light of this, suppliers influence the buying center by assisting in identifying problems within the customer's firm and by shaping the solutions to address these issues.