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The role of motivated reasoning in vendor consideration
Author(s) -
Park JuYoung,
Sohi Ravipreet S.,
Marquardt Ray
Publication year - 1997
Publication title -
psychology and marketing
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.035
H-Index - 116
eISSN - 1520-6793
pISSN - 0742-6046
DOI - 10.1002/(sici)1520-6793(199709)14:6<585::aid-mar4>3.0.co;2-3
Subject(s) - vendor , task (project management) , selection (genetic algorithm) , psychology , cognitive psychology , knowledge management , management science , social psychology , artificial intelligence , computer science , marketing , management , business , economics
This is a conceptual article dealing with the role of motivated reasoning in vendor selection. The authors argue that organizational buyers' motivated reasoning, along with the task characteristics of perceived importance and familiarity, plays an important role in determining whether an open or a closed consideration will be used for vendor selection. Based on the relationship between motivated reasoning and task characteristics, the authors develop several propositions. © 1997 John Wiley & Sons, Inc.