| Summary: | 碩士 === 華梵大學 === 工業工程與經營資訊學系碩士班 === 95 === The rational judgment on pricing negotiation for a procurement
process is able to bring a better profit for an industry. For improving the
performance of purchasing personnel, it is very important to understand
the intuitional preference of a purchasing person while he/her faces
different quotations strategies from sellers. Based on literature reviews,
four kinds of the intuitional preference of a purchasing person are
proposed in this study. They are intuitional preference for certainty effect,
highest probability, target price, and multiply concession strategy. A
model illustrating the influence among demography of a buyer, framing,
market structure, relationship between buyer and seller and intuitional
preference is proposed and is also validated via path analysis. Eight
different contingencies of trade are designed in the experiment for this
study. Subjects of this experiment are from the manufacturing industries
in Taiwan. The findings of this study reveal the framing of gain and loss
is highly related to the intuitional preference to influence the performance
of purchasing personnel. The results of this study might be useful for both
side of industry ~ procurement for quotations strategy on the seller side
and the skill training of decision choice for the buyer side.
Keywords : Procurement of Demand for Production, Quotations,
Intuitional Preference of Decision, Contingencies of Trade
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