Decision Making Preference on Quotations for a Purchasing Agent of Production Demand - Take Manufacturing Industry as an Example

• Main Authors: Yi-Hsuan Chen, 陳儀諼
• Other Authors: Kuo-Ching Ying
• Format: Others
• Language: zh-TW
• Published: 2007
• Online Access: http://ndltd.ncl.edu.tw/handle/97318261722864098440

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