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Influences on corporate executive decision behavior in government acquisitionsThis paper presents extensive exploratory research which had as its primary objective, the discovery and determination of major areas of concern exhibited by U.S. corporate executives in the preparation and submittal of proposals and bids to the Federal government. The existence of numerous unique concerns inherent in corporate strategies within the government market environment was established. A determination of the relationship of these concerns to each other was accomplished utilizing statistical factor analysis techniques resulting in the identification of major groupings of management concerns. Finally, using analysis of variance, an analysis and discovery of the interrelationship of the factors to corporate demographics was accomplished. The existence of separate and distinct concerns exhibited by corporate executives when contemplating sales and operations in the government marketplace was established. It was also demonstrated that quantifiable relationships exist between such variables and that the decision behavior exhibited by the responsible executives has an interrelationship to their company's demographics.
Document ID
19870022767
Acquisition Source
Legacy CDMS
Document Type
Conference Paper
Authors
Wetherington, J. R.
(NASA Kennedy Space Center Cocoa Beach, FL, United States)
Date Acquired
August 13, 2013
Publication Date
January 1, 1986
Subject Category
Administration And Management
Accession Number
87A10041
Distribution Limits
Public
Copyright
Other

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