The Role of Motivated Reasoning in Vendor Consideration

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.

Publication Information
Article Title: The Role of Motivated Reasoning in Vendor Consideration
Journal: Psychology and Marketing (Sep, 1997)
Sep97, Vol. 14 Issue 6, p585-600, ISSN 0742-6046
Author(s): Park, J.;  Sohi, Ravi;  Marquardt, R.
Researcher Information
Sohi, Ravi
Sohi, Ravi
Professor and Robert D. Hays Distinguished Chair of Sales Excellence
  • Business-to-Business Marketing
  • E-Commerce Marketing
  • International Marketing
  • Marketing Channels Management
  • Sales Management
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