Start Date
4-1986 8:00 AM
Description
This 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 interrelationships 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.
Influences on Corporate Executive Decision Behavior in Government Acquisitions
This 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 interrelationships 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.
Comments
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