IJIMT 2017 Vol.8(4): 276-283 ISSN: 2010-0248
doi: 10.18178/ijimt.2017.8.4.741

The Effects of Organizational Influence, Purchase Importance and Trust on Public Purchase Decision — A Mediation Analysis of Organizational Emotions

Mai Ngoc Khuong, Ly Tran Thao Vy, and Nguyen Thanh Tuan
Abstract— Literature review of public buying behavior is gradually expanding; however, there is still a gap of this field in Southeast Asian countries in general and Vietnam for specific. For that reason, this research from the guidance of previous organizational buying behavior studies developed a theoretical framework and hypotheses in order to examine whether the factors of organizational, purchase importance and level of supplier trust affected emotions of the organization, which in turn influenced the organizational behavior on its supplier choices. The result drawing from 421 respondents working in various educational institutions of Dong Nai province, Vietnam did confirm the direct impacts the three factors on organizational buying decision; whereas emotions of organization exerted its mediating role on the set of relationship effects. Implications from this paper would be applied for both current local and regional institutions to implement and turn into practical management activities in their buying decision.

Index Terms— Organizational emotions, organizational factor, organizational purchase decision, purchase important, supplier trust.

The authors are with the School of Business, International University, VNU-HCMC, Vietnam (e-mail: mnkhuong@hcmiu.edu.vn, vyly.iuerd@gmai.com, thanhtuan.vp@dongnai.edu.vn).

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Cite: Mai Ngoc Khuong, Ly Tran Thao Vy, and Nguyen Thanh Tuan, " The Effects of Organizational Influence, Purchase Importance and Trust on Public Purchase Decision — A Mediation Analysis of Organizational Emotions," International Journal of Innovation, Management and Technology vol. 8, no. 4, pp. 276-283, 2017.

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