Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow

Examining an industrial buyer’s purchasing linkages: a network model and analysis of... Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide implications for purchasing managers and organizational buying researchers, and directions for future research are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858629610151316
Publisher site
See Article on Publisher Site

Abstract

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide implications for purchasing managers and organizational buying researchers, and directions for future research are discussed.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Dec 1, 1996

Keywords: Industrial purchasing; Models; Network analysis; Work scheduling

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