Strategic decision making in industrial procurement: implications for buying decision approaches and buyer‐seller relationships

Strategic decision making in industrial procurement: implications for buying decision approaches... Research on industrial buying decisions has developed along two major themes after the publication of the seminal buyclass framework by Robinson et al. in 1967. One stream of research seeks to extend or delimit the framework to a variety of buying contexts and product categories, while the other focusses on various emerging forms of buyer‐seller relationships within industrial buying. In an attempt to integrate these two streams calls for detailed attention to the strategic importance of procurement. Elaborates on the conditions which lend a strategic character to any procurement and makes predictions on the appropriate form used for buyer‐seller relationships under various firm‐specific and environmental conditions. Also, shows that such strategic considerations and variations in buyer‐seller relationships for procurement can be characterized within a modified form of the original buyclass framework. In doing so, reconfirms the robustness of the core propositions of the buyclass framework. Draws some implications for the development of procurement relationships for industrial buyers and sellers. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Strategic decision making in industrial procurement: implications for buying decision approaches and buyer‐seller relationships

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858629610125487
Publisher site
See Article on Publisher Site

Abstract

Research on industrial buying decisions has developed along two major themes after the publication of the seminal buyclass framework by Robinson et al. in 1967. One stream of research seeks to extend or delimit the framework to a variety of buying contexts and product categories, while the other focusses on various emerging forms of buyer‐seller relationships within industrial buying. In an attempt to integrate these two streams calls for detailed attention to the strategic importance of procurement. Elaborates on the conditions which lend a strategic character to any procurement and makes predictions on the appropriate form used for buyer‐seller relationships under various firm‐specific and environmental conditions. Also, shows that such strategic considerations and variations in buyer‐seller relationships for procurement can be characterized within a modified form of the original buyclass framework. In doing so, reconfirms the robustness of the core propositions of the buyclass framework. Draws some implications for the development of procurement relationships for industrial buyers and sellers.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Jun 1, 1996

Keywords: Buyers; Decision making; Industrial purchasing; Purchasing; Strategic management

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