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

Tom A. Buckles (Assistant Professor, School of Business and Economics, Chapman University, Orange, California;)
John R. Ronchetto (Associate Professor, School of Business Administration, University of San Diego, California, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 1996


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.



Buckles, T. and Ronchetto, J. (1996), "Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow", Journal of Business & Industrial Marketing, Vol. 11 No. 6, pp. 74-92. https://doi.org/10.1108/08858629610151316

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Copyright © 1996, MCB UP Limited

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