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Article
Publication date: 1 March 2017

Mieko Igarashi, Luitzen de Boer and Gerit Pfuhl

Given the complexity of green public procurement, decisions are likely to be driven by bounded rationality. However, we know little about what determines supplier…

Abstract

Given the complexity of green public procurement, decisions are likely to be driven by bounded rationality. However, we know little about what determines supplier selection criteria in any given situation. This study explores buyer behavior when considering environmental criteria. We first conducted interviews and identified 12 operational procedures used by buyers. We then developed a survey to explore the use of these procedures. Our quantitative analysis suggests that public buyers are motivated by their belief that they can make a difference. This is independent of buyers' experience or gender. However, their occupational position and the nature of a procurement seem to influence how buyers seek information about environmental criteria and which information source(s) they use. The data suggest that four specific decision-making heuristics are associated with the selected operational procedures.

Details

Journal of Public Procurement, vol. 17 no. 2
Type: Research Article
ISSN: 1535-0118

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Article
Publication date: 16 September 2013

John Ramsay, Beverly Wagner and Stephen Kelly

– This paper aims to explore the supply chain management problem of understanding the response of suppliers to buyer behaviours and characteristics.

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3510

Abstract

Purpose

This paper aims to explore the supply chain management problem of understanding the response of suppliers to buyer behaviours and characteristics.

Design/methodology/approach

The paper reviews the relevant literature in search of references to critically assesses the effects of applying the mirror images of the concepts of customer value, satisfaction and product or service quality, developed in the field of marketing, to the field of operations management.

Findings

The study suggests that the new concept of purchase offering quality is worthy of further development in the supply chain management area and that supplier value and supplier satisfaction are useful concepts for understanding supplier behavioural intentions.

Practical implications

The study will help organisations to improve supply chain performance through an enhanced ability of organisations-as-buyers to influence supplier behaviour by modifying aspects of their own behaviour. It should be of particular interest to all organisations in their dealings with recalcitrant and unresponsive suppliers, or buyers with very low levels of power trying to improve the responsiveness of more powerful suppliers.

Originality/value

The paper introduces two new concepts: “purchase offering quality” that describes supplier perceptions of the characteristics and behaviours of buyers offering supplier benefits, and “supplier behavioural intentions” that is a term referring to the responses of suppliers to buyer characteristics and behaviours. This work can form the foundations of an extensive area of new study into organisational supplying behaviour.

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International Journal of Operations & Production Management, vol. 33 no. 10
Type: Research Article
ISSN: 0144-3577

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Book part
Publication date: 10 August 2018

Uchenna Uzo, Thaisaiyi Zephania Opati and Olamide Shittu

This chapter examines the trends and issues in the purchase behaviour of African buyers as a contribution to the literature on consumer behaviour and management from an…

Abstract

This chapter examines the trends and issues in the purchase behaviour of African buyers as a contribution to the literature on consumer behaviour and management from an African perspective. The objectives of the chapter include investigating the nature of African buyers’ purchase patterns; examining the cultural influences on African buyers’ purchase behaviour; documenting African buyers’ path to purchase; and comparing African and non-African buyers’ purchase behaviours. The data used in the chapter were gathered from Nigeria, Kenya and South Africa through surveys, a focus group discussion and a key informant interview in order to generate findings that represent various regions of Africa. Findings reveal that African buyers purchase mostly consumables for household consumption. Price bargaining is also a common feature among African buyers. Findings further indicate that nature of households, local culture and the use of technology are some of the factors that influence African buyers’ purchase behaviour. The data also showed that information gathering and involvement of others are essential in the purchase path of African buyers. The chapter created a model to depict these various issues and made recommendations for managers, educators and policymakers in Africa on the subject matter.

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Article
Publication date: 3 March 2020

Anton Shevchenko, Mark Pagell, Moren Lévesque and David Johnston

The supply chain management literature and agency theory suggest that preventing supplier non-conformance—a supplier's failure to conform to the requirements of the buyer

Abstract

Purpose

The supply chain management literature and agency theory suggest that preventing supplier non-conformance—a supplier's failure to conform to the requirements of the buyer—requires monitoring supplier behavior. However, case studies collected to explore how buyers monitored suppliers revealed an unexpected empirical phenomenon. Some buyers believed they could prevent non-conformance by either trusting their suppliers or relying on a third party, without monitoring their behavior. The purpose of this article is to examine conditions when buyers should monitor supplier behavior to prevent non-conformance.

Design/methodology/approach

This article employs a mixed-method design by formulating an agent-based simulation grounded in the case-study findings and agency theory to reconcile observed unexpected behaviors with scholarly suggestions.

Findings

The simulation results indicate that buyers facing severe consequences from non-conformance should opt to monitor supplier behavior. Sourcing from trusted suppliers should only be reserved for buyers that lack competence and have a small number of carefully selected suppliers. Moreover, buyers facing minor consequences from non-conformance should generally favor sourcing from trusted suppliers over monitoring their behavior. The results also suggest that having a third-party involved in monitoring suppliers is an effective path to preventing non-conformance.

Originality/value

By combining a simulation with qualitative case studies, this article examines whether buyers were making appropriate decisions, thereby offering contributions to theory and practice that would not have been possible using either methodological approach alone.

Details

International Journal of Operations & Production Management, vol. 40 no. 3
Type: Research Article
ISSN: 0144-3577

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Book part
Publication date: 4 September 2003

Michael W Preis, Salvatore F Divita and Amy K Smith

Missing in most of the research on selling has been an examination of the process from the point of view of the customer. When satisfaction in selling has been considered…

Abstract

Missing in most of the research on selling has been an examination of the process from the point of view of the customer. When satisfaction in selling has been considered, researchers have focused on the satisfaction of the salesperson with his job and/or the impact of this job satisfaction on performance (e.g. Bluen, Barling & Burns, 1990; Churchill, Ford & Walker, 1979; Pruden & Peterson, 1971). To concentrate on salesperson performance while neglecting customers is to ignore the most important half of the relationship between buyers and sellers and entirely disregards the marketing concept and the streams of research in customer satisfaction. This research takes a different approach and examines customers’ satisfaction with salespeople.

Details

Evaluating Marketing Actions and Outcomes
Type: Book
ISBN: 978-0-76231-046-3

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Article
Publication date: 1 August 2000

Dominic F. Wilson

The implicit distinction in the buyer behaviour literature between the contexts of consumer markets and organizational markets has lead to a bifurcated approach to the…

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27302

Abstract

The implicit distinction in the buyer behaviour literature between the contexts of consumer markets and organizational markets has lead to a bifurcated approach to the development of buyer behaviour theory. While useful, even necessary, for teaching and planning purposes, this distinction is inhibiting the development of a generic theory of buyer behaviour and should be questioned. Once the weaknesses of distinguishing so fundamentally between organizations and individuals in terms of their buying behaviour are clarified, a number of key concepts in organizational buyer behaviour clearly require rethinking. More comprehensive empirical research is needed to develop a rigorous theory of buyer behaviour capable of generic application, with appropriate contextual adjustment. The paper explores these issues and suggests some possible conceptual starting points for an integrated classification of buyer behaviour.

Details

European Journal of Marketing, vol. 34 no. 7
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 February 1990

Gordon Wills, Sherril H. Kennedy, John Cheese and Angela Rushton

To achieve a full understanding of the role ofmarketing from plan to profit requires a knowledgeof the basic building blocks. This textbookintroduces the key concepts in…

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11268

Abstract

To achieve a full understanding of the role of marketing from plan to profit requires a knowledge of the basic building blocks. This textbook introduces the key concepts in the art or science of marketing to practising managers. Understanding your customers and consumers, the 4 Ps (Product, Place, Price and Promotion) provides the basic tools for effective marketing. Deploying your resources and informing your managerial decision making is dealt with in Unit VII introducing marketing intelligence, competition, budgeting and organisational issues. The logical conclusion of this effort is achieving sales and the particular techniques involved are explored in the final section.

Details

Management Decision, vol. 28 no. 2
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 December 2005

Marius Janson and Dubravka Cecez‐Kecmanovic

To provide a social‐theoretic framework which explains how e‐commerce affects social conditions, such as availability of information and equality of access to information…

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8752

Abstract

Purpose

To provide a social‐theoretic framework which explains how e‐commerce affects social conditions, such as availability of information and equality of access to information, influences actors' behavior, shapes e‐commerce business models, and in turn impacts industry structure.

Design/methodology/approach

Empirical investigation based on one‐hour interviews with owners/managers of nine vehicle dealerships and six vehicle buyers in a large US metropolitan region. The hermeneutic method of understanding was used, involving a circular process from research design and attentiveness to data, to data collection and interpretation. This circular process exemplified the dialectic relationship between the theoretical framework (derived from Habermas's Theory of Communicative Action) and empirical data, through which interpretation and theoretical explanations grounded in the data emerged.

Findings

Demonstrates that e‐commerce gives rise to increasing competition among the dealers, decreasing prices and migration of competition to price, decreasing profitability of the average dealer, and erosion of traditional sources of competitive advantage. Moreover, e‐commerce emancipates and empowers vehicle purchasers while reducing the power of automobile dealers.

Research limitations/implications

The research findings focus on the effects of e‐commerce on the automobile distribution industry. However, one could argue that a number of the findings extend to other retailing‐based industries.

Practical implications

The paper illustrates a research methodology that may be useful to study other e‐commerce applications.

Originality/value

This paper illustrates the application of Habermas's Theory of Communicative Action to studying the effect of e‐commerce.

Details

Information Technology & People, vol. 18 no. 4
Type: Research Article
ISSN: 0959-3845

Keywords

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Article
Publication date: 19 October 2010

Bo Xu, Zhangxi Lin and Bingjia Shao

As a type of electronic commerce, online C2C markets have experienced a rapid growth in both sales volume and user numbers. Buy‐it‐now (BIN) auction is a mechanism to…

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5936

Abstract

Purpose

As a type of electronic commerce, online C2C markets have experienced a rapid growth in both sales volume and user numbers. Buy‐it‐now (BIN) auction is a mechanism to facilitate online auctions, and is adopted by the major online C2C marketplaces. This study aims to investigate consumers' purchase and adoption of risk relief service in BIN auctions in the online C2C market from the perspective of perceived risk.

Design/methodology/approach

A research model is developed based on relevant theory. Data are collected from American and Chinese consumers through a web‐based experiment system that simulates the transaction process on online C2C markets. The proposed hypotheses are tested with logistic and multiple linear regressions.

Findings

The results show that buyer's purchase behavior and usage of risk relief service for a transaction in BIN auctions are determined by the perceived risk, which is influenced by the buyer's risk attitude, seller online reputation, and the product price and type.

Practical implications

This study provides an in‐depth understanding of consumers' behaviors on online C2C markets at transaction level, and makes implications for online marketplace operation and business strategy making.

Originality/value

The primary value of this paper lies in providing a better understanding of consumers' behaviors on online C2C market, and investigating the factors that influence the consumers' purchase and adoption of risk relief service in online BIN auctions from the perceived risk perspective.

Details

Internet Research, vol. 20 no. 5
Type: Research Article
ISSN: 1066-2243

Keywords

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Article
Publication date: 1 February 1971

Paul A. Pellémans

Proposes a general framework for thinking in which various problems related to buyer behaviour are recognized. Examines how the marketing concept has developed this…

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13514

Abstract

Proposes a general framework for thinking in which various problems related to buyer behaviour are recognized. Examines how the marketing concept has developed this century. Reviews two comprehensive consumer behaviour models briefly, and after a more thorough examination retains a third as a consumer behaviour framework. Attempts to indicate the present situation with regard to consumer behaviour.

Details

European Journal of Marketing, vol. 5 no. 2
Type: Research Article
ISSN: 0309-0566

Keywords

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