Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/5814
Title: Buyer profiles: an empirical investigation of changing organizational requirements
Authors: FAES, Wouter 
Knight, Louise
MATTHYSSENS, Paul 
Issue Date: 2001
Source: European journal of purchasing & supply management, 7. p. 197-208
Abstract: Many authors have commented that the profile of the industrial buyer must change if purchasing is to adapt the increasingly dynamic and complex contexts in which firms operate. This exploratory, empirical study examined and compared the trait profiles of current top performers and of 'ideal' buyers for the future. This approach links buyer traits with perceived managerial satisfaction with role performance. Based on cluster analysis, we present a taxonomy of five 'ideal' types of buyer. We propose that future research should seek to match the identified trait clusters with a typology of purchasing contexts.
Document URI: http://hdl.handle.net/1942/5814
DOI: 10.1016/S0969-7012(00)00031-9
Category: A1
Type: Journal Contribution
Validations: vabb 2010
Appears in Collections:Research publications

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