Interrelationships among Key Aspects of the Organizational Procurement Process

Hunter, Gary K., Michele D. Bunn, and William D. Perreault, Jr. (2006), “Interrelations among Key Aspects of the Organizational Procurement Process,” International Journal of Research in Marketing, 23, 2 (June), pp. 155-170.

16 Pages Posted: 14 Oct 2008 Last revised: 29 Mar 2018

See all articles by Gary K. Hunter

Gary K. Hunter

Clemson University

William D. Perreault

University of North Carolina (UNC) at Chapel Hill - Marketing Area

Michele D. Bunn

University of Montevallo

Date Written: October 9, 2008

Abstract

For decades, there has been research on specific buying approaches and procedures used by organizational customers. Yet, there has been only limited effort to conceptualize the key higher order constructs that characterize organizational buying as a process. It is therefore useful to evaluate the simultaneous interrelationships among different aspects of the overall procurement process and how they vary with characteristics of the purchase situation. This research addresses these issues. We draw on structural equation modeling techniques and use a sample of 636 purchases to develop and test a parsimonious integrative model of interrelationships among key aspects of the procurement process. In general, our results support our model of the procurement process, including relationships among purchase importance, extensiveness of choice set, buyer power, reliance on procedural controls, a proactive focus on long-term strategic issues, search for information, and the use of formal analytical tools.

Keywords: Organizational buying behavior, Business-to-business marketing, procurement, purchase importance, extensiveness of choice set, buyer power, procedural controls, proactive focus, long-term strategic issues, search for information, formal analytical tools

JEL Classification: M31

Suggested Citation

Hunter, Gary K. and Perreault, William D. and Bunn, Michele D., Interrelationships among Key Aspects of the Organizational Procurement Process (October 9, 2008). Hunter, Gary K., Michele D. Bunn, and William D. Perreault, Jr. (2006), “Interrelations among Key Aspects of the Organizational Procurement Process,” International Journal of Research in Marketing, 23, 2 (June), pp. 155-170. , Available at SSRN: https://ssrn.com/abstract=1281774 or http://dx.doi.org/10.2139/ssrn.1281774

Gary K. Hunter (Contact Author)

Clemson University ( email )

United States
216-633-2080 (Phone)

HOME PAGE: http://https://www.clemson.edu/business/about/profiles/GARYH

William D. Perreault

University of North Carolina (UNC) at Chapel Hill - Marketing Area ( email )

Chapel Hill, NC 27599
United States

Michele D. Bunn

University of Montevallo ( email )

210 Morgan Hall
Montevallo, AL 35115
United States
205 886 2769 (Phone)