Staffordshire University logo
STORE - Staffordshire Online Repository

Organisational Supplying Behaviour: Understanding supplier needs, wants and preferences

RAMSAY, John and Wagner, Beverly A. (2009) Organisational Supplying Behaviour: Understanding supplier needs, wants and preferences. Journal of Purchasing and Supply Management, 15 (2). pp. 127-138. ISSN 14784092

[img]
Preview
Text
Organisational Supplying Behaviour - final version 1108.pdf - Publisher's typeset copy

Download (390kB) | Preview

Abstract or description

The purpose of this article is to enhance understanding in the P&SM field of supplier behaviour by exploring their needs, wants and preferences. The characteristics of customers that suppliers need, want and prefer have been conceptualised as ‘Sources of Supplier Value’ (SOSV) and the article seeks to establish a vocabulary for describing supplier needs, wants and preferences and their impact on buyer attractiveness. To achieve this a pilot study was conducted using face-to-face interviews with key account managers and Managing Directors in 14 SMEs supplying UK supermarket buyers. The research identifies 49 elements in buyers’ purchase offerings, behaviours and characteristics that suppliers regard as important. The practical implication of this research is to improve the P&SM field's understanding of the behaviour of suppliers with a longer term view to improving the ability of all buyers to influence the behaviour of suppliers in ways that match the buyers’ requirements and preferences. Furthermore, in view of the current paucity of research and understanding in this subject area, the article presents a coherent theoretical framework, terminology and rationale for investigations into the phenomenon of Organisational Supplying Behaviour.

Item Type: Article
Subjects: N100 Business studies
N200 Management studies
Faculty: Faculty of Business, Education and Law > Business
Depositing User: John RAMSAY
Date Deposited: 23 Jan 2013 17:54
Last Modified: 23 Jan 2013 17:54
URI: http://eprints.staffs.ac.uk/id/eprint/374

Actions (login required)

View Item View Item

DisabledGo Staffordshire University is a recognised   Investor in People. Sustain Staffs
Legal | Freedom of Information | Site Map | Job Vacancies
Staffordshire University, College Road, Stoke-on-Trent, Staffordshire ST4 2DE t: +44 (0)1782 294000