Buyer profiles: an empirical investigation of changing organizational requirements

Wouter Faes, Louise Knight, Paul Matthyssens

Research output: Contribution to journalArticleAcademicpeer-review

38 Citations (Scopus)

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.
Original languageEnglish
Pages (from-to)197-208
Number of pages12
JournalEuropean journal of purchasing and supply management
Volume7
Issue number3
DOIs
Publication statusPublished - Sep 2001
Externally publishedYes

Keywords

  • buyer profiles
  • traits
  • purchasing competence

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