Home   >   CSC-OpenAccess Library   >    Manuscript Information
Full Text Available

(939.99KB)
This is an Open Access publication published under CSC-OpenAccess Policy.
Publications from CSC-OpenAccess Library are being accessed from over 74 countries worldwide.
Procurement Situation Affects Performance - Adaptation And Complementary Assets As Moderate
Yin-Chi Huang, Shih-Kuan Chiu
Pages - 13 - 30     |    Revised - 31-05-2017     |    Published - 30-06-2017
Volume - 8   Issue - 2    |    Publication Date - June 2017  Table of Contents
MORE INFORMATION
KEYWORDS
H-beam, Steel Constructor, Adaptation, Complementary Assets, Buyer Performance.
ABSTRACT
Although industrial and consumer markets are drastically different, industrial and consumer procurement teams both have the same objectives: to create profit, reduce costs, and fulfill buyers' needs. Understanding customers' buying behavior is crucial to organizational success. Most studies on industrial purchasing have described buyer performance through environmental, interpersonal, organizational, and personal factors. However, buying situations and risks also affect industrial buyer performance. The steel suppliers have gradually lost their advantages because the country joined the Free Trade Organization and because of the emergence of the Chinese market. How suppliers can increase their competitive advantage in a constantly changing business climate is a crucial question. This study investigated on Taiwan H-beam supply chain, second-order dealers and end-users steel construction company as the research object. A total of 135 questionnaires were returned from employees in these construction companies. Four samples missed the deadline and one sample was incomplete, yielding 130 valid samples for the subsequent statistical analysis. The results show that adaptation or complementary assets cannot completely interfere with the impact of procurement situation on performance. In addition to helping the buyer to purchase under the rapid changes in the market environment and achieve the best performance. At the same time, suppliers will understand the buyer's attention when purchasing.
1 Google Scholar 
2 BibSonomy 
3 Doc Player 
4 Scribd 
5 SlideShare 
1 Akintoye, A. S., & MacLeod, M. J. (1997). Risk analysis and management in contruction. International Journal of Project Management, 15(1), 31-18.
2 Anderson, E., Chu, W. and Weitz, B. . (1987). Industrial purchasing: an exploration of the buyclass framework. Journal of Marketing,, Vol. 51, 71-86.
3 Åstebro, T., & Serrano, C. J. (2015). Business Partners: Complementary Assets, Financing, and Invention Commercialization Journal of Economics & Management Strategy, Vol. 24(2), 228-252.
4 Brennan, R., & Turnbull, P. W. (1999). Adaptive Behavior in Buyer-Supplier Relationships. Industrial Marketing Management, 28, 481-495.
5 Bridges, C. M., Crosby, L. A., Jackson, D. W., & Giacobbe, R. W. (2006). A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics. Journal of Personal Selling and Sales Management, 26(2), 115-142. doi: 10.2753/pss0885-3134260202
6 Bunn, M. D. (1993). Taxonomy of Buying Decision Approaches. Journal of Marketing, 57, 38-56.
7 Canning, L., & Brennan, R. (2004). Strategy as the management of adaptation. Paper presented at the IMP Annual Conference, Copenhagen.
8 Canning, L., & Hanmer-Lloyd, S. (2002). Modelling the adaptation process in interactive business relationships. Journal of Business & Industrial Marketing, 17(7), 615.
9 Chnningham, M. T. (1980). International marketing and purchasing of industrial goods-Features of European research project. European Journal of Marketing, 14(5/6), 322-339.
10 Crane, F. G. (1980). Insurance Principles and Practices. New York: John Wiley and Sons Inc.
11 Ellram, L. M. (1990). The Supplier Selection Decision in Strategic Partnerships. International Journal of Purchasing and Materials Management, 26(4), 8.
12 Evans, H. (1996). Exploiting activity-based information: Easy as ABC? Management accounting, 74(7), 24-31.
13 Flanagan, R. a. N., G. (1993). Risk Management and Construction. Australia: Victoria: Blackwell Science Pty Ltd.
14 Ford, D. (1980). The Development of Buyer-Seller Relationships in Industrial Markets. European Journal of Marketing, 14(5/6), 339-353. doi: doi:10.1108/EUM0000000004910
15 Frazier, G. L. (1983). On the measurement of interfirm power in channels of distribution. Journal of Marketing Research, 20(2), 158-166.
16 Geng, L.P. (2008). A Discussion about Operators' Performance Model of Enterprise Based on the Overall Consideration of both Financial and Non-financial Index. China Mangment Information, 11(11), 72-75.
17 Ginsberg, A., & Venkatraman, N. (1985). Contingency Perspectives of Organizational Strategy: A Critical Review of the Empirical Research. The Academy of Management Review, 10(3), 421-434.
18 Håkansson, H. E. (1982). International marketing and purchasing of industrial goods.
19 Hallén, L., Johanson, J., & N., S.-M. (1991). Interfirm adaptation in business relationships.pdf. Journal of Marketing, 55(2), 29-37.
20 Hofer, C. W. (1980). TURNAROUND STRATEGIES. Journal of Business Strategy, 1(1), 19-31.
21 Huang, C. J., W.T., C., & Chow, C. W. (2013). Exploring Taiwanese Companies' Use of Non-financial Performance Measures and the Channels whereby Performance Effects Arise. Journal of Contemporary Accounting, 14(2), 113-145.
22 Jackson, D. W., Keith, J. E., & Burdick, R. K. (1984). Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach. Journal of Marketing, 48(4), 75-83.
23 Kotler, P. (1973). Atmospheric as a Marketing Tool. Journal of Retailing, 49, 40-64.
24 Kotler, P., & Armstrong, G. (2003). Principles of Marketing. Prentice-Hall, Englewood Cliffs, NJ.
25 Kotler, P. K., K.L. (2006). Marketing Management (Vol. 12th). New Jersey: Prentice-Hall.
26 Leonidou, L. C. (2004). Industrial manufacturer-customer relationships: The discriminating role of the buying situation. Industrial Marketing Management, 33, 731-742.
27 Leonidou, L. C. (2004). Industrial manufacturer-customer relationships: The discriminating role of the buying situation. Industrial Marketing Management, 33(8), 731-742.
28 Leonidou, L. C. (2005). Industrial buyers' influence strategies: buying situation differences. Journal of Business & Industrial Marketing Management, Vol. 20(Iss 1), pp. 33 - 42.
29 Li, C. W. (2005). The Measuring Method and Practical Research of Employee Satisfaction. Journal of Sichuan University, 5, 34-37.
30 Li, C. W., & Li, L. L. (2006). The Effect of Supplier Management on Purchasing Risk, Technological Capacity, and Performance. Journal of Risk Management, 8(3), 263-291.
31 McQuiston, D. H. (1989). Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior. Journal of Marketing, 53(2), 66-79. doi: 10.2307/1251414
32 Metcalf, L. E., Fear, G. L., & Krishnan, R. (1992). Buyer-Seller Relationships: An Application of the IMP Interaction Model. European Journal of Marketing, 26(2), 27-46.
33 Moriarty, R. T. (1980). Conceptual Models of Organizational Buying Behavior (pp. 80-36). Harvard Business School Working Paper.
34 Morris, M. H. (1988). Paper presented at the Industrial and Organizational Marketing, Ohio.
35 Mukherji, A., & Francis, J. D. (2008). Mutual adaptation in buyer-supplier relationships. Journal of Business Research, 61(2), 154-161.
36 Robinson, J. R., Faris, C. W., & Wind, Y. (1967). Industrial Buying and Creative Marketing. Boston,MA.: Allyn & Bacon.
37 Roselius, T. (1971). Consumer Rankings of Risk Reduction Methods. Journal of Marketing, Vol. 35, pp.56-61.
38 Schendel, D. E., & Hofer, C. W. (1979). Strategic management: A new view of business policy and planning. Little, Brown & Company.
39 Sells, S. B. (1936). The atmosphere effect: an experimental study of reasoning. Archives of Psychology (Columbia University)Archives of Psychology (Columbia University), 200, 72.
40 Sheth, J. N. (1976). Recent Developments in Organizational Buying Behavior: Amsterdam: North-Holland Publishing Company.
41 Sheth, J. N. (October 1973). A Model of Industria Buyer Behavior. Journal of Marketing,, vol. 37, 50-56.
42 Sheth, J. N., & Sharma, A. (1997). Supplier relationships: Emerging issues and challenges. Industrial Marketing Management, 26, 91-100.
43 Smith, N. J. (2003). Risk and Uncertainty (Construction Management Series). UK: London: Thomas Telford Ltd.
44 Spiro, R. L., Perreault Jr, W. D., & Reynolds, F. D. (1976). The personal selling process: A critical review and model. 5(6), 351-363.
45 Spiro, R. L., Perreault, W. D., & Reynolds, F. D. (1976). The personal selling process: A critical review and model. Industrial Marketing Management, 5(6), 351-363.
46 Szilagyi, A. D. (1981). Management and Performance. Santa Monica, CA: Goodyear Publishing Company.
47 Uher, T. E. a. Z., Adam S. (2003). Programming and Scheduling Techniques: Taylor & Francis.
48 Venkatraman, N., & Ramanujam, V. (1986 ). Measurement of Business Performance in Strategy Research A Comparison of Approaches. The Academy of Management Review, Vol. 11(No. 4), pp. 801-814.
49 Wei, N.-C., Chiang, Y.-M., & Wun, L.-W. (2008). A research on the supplier selection and evaluation for EMS. Journal of Professional Mechanical Engineers, 1, 8-13.
50 Wiley, H. H.-J. (1982). International marketing and purchasing of industrial goods: An interaction approach: IMP Project Group (ed.).
51 Williams, C. A., & Heins., R. M. (1981). Risk Management and Insurance. New York, NY: McGraw-Hill.
52 Williamson, O. E. (2007). The Economic Institutions of Capitalism. Firms, Markets, Relational Contracting. In C. Boersch & R. Elschen (Eds.), Das Summa Summarum des Management: Die 25 wichtigsten Werke für Strategie, Führung und Veränderung (pp. 61-75). Wiesbaden: Gabler.
53 Wind, F. E. W. J. a. Y. (April,1972). A General Model for Understandinf Organizational Buying Behavior. Marketing, Vol.36, 12-19.
54 Zinszer, P. H. (1997). Segmenting logistical service offerings using the extended buygrid model. International Journal of Physical Distribution & Logistics Management, 27(9/10), 588-599.
55 Zou, X. W., Zhang, Guomin and Wang, Jia-Yuan (2014). Identifying Key Risks in Construction Projects: Life Cycle and Stakeholder Perspectives. International Journal of Construction Management, 9(1).
Mr. Yin-Chi Huang
Ph.D. Program of Business Feng Chia University Taichung, 40724, Taiwan - Taiwan
roger@fenghuei.com.tw
Dr. Shih-Kuan Chiu
Director/ Ph.D. Program of Business Feng Chia University Taichung, 40724, Taiwan - Taiwan