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Procurement Situation Affects Performance - Adaptation And Complementary Assets As Moderate

Author

Listed:
  • Yin-Chi Huang

    (Ph.D. Program of Business Feng Chia University Taichung, 40724, Taiwan, Taiwan)

  • Shih-Kuan Chiu

    (Director/ Ph.D. Program of Business Feng Chia University Taichung, 40724, Taiwan, Taiwan)

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.

Suggested Citation

  • Yin-Chi Huang & Shih-Kuan Chiu, 2017. "Procurement Situation Affects Performance - Adaptation And Complementary Assets As Moderate," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 8(2), pages 13-30, June.
    • Handle: RePEc:aml:intbrm:v:8:y:2017:i:2:p:13-30
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    References listed on IDEAS

    as
    1. Donald Jackson Jr & Richard Burdick & Janet Keith, "undated". "Industrial Buying Center Influence: A Situational Approach," Working Papers 2144711, Department of Economics, W. P. Carey School of Business, Arizona State University.
    2. Thomas Åstebro & Carlos J. Serrano, 2015. "Business Partners: Complementary Assets, Financing, and Invention Commercialization," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 24(2), pages 228-252, June.
    Full references (including those not matched with items on IDEAS)

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    Cited by:

    1. Matteo Cristofaro & Pier Luigi Giardino & Luna Leoni, 2021. "Back to the Future: A Review and Editorial Agenda of the International Journal of Business Research and Management," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 12(1), pages 16-33, February.

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    More about this item

    Keywords

    H-beam; Steel Constructor; Adaptation; Complementary Assets; Buyer Performance.;
    All these keywords.

    JEL classification:

    • M0 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - General

    Statistics

    Access and download statistics

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