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Situative Determinanten relationalen Beschaffungsverhaltens

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  • Christian Homburg

    (Wissenschaftlichen Hochschule für Unternehmensführung (WHU))

  • Harald Werner

Abstract

Summary Recently new concepts in purchasing literature are getting more important. Among other issues — such as a more strategic role for purchasing — a change in the relationship with suppliers is postulated. Relationships between suppliers and buyers should become more relational. This article analyzes whether the postulated change in buyer-supplier-relationship can be observed among buyers and suppliers of industrial goods in Germany. Furthermore, it is analyzed what factor lead to relational purchasing behavior. Using methods of multivariate analysis, different patterns of purchaSing behavior can be identified. One of these patterns is a strictly relational purchasing behavior. Important driving factors for relational purchasing behavior are the firm’s dependence on the purchased product, the importance of the purchased product, and the frequency of purchasing transactions.

Suggested Citation

  • Christian Homburg & Harald Werner, 1998. "Situative Determinanten relationalen Beschaffungsverhaltens," Schmalenbach Journal of Business Research, Springer, vol. 50(11), pages 979-1009, November.
    • Handle: RePEc:spr:sjobre:v:50:y:1998:i:11:d:10.1007_bf03371544
    DOI: 10.1007/BF03371544
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    Cited by:

    1. Heribert Gierl & Gunter Gehrke, 2004. "Kundenbindung in industriellen Zuliefer-Abnehmer-Beziehungen," Schmalenbach Journal of Business Research, Springer, vol. 56(3), pages 203-236, May.

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