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首页> 外文期刊>Journal of Business To Business Marketing >Toward an Enhanced Definition and Measurement of Purchasing's Strategic Role in Buyer-Supplier Relationships
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Toward an Enhanced Definition and Measurement of Purchasing's Strategic Role in Buyer-Supplier Relationships

机译：增强定义和衡量采购在供方关系中的战略作用

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Purpose. The objectives of the paper are: (1) to extend the definition of the concept of supplier oriented purchasing behavior (SOPB), which are relationship-oriented purchasing practices emphasizing interpersonal skills, (2) to create a valid measure of SOPB, and (3) to discuss the implications of the SOPB construct and measure for future research and managerial application. Methodology/Approach. The SOPB construct was operationalized as a second-order construct. Data collection involved judgment sampling and survey methodology in a field setting using organizational buyers as subjects. Construct measures were based on existing measures and previous research. Measurement reliability and validity were established using exploratory and confirmatory factor analysis and an overall measurement model was assessed with structural equation modeling using LISREL 8.8 (Jreskong and Srbom 2004). Findings. Analysis resulted in a 17-item, five-factor measure of SOPB. Hypotheses related to nomological validity were supported concerning the association of SOPB with the purchasing context (importance of the purchasing situation) and to relationship satisfaction. Research Limitations/Implications. Sampling used a judgment sample of organizational buyers that was regional in scope. Key directions for future research include using broader samples, incorporating the SOPB measure in studies of purchasing's impact on interfirm relationships and relationship outcomes, and using the SOPB measure to analyze both buyer and supplier evaluations of purchasing effectiveness. Practical Implications. Supplier-oriented purchasing behavior focuses on and expands understanding about “soft” interpersonal behaviors practiced by purchasing personnel to foster long-term, interdependent relationships with key suppliers. Thus, SOPB provides specific tactics across multiple dimensions of purchasing that buyers can use toward fostering effective relationships with key partners such as suppliers. Originality/Value. The study contributes to current research on the role of purchasing in developing and managing relationships by extending construct development and measurement of SOPB, an expanded set of behaviors that purchasing personnel can use to enhance the relationship effectiveness of purchasing practices.
机译：目的。本文的目标是：（1）扩展以供应商为导向的购买行为（SOPB）概念的定义，即面向人际关系的采购实践，强调人际交往能力;（2）创建有效的SOPB度量标准;（ 3）讨论SOPB结构和措施对未来研究和管理应用的意义。方法论/方法。 SOPB构建体可作为二阶构建体进行操作。数据收集涉及以组织购买者为主体的现场环境中的判断抽样和调查方法。建设措施是基于现有措施和先前的研究。使用探索性和确认性因素分析建立测量的信度和效度，并使用LISREL 8.8使用结构方程模型评估整体测量模型（Jreskong和Srbom，2004年）。发现。分析得出SOPB的17个项目，五项指标。与SOPB与购买环境（购买情况的重要性）的关联以及关系满意度有关的与法理有效性有关的假设得到支持。研究局限/意义。抽样使用的是组织性购买者的判断性样本，样本范围是区域性的。未来研究的主要方向包括使用更广泛的样本，将SOPB度量纳入对采购对企业间关系和关系结果的影响的研究中，以及使用SOPB度量来分析购买者和供应商对购买有效性的评估。实际影响。以供应商为导向的采购行为关注并扩展了对采购人员实施的“软”人际关系行为的理解，以促进与关键供应商的长期相互依赖关系。因此，SOPB提供了跨多个购买维度的特定策略，供买方用来与重要合作伙伴（例如供应商）建立有效关系。创意/价值。该研究通过扩展SOPB的结构开发和度量，为采购在建立和管理关系中的作用的当前研究做出了贡献。SOPB是采购人员可以用来增强采购实践的关系有效性的一组扩展行为。

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