Abstract
Industrial buying is rapidly changing toward a position of strategic importance in many organizations. As this trend continues, there will be an increased need for concepts and tools to understand the strategic management of the buying process. This article presents the buying strategy of segmenting supply markets for more effective planning and decision-making in the industrial buying function.
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References
E. Raymond Corey, Procurement Management: Strategy, Organization, and Decision-Making (Boston: CBI Publications, 1978).
E. R. Corey and R. L. Schill, “Raytheon Company: Organizational Context of the Procurement Function, a case at the Intercollegiate Case Clearinghouse, Boston. See also working papers: Sears, Roebuck and Co.: Organizational Strategy in Procurement, working paper, School of Management, Brigham Young University.
David H. Farmer, “The Case Against Opportunistic Buyer/Seller Relationships,” unpublished working paper, The Administrative Staff College, Henley, England.
R. L. Schill, “An Information Systems Approach to Organizational Buying Processes,” proceedings of the 1978 Senanque Research Seminar in Marketing, published by the Marketing Science Institute and the University of Aix-en-Provence, France.
E. R. Corey, A general review of the literature relating to theory building in industrial buying strategy is contained in a publication by Corey with the Marketing Science Institute entitled “The Organizational Context of Industrial Buying Behavior: A Working Paper,” 1978.
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Schill, R.L. (2016). Segmenting Supply Markets in Industrial Buying Behavior. In: Gitlow, H.S., Wheatley, E.W. (eds) Proceedings of the 1979 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16934-7_48
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DOI: https://doi.org/10.1007/978-3-319-16934-7_48
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16933-0
Online ISBN: 978-3-319-16934-7
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