Journal ArticleDOI
A little help from my friends: how purchasing gains influence in complex business-to-business services: the case of legal
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TLDR
In this paper, the authors developed an understanding of how purchasing can become meaningfully involved in complex business-to-business service purchases and highlighted the opportunities for purchasing managers to improve supplier management and drive out additional costs.Abstract:
Purpose
The purpose of this research is to develop an understanding of how purchasing can become meaningfully involved in complex business-to-business service purchases.
Design/methodology/approach
A single in-depth case study method of an exemplar organization was applied to better understand the purchasing function’s role in adding to the value proposition in complex, non-traditional business-to-business service purchases.
Findings
Powerful allies or advocates can mediate purchasing involvement in service procurement. However, once the involvement is initiated, purchasing must make a positive contribution with respect to the specific needs and expectations of the budget owner to retain its influence.
Research limitations/implications
This research extends institutional theory to show how powerful allies or advocates can mediate purchasing involvement in the complex services spend.
Practical implications
This study describes the potential impact of purchasing’s involvement in complex services spend and highlights the opportunities for purchasing managers to improve supplier management and drive out additional costs.
Originality/value
For the business practitioner, this research provides evidence regarding how individual functions can gain influence in the organization. A conceptual model describes the meaningful involvement of purchasing in complex business-to-business service purchases.read more
Citations
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The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields (Chinese Translation)
Paul DiMaggio,Walter W. Powell +1 more
TL;DR: In this article, the authors argue that rational actors make their organizations increasingly similar as they try to change them, and describe three isomorphic processes-coercive, mimetic, and normative.
Posted Content
High-tech, innovative products: identifying and meeting business customers' value needs
TL;DR: In this article, the authors identify the various tangible and intangible value elements requested by the business customer, and the stage(s) of the purchasing process in which these value considerations take place.
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Green and low carbon matters: A systematic review of the past, today, and future on sustainability supply chain management practices among manufacturing industry
TL;DR: In this paper, the authors used ATLAS.ti 9 software tools to save, identify, and assess the data for this study and found that organizational performance, reputation/risk management, customer pressure and top management support are primary motivators for organizations to embrace SSCM practices.
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Services procurement: A systematic literature review of practices and challenges
TL;DR: In this article, a systematic literature review of 51 articles published in 21 peer-reviewed academic journals was conducted to investigate the applicability of supply theories to services sourcing, and compares and demonstrates the distinctiveness of services purchasing through problematizing the literature reviewed.
Journal ArticleDOI
“Shopping for Items” or “Partnering for Performance”? A framework of purchasing practices for value co-creation in post-outsourcing buyer–supplier relationships
TL;DR: In this paper, the authors provide a holistic approach and conceptualizations with which to balance the perspectives of purchasing as an intra-firm operational function and as a strategic activity embedded in relationship and network management.
References
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Book
Qualitative Data Analysis: An Expanded Sourcebook
TL;DR: This book presents a step-by-step guide to making the research results presented in reports, slideshows, posters, and data visualizations more interesting, and describes how coding initiates qualitative data analysis.
Journal ArticleDOI
Building theories from case study research
TL;DR: In this paper, the authors describe the process of inducting theory using case studies from specifying the research questions to reaching closure, which is a process similar to hypothesis-testing research.
Book
Basics of qualitative research : techniques and procedures for developing grounded theory
TL;DR: Theoretical Foundations and Practical Considerations for Getting Started and Techniques for Achieving Theoretical Integration are presented.
Book ChapterDOI
The iron cage revisited institutional isomorphism and collective rationality in organizational fields
Paul DiMaggio,Walter W. Powell +1 more
TL;DR: In this paper, the authors argue that rational actors make their organizations increasingly similar as they try to change them, and describe three isomorphic processes-coercive, mimetic, and normative.
Book
Basics of qualitative research : techniques and procedures for developing grounded theory
TL;DR: In this paper, the authors present strategies for qualitative data analysis, including context, process and theoretical integration, and provide a criterion for evaluation of these strategies and answers to student questions and answers.
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