Procurement Situation Affects Performance - Adaptation And Complementary Assets As Moderate

S. Yin-Chi Huang. International Journal of Business Research and Management (IJBRM) 8 (2): 13-30 (June 2017)


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.

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