Professional Purchasing

The business of purchasing has become increasingly important in the framework of any company, developing from an almost clerical function to a major strategic resource. New styles of purchasing involve careful analysis and planning, and require an understanding of supplier relationships, product-development processes, quality-driven management and industrial networks. In analyzing buyer behaviour, the authors cover the key characteristics which reflect the strategic focus of current professional purchasing. They go on to assess the changing role and network developments, applying the essential marketing functions to this particular area of industrial marketing from organization and cultural structure to communication and information techology. Using case studies which include Nike, Motorola, Volvo and Biopharm, they present a new model for purchasing which focuses on expanding the resource base to obtain considerable benefits both for day-to-day activities and for long-term technical development.