Organisational Buying: A Multidisciplinary Perspective

Organizational buying is the purchase of goods and services by one or more individuals acting on behalf of the buyer firm. It accounts for about two-thirds of economic transactions globally and has traditionally been taught in discipline-specific silos. This book provides a comprehensive overview of organizational buying that integrates perspectives from across a range of disciplines and organizational functions, with the primary goal of developing a holistic interpretation of organizational buying. It covers topics such as purchase situations, the organizational buying process, the purchase decision and the value proposition, communications, buyer-supplier relationships, organizational buying capabilities, organizational buying culture, organizational buying approach design, channels of supply, networks, and organizational buying.

Format: Paperback / softback
Length: 217 pages
Publication date: 16 April 2021
Publisher: Springer Nature Switzerland AG

Organizational buying is a complex process that involves the acquisition of goods and services by one or more individuals acting on behalf of a buyer firm. It involves a thorough evaluation of various purchase alternatives, followed by the integration and utilization of these products and services to address specific problems or issues faced by the buyer firm.

This multifaceted process accounts for a significant portion of economic transactions worldwide, with organizational buying representing approximately two-thirds of global economic activity. However, despite its importance, organizational buying has often been taught in discipline-specific silos, limiting its holistic understanding and application.

This book aims to bridge that gap by providing a comprehensive overview of organizational buying that integrates perspectives from various disciplines and organizational functions. The primary objective of the book is to develop a holistic interpretation of organizational buying, encompassing its various aspects and dimensions.

The book covers a wide range of topics, including purchase situations, the organizational buying process, the purchase decision, value proposition, communications, buyer-supplier relationships, organizational buying capabilities, organizational buying culture, organizational buying approach design, channels of supply, networks, and organizational buying. Written in a practical and approachable manner, the book includes a variety of exercises, case examples, learning objectives, and discussion questions to support a broad spectrum of organizational buying-related courses.

By integrating perspectives from marketing, sales management, procurement, contract management, supply chain management, operations management, finance, and accounting, this book offers a comprehensive framework for understanding and improving organizational buying practices. It provides insights into the decision-making processes, strategies, and tools used by buyers to acquire goods and services, as well as the challenges and opportunities they face in today's dynamic business environment.

In conclusion, organizational buying is a critical component of modern business operations, and this book provides a valuable resource for professionals and students seeking to enhance their understanding and expertise in this field. By integrating perspectives from multiple disciplines, it offers a holistic interpretation of organizational buying and provides practical insights and strategies for improving buying practices and achieving organizational goals.

Weight: 382g
Dimension: 155 x 233 x 19 (mm)
ISBN-13: 9783030674137
Edition number: 1st ed. 2021