Buyer profiles:an empirical investigation of changing organizational requirements

Faes, Wouter, Knight, Louise and Matthyssens, Paul (2001). Buyer profiles:an empirical investigation of changing organizational requirements. European Journal of Purchasing and Supply Management, 7 (3), pp. 197-208.


Many authors have commented that the profile of the industrial buyer must change if purchasing is to adapt the increasingly dynamic and complex contexts in which firms operate. This exploratory, empirical study examined and compared the trait profiles of current top performers and of 'ideal' buyers for the future. This approach links buyer traits with perceived managerial satisfaction with role performance. Based on cluster analysis, we present a taxonomy of five 'ideal' types of buyer. We propose that future research should seek to match the identified trait clusters with a typology of purchasing contexts.

Publication DOI:
Divisions: Engineering & Applied Sciences > Engineering systems & management
Engineering & Applied Sciences
Engineering & Applied Sciences > Sustainable environment research group
Aston Business School
Additional Information: Copyright 2005 Elsevier Science B.V., Amsterdam. All rights reserved.
Uncontrolled Keywords: buyer profiles,traits,purchasing competence
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Related URLs: http://www.scop ... tnerID=8YFLogxK (Scopus URL)
Published Date: 2001-09
Authors: Faes, Wouter
Knight, Louise
Matthyssens, Paul


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