Horizontal interest in industrial purchasing
by Pauliina Ulkuniemi
International Journal of Procurement Management (IJPM), Vol. 5, No. 3, 2012

Abstract: Markets are becoming very complex and dynamic and in such an environment, firms can no longer merely focus their attention on key relationships in their downstream and upstream markets, but instead need to constantly monitor and make sense of the market around them. One area within these markets, that has been rather neglected within the current purchasing research are the other buyers in the market. The purpose of the present study is to examine the forms of horizontal interest in purchasing. The paper aims to answer the question: What are the forms of horizontal interest and how can these be incorporated into the functions of industrial purchasing? The paper applies theoretical knowledge and reports on an empirical case study conducted to address the question. As a result, a two-dimensional typology of the forms of horizontal interest and implications for industrial purchasing are presented.

Online publication date: Sat, 16-Aug-2014

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