Les caractéristiques de l'acte d'achat et la logique du marketing amont

Fenneteau, Hervé

doi:10.1177/076737019200700303

Cited by 3 publications

(1 citation statement)

References 18 publications

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“…Production purchasing are purchases for the production and selling of a company's products and/or services. These are logical actions adapted to the product and/or service proposed to stimulate supplier competition and partnerships, which would encourage suppliers to consider purchasers' needs (Fenneteau, 1992).…”

Section: Conceptual Definitionsmentioning

confidence: 99%

Market orientation dynamic capability – a catalyst for purchasers’ core competencies to achieve innovative performance during supplier collaboration

Oberoi,

Naoui-Outini

2024

JABS

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Purpose This study aims to investigate purchasing manager’s core competencies during supplier collaboration and explain the mechanism through which these competencies can affect purchasing firm’s innovative performance. Design/methodology/approach The authors conducted 22 semidirective interviews with managers in diverse functions such as purchasing, supply-chain management and product development across industries and across nations (mostly India and France), which allow to formulate the propositions. Findings Through open coding, the authors identify three path-dependent, causally ambiguous and socially complex core competencies of purchasing managers: relational and emotional, communicational and creative and cognitive competencies; and through axial coding, the authors explain how these intangible core competencies support implementation of market orientation. To provide supporting arguments for the propositions, the authors use the resource-based view of the firm and dynamic capability theory. Research limitations/implications The first theoretical contribution of this study is focusing on the impact of competency–capability dyad in terms of performance. The second theoretical contribution of this study is to identify market orientation as a flexible and dynamic managerial capability. Practical implications The first managerial contribution is that the authors have identified and described three sets of a purchasing manager’s core competencies during supplier collaboration that affect the firm’s performance: relational and emotional, communicational and creative and cognitive competencies. The second managerial contribution relates to the mechanism through which purchasing managers’ core competencies during supplier collaboration affect firms’ outcomes. Originality/value The value of the results is in the explanation of the mechanism, i.e. market orientation dynamic capability, through which the competencies of purchasing managers can affect purchasing firm’s innovative performance.

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Section: Conceptual Definitionsmentioning

confidence: 99%