buyer-seller relationships and supply partnerships
there are usually long-term relationships between industrial buyers and sellers.
sometimes these relationships lead to reciprocity. reciprocity is an industrial buying
practice in which two organizations agree to purchase each other's products and
services. this practice can be illegal if it lessens competition, however.
a supply partnership exists when a buyer and its supplier adopt mutually beneficial
objectives, policies, and procedures for the purpose of lowering the cost and/or
increasing the value of products and services delivered to the ultimate consumer.
. the buying centre: a cross-functional group
a group called a buying centre is often used by organizations to reach final
decisions when complex, high-value purchasing is required.
the buying centre (which may be called a buying committee in some
organizations) is a group of people in an organization who participate in the
buying process and share common goals, risks, and knowledge important to a
these individuals who make up the buying centre have unique expertise to apply to
the purchase decision. in addition to someone from purchasing, it may include
representatives from r&d, engineering, quality control, and production, depending
on what is purchased.
1. people in the buying centre. the people who make up the buying centre
can play one or more roles in a purchase decision.
2. roles in the buying centre. researchers have identified five specific roles of
people in buying ce