Employing information technology in purchasing: buyer-supplier relationships and size of the supplier base
Article Abstract:
Despite the fact that U.S. companies have made substantial investments in information technology (IT), relatively little empirical research has focused on the impact of IT investments used to support purchasing functions. Such a phenomenon deserves greater attention by industrial marketers in light of two widely recognized trends, the shift away from arms-length exchange relationships and the shift toward supplier base reductions. In this article we present a series of propositions related to how the extent of IT investments and their degree of use in purchasing may alter the nature of buyer-supplier relationships, that is, foster the development of closer relationships overall, and also contribute to the reduction of the number of vendors being used. The results of an empirical test of our propositions suggest that IT investments enhance buyer-supplier relationships indirectly, mediated by the degree of IT use in transaction processing, while also directly contributing to the reduction of supplier bases. Implications and directions for future research are also discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1997
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Industrial Product Managers: Authority and Responsibility
Article Abstract:
The position of product manager, or brand manager, was initially developed to control the product mix. Little research exists on the industrial product manager. Large industrial firms were sampled concerning the responsibilities, performance and accountability of industrial product managers. The majority of respondents have an industrial product manager position in their firms. Most industrial product managers' responsibilities include product development, product profitability and market entry. The industrial product manager usually reports to a vice-president and is judged an important performer within the firm.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
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Information Technology and New Product Development: Opportunities and Pitfalls
Article Abstract:
Information technology offers new opportunities in product development as well as in marketing and the achievement of a competitive advantage for companies. The use of Information Technology in product development is explored and guidelines for successful implementation are presented.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2000
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