Topic
Purchasing process
About: Purchasing process is a research topic. Over the lifetime, 800 publications have been published within this topic receiving 13835 citations.
Papers published on a yearly basis
Papers
TL;DR: In this article, the authors investigated the purchasing process for green consumers in relation to consumer technology products in the UK and developed a green consumer purchasing model and success criteria for closing the gap between green consumers' values and their behaviour.
Abstract: The ‘attitude–behaviour gap’ or ‘values–action gap’ is where 30% of consumers report that they are very concerned about environmental issues but they are struggling to translate this into purchases. For example, the market share for ethical foods remains at 5 per cent of sales. This paper investigates the purchasing process for green consumers in relation to consumer technology products in the UK. Data were collected from 81 self-declared green consumers through in depth interviews on recent purchases of technology products. A green consumer purchasing model and success criteria for closing the gap between green consumers' values and their behaviour are developed. The paper concludes that incentives and single issue labels (like the current energy rating label) would help consumers concentrate their limited efforts. More fundamentally, ‘being green’ needs time and space in people's lives that is not available in increasingly busy lifestyles. Implications for policy and business are proposed. Copyright © 2009 John Wiley & Sons, Ltd and ERP Environment.
1,621 citations
TL;DR: A literature review that covers the entire purchasing process, considers both parts and services outsourcing activities, and covers internet-based procurement environments such as electronic marketplaces auctions is presented.
701 citations
Book•
9 Dec 2009
TL;DR: The role of purchasing in the supply chain is discussed in this paper, where the authors present an overview of the role of the buyer in the process of purchasing, the buyer's role, and the purchasing process.
Abstract: PART ONE: ANALYSIS. 1. The role of purchasing in the supply chain. 2.Industrial buying behaviour: decision making in purchasing. 3. The purchasing process: the buyer?s role. 4. Markets and products. 5. The purchasing management process. PART TWO: PLANNING. 6. Purchasing market research. 7. Outsourcing and risk management (NEW!). 8. Purchasing and business strategy. 9. Sourcing strategy: getting better results from suppliers. 10. Purchasing and supply strategy, electronic marketplaces and e-Procurement. 11. Purchasing, development and quality control. 12. Purchasing and supply chain management. 13. Getting organized for purchasing. 14. Purchasing performance measurement. PART THREE: TECHNIQUES. 16. Negotiating techniques and rules of conduct. 17. Buying for retail (NEW!). 18. Facility management and buying services. 19. Public procurement and the EC-Directives. Bibliography. Index.
661 citations
TL;DR: The proposed model of conversion behavior that predicts each customer's probability of purchasing based on an observed history of visits and purchases offers excellent statistical properties, including its performance in a holdout validation sample, and also provides useful managerial diagnostics about the patterns underlying online buyer behavior.
Abstract: This paper develops a model of conversion behavior (i.e., converting store visits into purchases) that predicts each customer's probability of purchasing based on an observed history of visits and purchases. We offer an individual-level probability model that allows for different forms of customer heterogeneity in a very flexible manner. Specifically, we decompose an individual's conversion behavior into two components: one for accumulating visit effects and another for purchasing threshold effects. Each component is allowed to vary across households as well as over time.Visit effects capture the notion that store visits can play different roles in the purchasing process. For example, some visits are motivated by planned purchases, while others are associated with hedonic browsing (akin to window shopping); our model is able to accommodate these (and several other) types of visit-purchase relationships in a logical, parsimonious manner. Thepurchasing threshold captures the psychological resistance to online purchasing that may grow or shrink as a customer gains more experience with the purchasing process at a given website. We test different versions of the model that vary in the complexity of these two key components and also compare our general framework with popular alternatives such as logistic regression. We find that the proposed model offers excellent statistical properties, including its performance in a holdout validation sample, and also provides useful managerial diagnostics about the patterns underlying online buyer behavior.
624 citations
TL;DR: In this paper, a conceptual model of eco-friendly product purchase intention and behavior is proposed to analyze what drives and prevents the purchasing of ecofriendly products across different consumer groups and develops a conceptual approach embracing the positive altruistic (care for the environmental consequences of purchasing), positive ego-centric (green self-identity and moral obligation), and negative ego-centred (perceived personal inconvenience of purchasing eco-green products) antecedents of eco friendly product purchase intent and behavior.
Abstract: This study aims to analyze what drives and prevents the purchasing of eco-friendly products across different consumer groups and develops a conceptual model embracing the positive altruistic (care for the environmental consequences of purchasing), positive ego-centric (green self-identity and moral obligation), and negative ego-centric (perceived personal inconvenience of purchasing eco-friendly products) antecedents of eco-friendly product purchase intention and behavior. We empirically validate the conceptual model for green (n = 453) and non-green (n = 473) consumers (i.e., consumers who engage in a set of pro-environmental behaviors for environmental reasons versus consumers who do not engage in these behaviors). Data are analyzed using structural equation modeling and multi-group analysis of the two groups. The results confirm the relevance of the determining factors in the model and show significant differences in eco-friendly product purchasing patterns between green and non-green consumers. Altruistic motives are more important for green than for non-green consumers. Negative ego-centric motives affect the purchase intentions of non-green consumers more than the intentions of green consumers, whereas the impact of negative motives on behavior is stronger for green than for non-green consumers. The first contribution of this paper is the development and testing of a parsimonious model of eco-friendly products purchasing that embraces both positive (altruistic and ego-centric) and negative (ego-centric) antecedents, which have been theoretically suggested in the past but have rarely been empirically tested together. The second contribution of this study is that it develops insight into the specific antecedents of eco-friendly products purchasing for green and non-green consumers to assess potential similarities and differences in eco-friendly products purchasing process, the hypothesized antecedents, their impact on eco-friendly products purchase intention and behavior, and the intention–behavior relation.
381 citations
Related Topics (5)
Performance Metrics
| Year | Papers |
|---|---|
| 2025 | 1 |
| 2024 | 8 |
| 2023 | 26 |
| 2022 | 33 |
| 2021 | 21 |
| 2020 | 48 |