Purchasing and the Small Firm

Dollinger, Marc J.; Kolchin, Michael G.

doi:10.1177/104225878501000304

Cited by 23 publications

(17 citation statements)

References 9 publications

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“…For adoption seekers, it is easy to identify the central phenomenon that could be scrutinised: namely strategic purchasing (Dobler, 1965;Dollinger & Kolchin, 1986) . Researchers espouse three reasons behind the importance of purchasing adoption for understanding SMEs, with reference to reasons rather than results: smaller companies do not place a high priority on considering the supplier's viewpoint, which may lead to suppliers having a lack of trust of SMEs, and inflexible requirements.…”

Section: Corporate Customersmentioning

confidence: 99%

SME buying behaviour: Literature review and an application agenda

et al. 2013

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Section: Corporate Customersmentioning

confidence: 99%

SME buying behaviour: Literature review and an application agenda

et al. 2013

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“…SMEs would benefit from effective purchasing (Dollinger and Kolchin, 1986;Gadde & Håkans-son, 2001;Pressey et al, 2009). SMEs buy differently than large firms.…”

Section: Buying Of Smes and Business Network Approachmentioning

confidence: 99%

The Application of Business Network Approach for Small and Medium Enterprises (SME) with regard to their Buying Behavior

Ludmila¹,

Grosová²

2015

JOC

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This paper presents a research study on Business Network (BN) approach within Small and Medium Enterprises (SME) based on the customer´s buying behaviour. We believe that the interconnection of BN, SME and buying behaviour is not sufficiently explored and there is a need for further studies in this respect. The main focus of this study is the explanation of customer´s buying behaviour in Business to Business market (B2B) which is motivated by customer´s effort to find a solution to his/her problems of rationalization or development. One of the major existing problems for SME is lack of resources (financial, human, technological) needed for the implementation of customer requirements (customer purchase). Lack of resources can be used from company´s Business Network of suppliers and customers. Therefore, not only it is necessary for SME to know their BN and develop relationships with their own suppliers and customers, but also with suppliers of their customers. Using BN approach has resulted in creating strong relationships in BN, thus building a stronger network and gaining a competitive advantage for SME. The BN approach was applied in the market of manufacturing plastics companies which face great competition from SME in Zlín region.

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“…Suppliers as a source of information are particularly critical for small firms given their lack of R&D and marketing research resources. As such, suppliers can serve in these roles as valued sources of information regarding products, markets, industries, and competitors for both long-term and operational decision-making (Dollinger and Kolchin, 1986;Fann and Smeltzer, 1989;Jarillo, 1989;Smeltzer et al, 1988).…”

Section: Discussionmentioning

confidence: 99%

Understanding SME intention to use the internet for managing supplier information

Celuch

Walz²,

Saxby³

et al. 2011

New England Journal of Entrepreneurship

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There is strong consensus that the Internet has the potential to positively impact firms, and SMEs in particular; however, not all firms have realized benefits from adoption. The present study extends research in the area by addressing the need to examine the “chain” of variables explaining Internet adoption. We do this by exploring SME owner/manager Internet-related usefulness and ease-of-use cognitions and intention to use the Internet for supplier information management. We also explore the influence of behavioral norms and two broader strategic perspectives, market and learning orientation, on the Internet-related cognitions. Findings have implications for researchers and practitioners by identifying factors that contribute to effectively leveraging the Internet in an important area for SMEs.

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Purchasing and the Small Firm

Cited by 23 publications

References 9 publications

SME buying behaviour: Literature review and an application agenda

SME buying behaviour: Literature review and an application agenda

The Application of Business Network Approach for Small and Medium Enterprises (SME) with regard to their Buying Behavior

Understanding SME intention to use the internet for managing supplier information

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