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SMEs' purchasing habits : A procurement maturity model for stakeholders

Ozmen, ES, Oner, MA, Khosrowshahi, F and Underwood, J 2014, 'SMEs' purchasing habits : A procurement maturity model for stakeholders' , SAGE Open, 4 (2) , pp. 1-19.

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Abstract

Although micro companies overpower the small and medium enterprise (SME) segment, generalizations are often with medium size companies, and therefore, there are many unknowns, especially when it comes to its buying behavior. Conformist studies and industry practices assume SMEs to be “normative” or “conservative” buyers; however, this hypothesis is untested. This article aims to scrutinize the reality, and proposes a unified model that rejects pre-containerization in buying behavior typologies, as well as selectiveness in terms of audience type, whether it is corporate, SME, or consumer. While replacing researchers’ perceptions with the audience’s, the model yields actual knowledge that can lead to audience’s beliefs in lieu of the opposite, which is used to mislead stakeholders. The study shows that SMEs also buy like individuals and spend in a similar way to consumers’, including not only “normative” and “conservative” but also “negligent” and “impulse” zones. From the research-implications perspective, future studies by behaviorists can explore why SMEs purchase in this way. Marketers may benefit from the finding that SMEs buy like individuals. In addition, SMEs may want to be conscious of their purchasing habits, and—utilizing the newly introduced “risk score” frontier—policymakers should assess the consequences of these habits at the macro level.

Item Type: Article
Themes: Built and Human Environment
Schools: Schools > School of the Built Environment
Journal or Publication Title: SAGE Open
Publisher: Sage
Refereed: Yes
ISSN: 2158-2440
Related URLs:
Funders: Non funded research
Depositing User: AL Sherwin
Date Deposited: 16 Jun 2015 14:21
Last Modified: 05 Apr 2016 19:29
URI: http://usir.salford.ac.uk/id/eprint/35160

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