Purchasing and supply management professionals recognize the value of aggressive transactional sourcing, as well as of having cooperative relationships with suppliers. But what mix of transactional and relational purchasing are organizations using, and which should they use? A novel instrument is developed to measure organizations’ use of transaction purchasing, electronic purchasing, interactive purchasing, and network purchasing. Four mixes of practices are identified and labeled “transactional,” “interpersonal dyadic,” “interpersonal network,” and “integrative relational” configurations. Organizations using an integrative relational configuration generally outperform others. Irrespective of configuration, organizations use more interactive and network purchasing with suppliers of direct inputs but more transaction purchasing with suppliers of indirect inputs.
The authors would like to thank the editor and the four anonymous reviewers for their helpful comments and suggestions during the review process. Thanks also to Professor Berend Wierenga for comments on a previous version of this article.
- © 2013 by The Regents of the University of California. All rights reserved. Request permission to photocopy or reproduce article content at the University of California Press's Rights and Permissions website at http://www.ucpressjournals.com/reprintinfo.asp.