Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers

• DOI: 10.1300/j033v08n02_03
• Publication Date: 2003-10-20T17:52:28Z
• Authors: Christian Homburg; Sabine Kuester
• Keywords: 330; 0502 economics and business; 05 social sciences

ABSTRACT The article investigates determinants of the number suppliers that a firm has for given product in its purchasing portfolio. Based on economic arguments we hypothesize this is negatively influenced by degree complexity situation and positively financial importance product. hypotheses derived from theoretical model are tested empirically using cross-sectional data. Results confirm model. From point view, study reveals reasoning suitable predicting outcomes industrial buying behavior. At end article, used as basis developing KEYWORDS: Industrial behavioreconomic supply modelsupplier portfolio