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SMEs' purchasing habits : A procurement maturity model for stakeholders

Ozmen, ES; Oner, MA; Khosrowshahi, F; Underwood, J

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Authors

ES Ozmen

MA Oner

F Khosrowshahi



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.

Citation

Ozmen, E., Oner, M., Khosrowshahi, F., & Underwood, J. (2014). SMEs' purchasing habits : A procurement maturity model for stakeholders. SAGE Open, 4(2), 1-19. https://doi.org/10.1177/2158244014536405

Journal Article Type Article
Online Publication Date May 30, 2014
Publication Date Jan 1, 2014
Deposit Date Jun 16, 2015
Publicly Available Date Aug 7, 2018
Journal SAGE Open
Print ISSN 2158-2440
Publisher SAGE Publications
Peer Reviewed Peer Reviewed
Volume 4
Issue 2
Pages 1-19
DOI https://doi.org/10.1177/2158244014536405
Publisher URL http://dx.doi.org/10.1177/2158244014536405
Related Public URLs http://sgo.sagepub.com/

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