The value of values: the role of personal values, organizational values and values-congruency in business purchase decisions

Abstract

The study proposed and tested a theoretical framework incorporating the role of personal values, organizational values and values-congruency in the business purchase decisions. Using the Supply Chain Management Association of Canada as the sampling frame, the study tested hypotheses about the potential relationships between perceived personal values of employees, the perceived organizational values, values-congruency of personal/ organizational values, and the perceived role values play in the business purchase decisions. The study found a significant relationship between the perceived humaneness or benevolence values of the organizations and the perceived role the same values played in the business purchase decisions. The study also showed a similar significant relationship between the perceived humanity or compassion values of the organizations and the perceived role played by the profitability values in the business purchase decisions. Lastly, the study found a significant relationship between the perceived level of formalization in the business purchasing function within the organizations and the perceived role values play in the business purchase decisions. The study proposes theoretical and managerial implications in the fields of business purchasing, supply chain management and business-to-business marketing.