The value of values in business purchase decisions

Anwer, Ehtisham; Deshpande, Sameer; Derry, Robbin; Basil, Debra

The value of values in business purchase decisions

dc.contributor.author	Anwer, Ehtisham
dc.contributor.author	Deshpande, Sameer
dc.contributor.author	Derry, Robbin
dc.contributor.author	Basil, Debra
dc.date.accessioned	2021-03-31T19:22:54Z
dc.date.available	2021-03-31T19:22:54Z
dc.date.issued	2020
dc.description	Permission to archive accepted author manuscript.	en_US
dc.description.abstract	Purpose: The purpose of this study is to develop and test a theoretical framework to examine business purchase decisions using the concept of “values” (personal values (PV), organizational values (OV) and values-congruency). Design/methodology/approach: The data for the study were collected from members of the Supply Chain Management Association of Canada. The relationships between perceived PV/OV/ values-congruency (IVs) and perceived role values played in business purchase decisions (DV) were hypothesized. Three factors, namely, humanity, bottomline and convention were identified using exploratory factor analysis. The hypotheses were tested using polynomial regression, which is a preferred method for measuring congruency or fit (Edwards, 1994). Findings: Perceived humanity (humaneness or benevolence) values of an organization were found to have a positive relationship with the perceived role that humanity and convention (risk aversion or compliance) values played in business purchase decisions. Perceived purchase function formalization within buying organizations was also found to have a positive relationship with the perceived role of humanity, bottomline and convention values played in business purchase decisions. Research limitations/implications: The study drew a relatively small convenience sample from a single industry association/country with a low response rate. It used the perceived role of values instead of behavioral intention or actual behavior to measure business purchasing behavior. McDonald and Gandz’s (1991; 1993) list of values may be more suitable to measure OV than PV. The study only considered the buyer side of purchase decisions and values to have positive characteristics. Practical implications: Buying organizations may consider formalizing their purchase functions, clarifying their humaneness/benevolence and risk aversion/compliance values to their employees and vendors and incorporating them in the purchasing criteria/process. Similarly, selling organizations may benefit from considering these values of customers to position their products and services for better sales outcomes and business relationships. Originality/value: The study explores the role of values in business purchase contexts by proposing and testing a theoretical framework. The study has implications for practitioners and academics in the field and identifies several areas for future research.	en_US
dc.description.peer-review	Yes	en_US
dc.identifier.citation	Anwer, E., Deshpande, S., Derry, R., & Basil D. Z. (2020). The value of values in business purchase decisions". Journal of Business & Industrual Marketing, 35(8), 1323-1334. https://doi.org/10.1108/JBIM-03-2019-0111	en_US
dc.identifier.uri	https://hdl.handle.net/10133/5856
dc.language.iso	en_US	en_US
dc.publisher	Emerald Publishing	en_US
dc.publisher.faculty	Dhillon School of Business	en_US
dc.publisher.institution	University of Lethbridge	en_US
dc.publisher.url	https://doi.org/10.1108/JBIM-03-2019-0111	en_US
dc.subject	Business purchase decisions	en_US
dc.subject	Organizational buying
dc.subject	Business purchasing
dc.subject	Industrial purchasing
dc.subject	Industrial buying
dc.subject	Organizational values
dc.subject	Values-congruency
dc.subject.lcsh	Industrial procurement
dc.subject.lcsh	Purchasing
dc.subject.lcsh	Business ethics
dc.subject.lcsh	Organizational behavior
dc.title	The value of values in business purchase decisions	en_US
dc.type	Article	en_US