| Summary: | 博士 === 逢甲大學 === 商學博士學位學程 === 106 === Although industrial and consumer markets are drastically different, industrial and consumer procurement teams both have the same objectives: to create profit, reduce costs, and fulfill buyers’ needs. Understanding customers’ buying behavior is crucial to organizational success. Most studies on industrial purchasing have described buyer performance through environmental, interpersonal, organizational, and personal factors. This study will focus on how buying situations and risks affect industrial buyer performance.
The steel suppliers have gradually lost their advantages because the country joined the Free Trade Organization and because of the emergence of the Chinese market. How suppliers can increase their competitive advantage in a constantly changing business climate is a crucial question. This study investigated on Taiwan H-beam supply chain, second-order dealer and end-users steel Construction Company as the research object. A total of 135 questionnaires were returned from employees in these construction companies. Four samples missed the deadline and one sample was incomplete, yielding 130 valid samples for the subsequent statistical analysis.
The results show that the latent atmosphere has a significant impact on supplier satisfaction, and procurement risk has a significant impact on firm performance. Adaption and complementary assets have an impact on supplier satisfaction or firm performance. However, the unilateral change of buyers or sellers cannot achieve “win-win” situation. Only by cooperation can a win-win situation be achieved. In addition to helping to understand buyers' purchasing and changing performance in a rapidly changing market environment, this study will help understand the performance of buyers. At the same time, suppliers are more aware of buyer procurement factors.
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