Principally concerned with the manner in which different types of personnel in the organisational structure approach purchasing decisions. States that the fact that industrial purchasing decisions are seldom made in a coldly logical fashion is becoming increasingly accepted. Examines some...

The concept of exchange is considered and the insights that this provides are combined with Day’s concept of customer value equations to propose that there is also a need to evaluate the supplier’s value equation. Examples of how both customer and supplier value equations might be used by a...