Purpose – The purpose of this paper is to develop theory on effective buyer‐seller interaction for different types of business services. A classification of business services which identifies four service types based on how they are used by the buying company is used....

Purpose – This paper aims to uncover the specific difficulties associated with buying services and proposes a structured purchasing process which can help organisational buyers to overcome the problems associated with services purchasing. Design/methodology/approach – The authors investigate...

Purpose The purpose of this paper is to analyze the role of uncertainty in purchasing and supply management, and the changes of this role over time. Design/methodology/approach The paper is based on a literature review of the development of purchasing and supply management over time and how...

Purpose – The purpose of this paper is to develop a set of nine hypotheses linking four purchasing and supply management (PSM) practices directly to purchasing performance and indirectly to financial performance. Design/methodology/approach – The authors collected data in a global...

Purpose – The paper aims to empirically validate a recently developed typology to demonstrate that services that are similar in terms of technical content, but different with regard to how they are used by the buying company, require different buyer-supplier interaction processes....