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Vol.2 , No. 3, Publication Date: Aug. 23, 2017, Page: 16-27
 also affect industrial buyer performance (social statistical and financial 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 dealers 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 revealed that only purchasing latent atmosphere significantly and directly affects buyer performance. However, with the moderating effect of buyers’ adaptation, both latent atmosphere and risk significantly affected buyer performance-social satisfaction. This study serves as a reference for understanding whether adaptive procurement affects buyer performance in a constantly changing market environment. In addition, this study can help suppliers further understand buyers’ main concerns during the procurement process.&picture=http://www.aascit.org/aascit/decorators/img/journal/926.jpg)
| [1] | Yin-Chi Huang, Program of Business, Feng Chia University, Taichung, Taiwan, China. |
| [2] | Shih-Kuan Chiu, Program of Business, Feng Chia University, Taichung, Taiwan, China. |
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. However, procurement situations (latent atmosphere and risks) also affect industrial buyer performance (social statistical and financial 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 dealers 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 revealed that only purchasing latent atmosphere significantly and directly affects buyer performance. However, with the moderating effect of buyers’ adaptation, both latent atmosphere and risk significantly affected buyer performance-social satisfaction. This study serves as a reference for understanding whether adaptive procurement affects buyer performance in a constantly changing market environment. In addition, this study can help suppliers further understand buyers’ main concerns during the procurement process.
Keywords
H-Beam, Steel Constructor, Latent Atmosphere, Adaptation, Buyer Performance
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