This thesis has developed a brief history of purchasing education as it relates to the National Association of Purchasing Management (N.A.P.M.). Specific attention has been given to the curricula for purchasing management developed by the N.A.P.M. and the University of Wisconsin Bureau of Business Research.The study also described the educational background of a sample of purchasing practitioners, members of the N.A.P.M. in Central Indiana. The educational backgrounds were explored in terms of both level of education in years and content of education as related to a list of specific courses from the N.A.P.M. and University of Wisconsin Curricula.Likewise, the study has explored the educational needs of the sample by determining the specific courses that are and that would be most valuable to the practitioner in his present purchasing position. In addition, the thesis has determined the job position levels of the sample, based on job titles. The educational background of the sample within each job position level was determined. The educational needs at each job position level were also described.

Thesis (Ph. D.)--Virginia Polytechnic Institute and State University, 1994. / Vita. Abstract. Includes bibliographical references (leaves 219-227). Also available via the Internet.

This research addresses the question of whether there are personal characteristics of purchasing managers that lead them to make decisions regarding buyer-seller partnerships, and supplier sourcing in particular, that may be suboptimal, therefore affecting the performance of the firm. This question warrants study due to the current business environment, in which business firms have been entering into both formal and informal buyer-seller partnerships as a means of surviving in a highly competitive environment.

This study investigated the relationship between certain biographical and personality characteristics and decision-making ability of purchasing personnel as measured by the results achieved in a complex management game.

This research explores the process by which individual buying decisions are modified as a result of group discussion to arrive at a buying center decision. Existing evidence shows that, in some cases, group decisions are more cautious than those of individuals while in other situations they are more risky. The objective of this paper is to examine how individual buying center member choices are formed, how these choices and preferences are influenced by group discussion, and how the purchase decision context influences the riskiness of individual versus group purchasing discussions. One of the key concepts from prospect theory that guides an individual buying decision is the decision frame. However, little is known about how the decision frame of multiple individuals coming together to discuss a decision issue affects the group's overall decision. This research develops a model which describes (1) how an organizational buyer's individual choice is formed, (2) how the influence processes that transpire during buying center discussion changes those choices resulting in a different buying center choice, and (3) explores how the purchasing context may impact these processes. The model was tested in two controlled laboratory experiments in which 256 undergraduate business students made supplier selection decisions both individually and in groups based on information contained in four hypothetical procurement scenarios. The results were analyzed using a partially confounded experimental analysis of variance procedure and a series of t tests which tend to provide Support for the model. Specifically, the findings suggest that the decision frame used by individual buyers combined with group influence affects buying center choices. However, contrary to the predictions offered by prospect theory, when decision were framed as a gain, buyers selected the risky supplier and when decisions were framed as a loss, buyers selected the cautious supplier. For this study, no evidence was found to support the notion that group discussion intensifies the effect of the decision frame. Finally, whether the procurement is goods- or service-based seems to impact the effect of influence on the polarization of the buying centers choice. / Ph. D.

國際貿易對臺灣經濟有著舉足輕重的影響力，然而隨著貿易商競爭越發激烈以及去中間化之議題逐漸興起，臺灣的貿易商為了提升競爭力逐漸轉型，使自身企業之價值更加提升。貿易商轉型後之角色，以銷售代理商為被學者探討最多之主題，研究者認為採購的角色也是交易不容忽視的另一方，因此本研究以國際採購代理商為研究主題，探討採購代理商如何保有競爭力，吸引客戶與其合作，以及如何在與客戶合作時發揮中間商之功能與價值。 　　本研究之研究問題為：「哪些因素會影響國際採購代理商與客戶合作之內容?」，經過文獻探討及研究者之採購經驗歸納，本研究整理出五類因素影響採購代理商與客戶之合作內容：(1)外國客戶之合作動機；(2)外國客戶之策略與資源；(3)採購代理商之策略與資源；(4)採購代理商與外國客戶之合作成果；(5)採購代理商與外國客戶之合作關係。本研究以個案研究法進行研究，並搜尋次級資料及實際訪問採購代理商與採購協會來進行個案分析及整理，進而提出結論與建議，期望本研究結果對於採購代理商之業者及欲轉型為採購代理商之業者具參考價值。 　　透過資料蒐集及個案訪談之結果，本研究之研究結果支持研究初期所設計之研究架構。外國客戶之合作動機、外國客戶之策略與資源與採購代理商之策略與資源會影響雙方之合作內容與方式，合作之結果有可能是好的或不好的，也有糾紛發生的情形，這些合作結果會影響雙方之合作關係，而關係的強化、弱化會影響下次的合作內容，或是產生停止合作的結果。本研究依據研究發現，整理五類因素之內容，以供業者參考。本研究建議業者須發展企業自身之獨特核心資源，並建立與客戶及供應商夥伴關係，以持續保有自身之競爭力。 / International trade has decisive influences over Taiwan’s economy. As competition between traders has become more intense, and companies are taking consideration about disintermediation, Taiwan’s traders need to transform themselves to enhance their values and strengths for competiveness. Sales agents are the most popular role for this kind of research topic; however, the author thinks purchasing agents are also important. This research aims at studying how international purchasing agents remains their competitiveness to attract their clients and display their functions and values as middlemen. The research question is “How purchasing agents cooperate with their clients?” According literature review and purchasing experience from the author, the research summarizes five cooperation influential factors between purchasing agents and clients: (1) incentives for clients working with purchasing agents, (2) strategies and resources of clients, (3) strategies and resources of purchasing agents, (4) results of cooperation between purchasing agents and clients, and (5) relations between purchasing agents and clients. The research used case study method with collecting information and visiting target companies and institute to analyze and organize summery along with suggestion. The purpose of the research is giving valuable reference for purchasing agents and those who will become purchasing agents. After analyzing related information and visiting target companies and institute, the result of the research supports the research framework. Incentives for clients working with purchasing agents, strategies and resources of clients and strategies and resources of purchasing agents influence ways and contents of cooperation between two parties. Results of cooperation may be positive or negative, and even disputes can occur between two parties. These results will strengthen, weaken or even end cooperative relationship between purchasing agents and clients. According to research findings, the author summarizes contents of five cooperative influential factors between purchasing agents and clients for reference. The research suggests purchasing agents should develop their core resources and built up relations with clients and suppliers for maintaining their competitiveness.