Les déterminants de la performance de la fonction achat industriel : définitions, tests et implications
Résumé
This study shows that skill, instrumentality, effort and role clarity are the antecedents of the buyer's function performance. The intention to leave the company is one of its consequences whereas the job satisfaction is not directly connected with their performance. The level of formalization of the company's activities and the exchange relations moderate the relationship between the antecedents and their performance. The results will give the companies the opportunity to evaluate in a better way the buyer's function to have the elements for managing buyer-seller relationships and the elements to improve the company's global performance. They imply that to improve the performance, the manager will associate the buyer to the plan's elaboration and achievements of the company. He must also build an environment which avoids conflicts.