Adoption of electronic commerce tools in business procurement: Enhanced buying center structure and processes

Talai Osmonbekov, Daniel C. Bello, David I. Gilliland

Research output: Contribution to journalArticle

70 Scopus citations


Modern procurement is being shifted from paper-based, people-intensive buying systems toward electronic-based purchase procedures that rely on Internet communications and Web-enhanced buying tools. Develops a typology of e-commerce tools that have come to characterize cutting-edge industrial procurement. E-commerce aspects of purchasing are organized into communication and transaction tools that encompass both internal and external buying activities. Further, a model of the impact of e-commerce on the structure and processes of an organization's buying center is developed. The impact of the changing buying center on procurement outcomes in terms of efficiency and effectiveness is also analyzed. Finally, implications for business-to-business marketers and researchers are discussed.

Original languageEnglish (US)
Pages (from-to)151-166
Number of pages16
JournalJournal of Business and Industrial Marketing
Issue number2-3
StatePublished - Dec 1 2002



  • Internet
  • Purchasing

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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