Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior

Talaibek D Osmonbekov, Wesley J. Johnston

Research output: Contribution to journalArticle

Abstract

Purpose: The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed. Design/methodology/approach: This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory. Findings: This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed. Originality/value: This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

LanguageEnglish (US)
Pages781-791
Number of pages11
JournalJournal of Business and Industrial Marketing
Volume33
Issue number6
DOIs
StatePublished - Jul 2 2018

Fingerprint

Internet of things
Procurement
Organizational buying behaviour
Buying center
Organizational communication
Privacy
Design methodology
Communication
Security issues

Keywords

  • Buying center
  • Effectiveness
  • Efficiency
  • Internet of Things
  • Organizational buying behaviour

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

Cite this

Adoption of the Internet of Things technologies in business procurement : impact on organizational buying behavior. / Osmonbekov, Talaibek D; Johnston, Wesley J.

In: Journal of Business and Industrial Marketing, Vol. 33, No. 6, 02.07.2018, p. 781-791.

Research output: Contribution to journalArticle

@article{8bfe047d5787410194186a637e26e0e8,
title = "Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior",
abstract = "Purpose: The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed. Design/methodology/approach: This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory. Findings: This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed. Originality/value: This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.",
keywords = "Buying center, Effectiveness, Efficiency, Internet of Things, Organizational buying behaviour",
author = "Osmonbekov, {Talaibek D} and Johnston, {Wesley J.}",
year = "2018",
month = "7",
day = "2",
doi = "10.1108/JBIM-10-2015-0190",
language = "English (US)",
volume = "33",
pages = "781--791",
journal = "Journal of Business and Industrial Marketing",
issn = "0885-8624",
publisher = "Emerald Group Publishing Ltd.",
number = "6",

}

TY - JOUR

T1 - Adoption of the Internet of Things technologies in business procurement

T2 - Journal of Business and Industrial Marketing

AU - Osmonbekov, Talaibek D

AU - Johnston, Wesley J.

PY - 2018/7/2

Y1 - 2018/7/2

N2 - Purpose: The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed. Design/methodology/approach: This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory. Findings: This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed. Originality/value: This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

AB - Purpose: The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed. Design/methodology/approach: This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory. Findings: This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed. Originality/value: This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

KW - Buying center

KW - Effectiveness

KW - Efficiency

KW - Internet of Things

KW - Organizational buying behaviour

UR - http://www.scopus.com/inward/record.url?scp=85053425316&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=85053425316&partnerID=8YFLogxK

U2 - 10.1108/JBIM-10-2015-0190

DO - 10.1108/JBIM-10-2015-0190

M3 - Article

VL - 33

SP - 781

EP - 791

JO - Journal of Business and Industrial Marketing

JF - Journal of Business and Industrial Marketing

SN - 0885-8624

IS - 6

ER -