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

6 Scopus citations


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.

Original languageEnglish (US)
Pages (from-to)781-791
Number of pages11
JournalJournal of Business and Industrial Marketing
Issue number6
StatePublished - Jul 2 2018



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

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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