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Motivating the Purchasing Professional
Author(s) -
Pagell Mark,
Das Ajay,
Curkovic Sime,
Easton Liane
Publication year - 1996
Publication title -
international journal of purchasing and materials management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.75
H-Index - 92
eISSN - 1745-493X
pISSN - 1055-6001
DOI - 10.1111/j.1745-493x.1996.tb00283.x
Subject(s) - purchasing , function (biology) , key (lock) , asset (computer security) , compensation (psychology) , competitive advantage , business , work (physics) , knowledge management , marketing , computer science , engineering , computer security , psychology , mechanical engineering , evolutionary biology , psychoanalysis , biology
Recent interest in purchasing as a key strategic function has led to numerous articles that describe programs or technologies that can be implemented to help a firm achieve a competitive advantage through the sourcing function. What is lacking is work that focuses on the people who will implement these programs. This article deals with motivating the purchasing professional to acquire and use the skills necessary to make the function a strategic asset to the firm. A model for motivating skill acquisition and use through measurement systems, compensation systems, and the interaction of both is developed and then empirically tested.