Is purchasing management to buying as marketing is to selling?
Ben M. Enis Ph.D., Samuel V. Smith Ph.D.
Journal of the Academy of Marketing Science · 1977 · Volume 5 · Issue 1
Abstract
This article examines the hypothesis that marketing concepts and techniques can be as useful to purchasing managers performing the buying function in the 1970s and 1980s as they were to advertisers and sales managers engaged in marketing in the 1950s and 1960s. Relevant concepts are briefly reviewed, and results of a survey of purchasing managers are reported. The data suggest the potential—but not actual—value of marketing-oriented thinking for purchasing managers.
Keywords
Marketing, Marketing Concept, Shortage Period, Purchasing Manager, Purchasing Function
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