Achats et marketing. Une asymétrie d'interface

Philippe Portier, Catherine Pardo and Robert Salle

Revue française de gestion, 2010, vol. n° 205, issue 6, 97-117

Abstract: The discipline of purchasing is still looking for conceptual foundations. By going against numerous works that bring ?purchasing? and ?marketing? closer together, this article brings forward the concept of an interface asymmetry between the purchasing and the marketing situations. The purchasing function has to meet the specific needs of a company, and in doing so should be more inside the market than outside. Furthermore, the heterogeneous nature of these needs makes purchasing a challengeable intermediary between the company?s buying center and the suppliers, with an intermediation role playing essentially on prices due to volumes to purchase being given. Having forecast trends to address these specificities, the authors argue in favor of a specific future development for purchasing that takes into account the particular aspects of buying situations.

Date: 2010
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