Prospective du métier des Acheteurs: Quels profils pour les acheteurs de demain ?

N. Merminod and A. Bichon
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N. Merminod: CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique
A. Bichon: CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique

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Abstract: Traditionally, buyers' profiles are based on the characteristics of the purchasing goods and the nature of the vendors market. The purchasing process is however never only done by the professional buyer because it results from interactions of purchasing department with other functions. This observation, made 70 years ago in marketing industry (Webster and Wind, 1972), is surprisingly rarely taken into account in the definition of buyers profiles. However, these interactions will increase in the future due to evolutions both in the tasks entrusted to buyers (intervention in the new product development teams, etc.) and in the boundaries of their function (intervention in purchasing families which have been so far left to the hands of internal customers, such as procurement of temporary labour). The objective of this paper is to identify, in a forward-looking vision, why and how to take into account this internal environment in the definition of buyers profiles. Firstly, the changes which will affect purchasing function will be presented. Secondly, a matrix will be proposed in order to identify four types of internal relations. Thirdly, we will suggest a methodology to identify future buyers' profiles.

Keywords: buyers; skills; profiles; internal customers; purchasing matrices; profils; matrice achats; acheteur; compétence; client interne (search for similar items in EconPapers)
Date: 2008
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Published in 2008, 20 p

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