Contribution to Industrial Buyer Behavior Model: An Empirical Research

Today’s businesses experience many uncertainties in their internal operations and environments. Manufacturing flexibility is an excellent response to these uncertainties. Volume, modification, mix, expansion flexibilities are the manufacturing that look for when they select suppliers. In parallel, often used as a supplier selection criterion literature. The decision strategic issue today’s typical company highly dependent on its suppliers procure raw materials parts. Sound leads competitive advantage because it related positive relationship between buyer reciprocal improvement of performance trust both parties. However, literature review this study showed need more empirical work among types flexibilities, selection, improvement, long-term relationships, trust. order fill gap area, data was collected from 148 automotive companies operating Turkey. For collection, industry chosen subjected due connections other industries. were then analyzed using structural equation model. results significant selection. Also, relationships found performance, Mediation indirect effect analysis also conducted. Long-term fully mediated An found. expected contribute Sheth’s buyer-behavior model by introducing flexibility, relationship, study’s findings assist executives making informed decisions concerning depending level demand suppliers,