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Sources of purchasing managers' influence within the organization.
While most firms think that the purchasing function is important in their operations, many do not consider the function to be a major contributor in most business decision making.[1] For example, a survey of 210 organizations found that although the purchasing function can influence at least 18 key decision issues in the organization, in only 6 of these issues did a majority of the purchasing functions report having total responsibility.[2] This indicates that while purchasing managers can contribute in unique ways to an organization, they are not perceived as influential by other functions and by top management. In view of the critical role the purchasing function can play in providing an organization a sustainable competitive advantage, an effort must be made to understand how purchasing managers can increase their influence in the organization. Although the importance of influence for the purchasing manager has long been recognized, the matter of sources of influence for purchasing has not systematically been analyzed.[3]
The purpose of this article is threefold. First, it explores existing literature on sources and kinds of power and influence in organizations in general. Second, since most of this literature does not deal directly with the purchasing function, this study then analyzes the general understanding of power and influence in the specific context of a purchasing manager. Finally, a set of recommendations is developed for purchasing managers to use in increasing their influence in their organizations.
POWER AND INFLUENCE - A THEORETICAL BACKGROUND
To thoroughly understand the power and influence of purchasing managers, it is helpful to review a theoretical perspective of these concepts. Accordingly, a definition is presented and then characteristics and sources of power are reviewed.
Definition of Power/Influence
Power has been defined as the capability of one social actor to overcome resistance in achieving a desired objective or result.[4] Operationally speaking, power has been defined as "the capacity to effect organizational outcomes."[5] These definitions incorporate the notions of "influence," since one can influence some outcomes or somebody only if one has some kind of power over some people. Hence, many scholars do not find the distinction between power and influence particularly useful.[6] In this discussion, therefore, the terms are used interchangeably.
Characteristics
- Detecting cylinder position.(Power Tools)
- Magazine article from: Assembly January 1, 2004 700+ words
Rod-style cylinder transducer has four programmable set point outputs for detecting end-of-stroke or any position in between the end points. The four outputs of the ProSet4, combined with four modes of operation, allow sophisticated motion control without the need for continuous position feedback.
- UPS with multi-position power distribution unit.
- Magazine article from: Control Engineering October 1, 2008 700+ words
Staff Pulsar M uninterruptible power supplies (UPSs) from Eaton Corp. reportedly...adaptable, multi-position, hot-swappable power distribution unit (FlexPDU) for adding...upgraded without interrupting the supply of power. The 2200 and 3000 VA models feature multiple...
- FlipChip appoints Crayon to VP position.(Power People News)
- Magazine article from: CircuiTree April 1, 2007 700+ words
Phoenix -- Marcus Crayon has been named vice president quality for FlipChip International's semiconductor wafer scale packaging and bumping business in Phoenix, replacing Terry Lubsen, who is retiring. Crayon brings over 16 years of quality management, reliability, and continuous improvement in
- Re(in)forming the conversations: student position, power, and voice in teacher...
- Magazine article from: Radical Teacher Cook-Sather, Alison September 22, 2002 700+ words
...various ways the standard distribution of power in education. First, we wanted to disrupt...are taught, and we wanted to alter the power dynamics that usually inform that teacher...each component works against the larger power dynamics the project aims to disrupt...
- Power.org Selects IEEE-ISTO as Management Partner; Group Aims to Position Power...
- Press release article from: Business Wire December 1, 2005 700+ words
PISCATAWAY, N.J. -- Today Power.org(TM), a collaborative community and standards trade group focused on making Power Architecture(TM) technology the preferred...for day-to-day management support. Power.org joins a growing number of trade groups...
- Power dynamics: managers' power and perception of their subordinates' behaviour.
- Magazine article from: Journal of Academy of Business and Economics Singh, Shailendra January 1, 2004 700+ words
...1961) talked about two kinds of power: position power and persona/power Position power refers to ability to induce or influence others...1959) legitimate power can be considered position power. Employees obey the orders of those who have...
- The seven power bases. (Manager's Workshop) (Column)
- Magazine article from: Modern Machine Shop Dorgan, William J., III August 1, 1994 700+ words
...traditionally relied on two forms of power: position power and personal power. Position power comes not only from the organizational office...authority and responsibility down to them. Position power flows downward in an organization. It can...
- Are you a born leader? (column)
- Magazine article from: National Petroleum News Forbes, Paul M. October 1, 1991 700+ words
...Personal power is based on love; position power is based on fear. Individuals...because of their position have position power. Tiny tots have personal power...Having designated authority or position power on the job can make us impatient...
