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The term purchase class framework or English Buyclass Framework designates a classification of different procurement situations in an enterprise in the management economics.
History
It was developed 1967 by Robinson, Faris and wind, why this concept is common also under the term RFW Framework. 1987 were empirically tested it by Anderson, Chu and Weitz at two large-scale enterprises. In the organisationalen purchase behavior (English organizational buying behaviour) the Buyclass Framework plays an important role. The model is used because of the general validity and simplicity for purchase processes in industrial companies.
Constellations
| Procurement situation | Newness of the problem | Need for information | Alternative search |
|Neue task
| highly | very highly | important |
|Modifizierter repurchase
| means | means | to limited extent |
|Routineeinkauf
| low | very low | is omitted |
The Buyclass Framework permits 27 possible constellations (3 x 3 x 3), whereby however only three procurement situations actually occurs, which with three variables are described:
- Newness of the problem: Is the purchase situation for the buyer how
- Need for information: Which quantity of information needs the buyer around a good decision to
- Alternative search: Which meaning is attached to all other
From this three procurement situations develop:
- New task: A new product or service is requested for the first time. These situations occur rather rarely, are however very risky and the decision as very important are regarded. Therefore the buyer has a high need for information and selects from several alternatives. The number of the participating persons at the decision-making process is very high. From the salesman one expects rather new solutions as economically favorable offers.
- Modified repetition purchase: Either it concerns here a new task the routine became or around a more highly classified routine purchase. Examples are delivery problems, new products, possible cost savings or quality improvement. The buyer must amend product specifications, prices or conditions as per contract or find new suppliers.
- Routine purchase: This purchase is the most frequent case and in an enterprise by the own purchase department is usually accomplished. An appropriate achievement and supply are important. The buyer ordered with the same supplier or selects another supplier from an existing Lieferantenkartei. From the salesman one expects rather antibugging as new solutions.
Criticism
- The organization according to product classes is ignored, indifference is accepted.
- Likewise quality and price remain unconsidered.
- Often the search for alternatives is determined also by personal and organizational factors. Buyers, who want to go around with complex decision-making processes, will consider only few alternatives.
- The importance of the purchase and the complexity of the procurement procedure are ignored. Thus the first purchase of bulbs more expenditure and care than the exchange of the entire vehicle fleet in an enterprise requires.
- The role of the novelty is overestimated during the process.
- It exists only a small number of empirical tests.
Improvements of the model
- Anderson, Chu and Weitz (1987) recommend a change of the past model. Their version consists only of the newness of the problem and the need for information. The alternative search is omitted, since it behaves in the reality differently than in the theory. As possible explanation for it they call the supplier loyalty - the alternative search is omitted then also in the situation of the newly task and the meaning of the procurement procedure neglected in the Buyclass Framework.
| Procurement situation | Newness of the problem | Need for information |
|Neue task
| highly | very highly |
|Modifizierter repurchase
| means | means |
|Routineeinkauf
| low | very low |
- Lehmann & O'Shaughnessy (1974) extended the model by the following four categories: Routine, process, solution and political problems.
Literature
- P J Robinson, C W Faris & Y wind: Industrial Buying and Creative marketing, Allyn & Bacon Boston 1967.
- Erin Anderson one, Wujin Chu & bar clay/tone Weitz: Industrial Purchasing: At Empirical evaluation OF the Buyclass Framework, journal OF marketing, volume. 51 (July 1987), 71-86 pdf
- Oskar green: Industrielle stock management, in: Schweitzer, Marcel (Hrsg.): Industrial company teachings, 2. Edition, Munich 1994, S.561-562. ISBN 3800617552
- Jagdish N. Sheth, Banwari Mittal: Customer Behavior - A Managerial Perspective, Forth Worth, TX 2003, ISBN 0030343364: Institution Customer Decision Making: Household, Business, and Government: Buying Behavior associated with buyclasses foil 26
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