Abstract
An ethnographic approach was used to develop flow diagrams of the information processes and decision making stages of corporate and plant purchasing personnel in developing corporate purchasing agreements with suppliers. Participant observations of the processes used to develop corporate purchasing agreements were conducted along with extensive personal interviews of plant buyers at seven plant locations of Epsilon Corporation-a multinational electronics firm with headquarter offices in New York City. The results indicate that valid and useful descriptions can be provided of the information processes and decisions actually used to produce corporate purchasing agreements. Several diagnostic comments are provided to each of the four phases in the processes used to develop corporate purchasing agreements.
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