Purchasing/supply chain management flexibility: Moving to an entrepreneurial skill set

Abstract

Given the rapid changes in the business environment, purchasing and supply management (P/SM) professionals require a different skill set that emulates entrepreneurial behavior. The purpose of this exploratory study is to develop an initial framework for the skills required to attain P/SM flexibility (which we will refer to later as P/SM flexibility skill set). This skill set should provide the necessary flexibility to allow them to meet the challenges of the changing business environment. In this study, we define P/SM flexibility skills as the degree to which purchasers act entrepreneurially in managing risk, making decisions, planning, using interpersonal communication, applying influence and persuasion, being internally motivated, and finding creative solutions to business problems. Drawing on the results of four focus groups we conclude that the new P/SM skill set requires an entrepreneurial focus. The cluster analysis of the questionnaire administered to P/SM managers indicates that those who act more entrepreneurially possess skills that permit flexibility.