Information reception and processing in purchasing. A comparison of public and private sector purchasing

Abstract

Among the required skills of purchasers, communication is one of the most frequently mentioned ones. Information reception and processing are important elements of this skill. This paper focuses on how and through what channels purchasers process inputs and how they understand them. The literature revealed that there are differences in tasks between the two sectors, but differences in communication have not yet been addressed. Based on a survey among purchasers, the paper finds private sector purchasers tend to be more creative, more open to teamwork and more visual, while public purchasers tend to focus on facts and on proved solutions. Furthermore, they are more verbal than private sector purchasers. The results indicate that differences between private and public purchasing cultures stem from the task features of the two sectors, and from different personal skill sets. The results have strong relevance for organisations focusing on the training of purchasers.