Purchasing's Internal Service Performance: Critical External and Internal Determinants


  • Lawrence D. Fredendall is an associate professor in the Department of Management at Clemson University in Clemson, South Carolina.

  • Christopher D. Hopkins is an assistant professor in the Department of Marketing at Clemson University in Clemson, South Carolina.

  • Amit Bhonsle is a graduate research assistant at the Center for Engineering Logistics and Distribution in the Department of Industrial Engineering at the University of Arkansas in Fayetteville, Arkansas.


This article examines the importance of purchasing's level of internal and external cooperation on its internal service performance and how leadership influences both internal and external cooperation. Results found that visionary leadership increases purchasing's internal and external cooperation, which in turn improves purchasing's internal service performance. The data were obtained from a survey of 2,500 Institute for Supply Management members, and were analyzed using structural equation modeling. The implications for practicing managers and for future research are discussed.