Today Buyers Meeting Point welcomes two guests from Wake Forest University: Dr. Jim Narus and Dr. Michelle Steward.

Dr. Jim Narus serves as a Research Fellow at the Institute for the Study of Business Markets at Pennsylvania State University and Dr. Michelle Steward is an Associate Professor at the School of Business at Wake Forest University. Back in December, they both joined me to talk about how the customer journey has changed because of the use of digital tools – and what that means for B2B procurement. Click here to listen to The Influence of the Digital Environment on Decision-making in Procurement on BMP Radio.

In this follow up interview we discuss:

How the inclinations of Baby Boomers, Generation Xers, and Millennials differ with regard to evaluating suppliers
How procurement reacts differently to positive and negative reviews and what difference the source of the review makes
Whether the growing reliance on external supplier feedback had led to a greater willigness on the part of procurement professionals to offer up their own review

Incorporating online supplier reviews and evaluations in procurement

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