Abstract
Aims: identify and explain purchasing-oriented patterns in Small and Medium Sized Enterprises (SMEs)
via case study research.
Scope: Using a conceptual framework and empirical research this article proposes a series of
purchasing-oriented patterns in SMEs. These patterns align activities to achieve the SMEs proposed
value proposition towards customers and activities to purchase resources needed for realizing the value
proposition.
Structure: This paper introduces the research topic. It discusses a conceptual framework and theory. It
then continues with the methodology to collect and analyse case study data and describes empirical
finding. It discusses these findings related to the framework and literature and ends with summarizing
first conclusions.
Conclusion: The SMEs in the dataset use four types of purchasing-oriented patterns related to their
customer value propositions These SMEs can strive for low transaction costs can but invest in extrinsic
product attributes to realize their value proposition. Both the transaction cost theory and the resource
based view help to explain the purchasing-oriented patterns. Further research is needed to strengthen and
validate findings.
