Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior

Abstract

Purpose

The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed.

Design/methodology/approach

This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory.

Findings

This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed.

Originality/value

This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

Citation

Osmonbekov, T. and Johnston, W.J. (2018), "Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior", Journal of Business & Industrial Marketing, Vol. 33 No. 6, pp. 781-791. https://doi.org/10.1108/JBIM-10-2015-0190