*Dr. Kunal R Joshi
Email: krj.academics@gmail.com; ORCID:0000-0002-7653-8080
Abstract
There have been continuous discussions on what could be the most important factor that influence organizational buying behaviours. While the ongoing debate of business and personal relationships versus capabilities of vendor and their relative importance is always observed for winning Business deals. We now need to consider how much each of these can also exert influence on Business buying decisions when purchase process or Process orientation is the ruling factor in client purchase decisions.
Supply chain functions are evolving and are digitizing along with business processes. Technology is playing a vital role in digitizing every process of businesses. This is enabling transparency in every process with the reduction in manual interventions. Purchase functions are also getting rapidly digitized. Artificial intelligence (AI) is also adding value to the digitizing processes.
Large organizations look forward to Vendor programs and run an exhaustive vendor selection and qualification process. They are receptive to digitization process. And businesses and purchase processes are getting digitized with tech tool and AI adoption.
Keywords: IT/Ites, Finance, Personal relationships, contracts
Citation of this paper: Joshi, K. R. (2025). Emergence of process factors for winning business deals amidst the eternal debate on personal relationships versus supplier capability for winning client contracts. VLEARNY Journal of Business, 2(1), 49–56. https://doi.org/10.5281/zenodo.14873979
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VLEARNY Journal of Business
2 (1) 2025, 49-56, https://vlearny.com/journal/
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