What You See Is What You Get

Author(s):

Mary Lu Harding
Mary Lu Harding, Principal, Harding & Associates, 802/453-5379; harding@sover.net

91st Annual International Conference Proceedings - 2006 - Minneapolis, MN

Abstract

How purchasing is viewed at the executive level of an organization determines not only executive decisions, but also behavior on the front lines. Executive views can be explicitly stated or hidden assumptions. They have power in either form. This paper describes some of those visions and their consequences for the organization.