Dynamics and dimensions pertaining to purchase of capital goods

This paper tries to explore the nuances of the purchase process of modular office equipments and tries to draw a distinction from all the other types of business to business sales/purchase processes. This is an exploratory study and the paper is based on the scientific observations been made by the author over his past 10 years of work experience with the modular office equipment industry in India. The detail gaps have been filled with the help of depth interviews with sales team members of modular office equipment manufacturers and architects from Delhi NCR. The paper explains that most businesses are largely dependent on their partner organizations, like the project management consultants, the architects and even to their vendors themselves, for adoption of a formal purchase process, citing the lack of knowledge and understanding as the basic reason for such a behavior. This paper tries to imply that all types of businesses, whether established or emerging, are adopting the use of partner organizations for their modular office equipment purchase decisions. It further likes to encourage researchers to explore a similar phenomenon in the human resource recruitment processes through campus placements or recruitment agencies. This paper tries to explain the increasing trend of outsourcing in the purchase processes by organizations to their partner organizations.