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Purchasing category management teams: Generic dilemmas, sensemaking and coping

From: 20 Nov 2019 - 12:45 To: 20 Nov 2019 - 14:00

Purchasing category management teams: Generic dilemmas, sensemaking and coping

Professor Poul Houman Andersen from the Department of Business and Management, Aalborg University, Denmark, will be the guest speaker as part of the Lunchtime Research seminar series.

The Department of Management & Marketing proudly host this research event.

  Date Wednesday, 20th November 2019

 1pm to 2pm (Lunch available beforehand at 12.45).

 Venue  O’Rahilly Building, Room 3.26 (ORB 3.26)

(Lunch available beforehand at 12.45 in Social Area B on the 2nd Floor of the ORB)

 RSVP  All welcome to attend. Please RSVP to for catering purposes by 1pm Friday 15 November


Category management is an increasingly common practice for supporting corporate synergies across business units and strengthen the strategic focus and importance of purchasing.

By involving different functions and stakeholders throughout the organization, category management provide a response to the call for both integration and adaptiveness to local operational conditions. However, implementing purchasing category management teams (PCMTs) also entails managerial dilemmas.

A dilemma describes a situation where a choice has to be made between two or more equally desirable alternatives and where there is no clear-cut procedure for making that choice.

In this paper we explore further how these dilemmas impact on PCMT practices. We utilize the sensemaking approach to explore how PCMTs create workable certainties and select coping practices in order to deal with emergent ambiguity. We want to focus on two issues. What dilemmas do PCMTs face in executing category management strategies and how do category teams make sense of and cope with these dilemmas?

Speaker Biography

Poul has a background in International Business, but in recent times, is broadly interested in research topics that relates to the organizational processes in relationships and business networks. In particular, Poul has an interest in innovation processes and how this impacts on the alignment of intra- and inter-organizational resources and activities. He has published his research in supply chain, IB, marketing and strategy journals.).


Upcoming sEMINARS

Please note that Prof Kate Kenny, Professor of Business & Society at the J.E. Cairnes School of Business at NUI Galway will deliver a research seminar entitled: ‘Speaking out: Affect theory and organisational resistance’ at 1pm on Wednesday, 29th January 2020.


All welcome to attend.  Please RSVP by Friday 15th November to for catering purposes


Photo by You X Ventures on Unsplash