摘要:

Partnerships between industrial buyers and industrial sellers are becoming more common in the United States. However, evidence suggests that many of these relationships do not reach their full potential because of actions taken or not taken by the partners. While some partnerships are doomed to failure from the beginning, many fail because the partners do not have a process established to maintain the relationship.This article offers a model for developing and maintaining buyer‐supplier partnerships. The development portion of the model consists of four stages: (1) buyer's expectations, (2) seller's perceptions, (3) mutual understanding and commitment, and (4) performance activity. However, certain problems in the performance activity stage can place the relationship in jeopardy and move the partnership to another stage: (5) corrective action. The model continues by illustrating three approaches to mitigate these performance problems and bring stability back to the relationship: (1) operational unilateral adjustment, (2) operational bilateral adjustment, and (3) managerial bilateral adjustment. The key to a stable, mutually beneficial buyer‐supplier partnership over time is understanding how problems may enter a relationship and how they can best be eliminated.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00203.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

One of the most controversial aspects of purchasing operations is proving cost reductions and cost savings. Target pricing and its adjunct, target costing, solve this problem. Coming from Japan where the concept is used extensively, these tools allow the buyer to set the price of materials—and using ESI and value engineering, the target price reduces the cost of materials in the product. In addition, other areas of waste are identified and eliminated.To reach this goal, it is necessary for the buyer to determine those areas in which price reduction must take place to meet the target without compromising the integrity of the product or the profitability for the supplier. This article defines target pricing and looks at options available to reduce product cost from the supplier. Target pricing and target costing are the concepts that operationalize the concepts of ESI, VE/VA, and partnering.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00204.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00205.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

Firms increasingly realize that dramatically changing market conditions require significant changes in their purchasing function. In more and more firms, purchasing is becoming proactive and strategically important. This phenomenon has been called “reverse marketing.” As the term implies, there are clear similarities with the marketing concept. This article explores the concept by describing how companies can implement reverse marketing by making use of wellknown marketing concepts and tools. A detailed description of a fictitious case illustrates how basic marketing principles can be used to achieve proactive purchasing.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00206.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

Purchasing professionals need a learning‐based orientation to meet their future challenges successfully. Learning‐oriented supply management organizations are more adaptive and receptive to both internal and external changes. This article identifies the tenets of learning‐centered procurement teams and suggests a framework for transforming these teams into learning entities.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00207.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

A number of attempts have been made to measure productivity and staffing needs within federal procurement offices. Previous attempts, however, have failed to adequately measure the relative (weighted) differences in both work tasks and staffing levels across offices examined.This research presents an analytical model for measuring the productivity across federal procurement offices by computing a workload index that weights the differences in work assignments and staff resources within each office examined. Through the systematic assignment of weights, the model, called the Workload Index Model, measures an office's relative productivity, given its relative staff resources. If certain assumptions can be made that generally apply across all federal procurement offices, then with the application of systematic weights, the relative productivity of an organization can be measured. The model therefore avoids the validity and reliability errors inherent in generally used unweighted performance indicators.The author tested the Workload Index Model by measuring the relative workload and staffing among ten decentralized research and development (R&D) contracting offices at the National Institutes of Health during the six‐year period of FY 1988‐1993. The results showed that, unlike previous attempts, the Workload Index Model produced systematic comparative analyses of relative productivity and staffing across the offices examined. Used with other performance indicators, the model represents a useful quantitative tool for federal, and perhaps private sector, procurement managers in developing productivity and staffing standards.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00208.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY