摘要:

A review of the concepts associated with organizational influence is presented; then this perspective is applied to the purchasing function. The conclusion is that purchasing managers’ organizational influence is a function of four types of power: (1) position, (2) expert, (3) resource, and (4) political power. Subsequently, five variables determine the extent to which these power bases may be used by purchasing managers. These variables are the industry, firm, department, CEO, and individual characteristics of the purchasing manager. Each of these power bases and variables are explored as they relate to purchasing managers. As a result of the analysis and discussion, five practical guidelines for increasing purchasing's influence are suggested.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00209.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

Win‐win negotiation and cooperative relations are popular concepts among many industrial buyers today. But companies accustomed to short‐term competitive relations with suppliers may find it difficult to adjust to the negotiation requirements of cooperative relations. If they fail to negotiate a high quality sustainable agreement, however, they may get locked into unproductive partnerships.This article applies a negotiation perspective to the challenges of establishing value‐chain partnerships with suppliers. The author argues that prenegotiation planning is critical for the establishment of a successful partnership, and he presents a framework for such planning. The article points to critical dilemmas in negotiating complex cooperative relationships with suppliers, discusses steps in planning for such negotiations, and examines procedural issues regarding the interaction with suppliers.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00210.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

A successful path to purchasing negotiation often hinges on a buyer's ability to gain relative bargaining strength. Unfortunately, the establishment of a strong bargaining position for a buyer is not a simple matter because of the multitude of factors affecting the buyer's negotiation leverage. To help purchasing professionals develop more effective negotiation strategies, this study empirically identifies key factors affecting the bargaining position of purchasing professionals and their subsequent impact on negotiation outcomes.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00211.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

Many suppliers are selectively using activity‐based costing (ABC) in their pricing determinations. Since price is often used as one of the major criteria when purchasing professionals select suppliers, understanding ABC and its use in pricing are important to purchasing managers.This article discusses how ABC differs from traditional costing (TC). These differences are illustrated through the use of an example. Finally, implications are drawn with respect to how purchasing managers might collect and use ABC data in dealing with suppliers.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00212.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY

摘要:

Predrafted, international contracts presented on a “take it or leave it” basis can present a dilemma to a non drafting party who is under economic pressure to sign the contract, but who may lose certain legal rights by doing so. The law's evolving position on this dilemma is discussed, and recommendations for purchasing professionals are presented.

ISSN:0022-4030    

DOI:10.1111/j.1745-493X.1995.tb00213.x

出版商:Blackwell Publishing Ltd    

年代:2006

数据来源: WILEY