Abstract
All suppliers are not created equal. They vary depending on their capabilities, experience and strategic focuses (Jeffrey H. Dyer and Nile W. Hatch, Using supplier networks to learn faster, MIT Sloan Review, Spring 2004, Vol. 45, No. 3). This represents another challenge when having to identify, select and formulate negotiation terms with the suppliers. This chapter presents the framework for determining appropriate number of suppliers, approaches for choosing suppliers and negotiation focuses.
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Notes
- 1.
Jefrey H. Dyer, Doug Sung Cho, and Wujin Chu, Strategic Supplier Segmentation, California Management Review, Vol. 40, No. 2, Winter 1998.
- 2.
Jim Morgan, Just How Good a Customer are You? Purchasing, November 19, 1998.
- 3.
Jonathan Hughes, Turn Your Suppliers into Cost-Cutting Allies, Harvard Business School Publishing Corporation, 2005.
- 4.
Kalman I. Perlman, Handbook of Purchasing and Materials Management, Probus Publishing Company, Chicago, Illinois, 1992.
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Parniangtong, S. (2016). Strategic Sourcing: The Supplier Strategy. In: Supply Management. Management for Professionals. Springer, Singapore. https://doi.org/10.1007/978-981-10-1723-0_5
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DOI: https://doi.org/10.1007/978-981-10-1723-0_5
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