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Supply Management Research pp 55–80Cite as

Die Beschaffung komplexer Lösungen: Eine experimentelle Analyse der Entscheidungen unter Berücksichtigung ihres Erfahrungshintergrundes

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Abstract

Aktuelle Untersuchungen zu Entwicklungen innerhalb des Maschinen‐ und Anlagenbaus berichten von einer stark wachsenden Nachfrage nach komplexen Lösungen. Diese Lösungen bestehen aus industriellen Produkt‐Service‐Systemen (Industrial Product‐Service‐System, IPS²) und ergebnisorientierten Vergütungsmodellen (Performance‐based Contracting, PBC). Abnehmer versprechen sich von einer komplexen Lösung Kosten‐ und Leistungsvorteile. Die Einkaufsorganisationen der Abnehmer stehen jedoch vor der Herausforderung, die Beschaffung von komplexen Lösungen zu meistern. Vor allem eine Neukaufsituation birgt Unsicherheiten in der Entscheidungsfindung des Einkaufs. In diesem Beitrag wird die Entscheidungssituation bei der Beschaffung von komplexen Lösungen in einer Neukaufsituation experimentell untersucht. Ziel ist es, die verschiedenen Einflussfaktoren auf die Einkaufsentscheidung und deren Gewicht zu bestimmen. Die Ergebnisse aus 1.336 untersuchten Einkaufsentscheidungen zeigen, dass Referenzen des Anbieters und der Umfang der Lebenszykluskosten den größten Einfluss auf die Entscheidung haben. Zudem beeinflussen eine ergebnisorientierte Vergütung und die Ausgestaltung der Verantwortung die Wahl des Einkäufers. Daraus ergeben sich Implikationen für die Informationsbereitstellung in der Ex‐ante‐Vertragssituation.

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Authors and Affiliations

  1. Institut für Management marktorientierter Wertschöpfungsketten, Universität der Bundeswehr München, Werner-Heisenberg-Weg 39, 85577, Neubiberg, Deutschland

    Jeff Elmazoski & Dr. Andreas H. Glas

  2. Univ der Bundeswehr München, Neubiberg, Deutschland

    Michael Eßig

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  1. Jeff Elmazoski
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  2. Dr. Andreas H. Glas
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  3. Michael Eßig
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Editors and Affiliations

  1. Universität Mannheim, Mannheim, Germany

    Christoph Bode

  2. Universität Würzburg, Würzburg, Germany

    Ronald Bogaschewsky

  3. Univ der Bundeswehr München , Neubiberg, Germany

    Michael Eßig

  4. Technische Universität Dresden , Dresden, Germany

    Rainer Lasch

  5. Universität St. Gallen, St. Gallen, Switzerland

    Wolfgang Stölzle

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Elmazoski, J., Glas, A.H., Eßig, M. (2017). Die Beschaffung komplexer Lösungen: Eine experimentelle Analyse der Entscheidungen unter Berücksichtigung ihres Erfahrungshintergrundes. In: Bode, C., Bogaschewsky, R., Eßig, M., Lasch, R., Stölzle, W. (eds) Supply Management Research. Advanced Studies in Supply Management. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-18632-6_4

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