Concepedia

Negotiated Purchasing

Negotiated Purchasing is a formal procurement method within organizational buying behavior in which buyer and seller engage in structured discussions to mutually determine the terms of a purchase, distinguished from routine or standardized purchasing by its emphasis on customized agreements, price deliberation, and contractual reciprocity.

12

Publications

609

Citations

28

Authors

27

Institutions

Publications per year

2017–2026

1

Variants

Negotiated Procurement

Parents

Publications

12

Purchasing Agents’ Use of Negotiation Strategies

Barbara C. Perdue, John O. Summers · Journal of Marketing Research · 1991 · 126 citations

, , +16

Contingent Claims Contracting for Purchasing Decisions in Inventory Management

Peter Ritchken, Charles S. Tapiero · Operations Research · 1986 · 111 citations · Full text

, , +17

Comparison of Three Strategies for Teaching Generalized Grocery Purchasing to High School Students with Severe Handicaps

John McDonnell, Robert H. Horner, Julie A. Williams · Research and Practice for Persons with Severe Disabilities · 1984 · 89 citations

, , +9

The Effect of Negotiation Practices on the Relationship between Suppliers and Customers

Thomas Atkin, Lloyd M. Rinehart · Negotiation Journal · 2006 · 59 citations

, , +15

Negotiating in service-oriented environments

Ahmed Elfatatry, Paul Layzell · Communications of the ACM · 2004 · 57 citations

, , +3

1–5 of 12

Authors

28

  1. WP
    William P. Gallé

    University of New Orleans, United States

    1 publications · 22 citations

    1

    h-index

  2. JA
    Julie A. Williams

    West Virginia University, United States

    1 publications · 89 citations

    1

    h-index

  3. JW
    Jackie Walters

    University of Johannesburg, South Africa

    1 publications · 16 citations

    1

    h-index

  4. JM
    John McDonnell

    University of Utah, United States

    1 publications · 89 citations

    1

    h-index

  5. LK
    Lutz Kaufmann

    WHU – Otto Beisheim School of Management, Germany

    1 publications · 14 citations

    1

    h-index

1–5 of 28

Institutions

27

  1. Indiana University

    Bloomington, United States

    2 h-index

    2 publications

    165 citations

  2. Herman Miller (United States)

    Zeeland, United States

    1 h-index

    1 publications

    36 citations

  3. Case Western Reserve University

    Cleveland, United States

    1 h-index

    2 publications

    222 citations

  4. Alexandria University

    Alexandria, Egypt

    1 h-index

    1 publications

    57 citations

  5. Saint Joseph's University

    Philadelphia, United States

    1 h-index

    1 publications

    39 citations

  6. The Ohio State University

    Columbus, United States

    1 h-index

    1 publications

    22 citations

  7. University of Southern Indiana

    Evansville, United States

    1 h-index

    1 publications

    39 citations

  8. Kelly Services (United States)

    Troy, United States

    1 h-index

    1 publications

    36 citations

1–8 of 27

Venues

  1. 3

    h-index

  2. 1

    h-index

  3. PubMed

    Repository · 1 publications · 19 citations

    1

    h-index

  4. 1

    h-index

  5. Operations Research

    1 publications · 111 citations

    1

    h-index

1–5