Concepedia

Supplier Negotiation

Supplier Negotiation is a strategic procurement activity within retail buying that involves the formal discussion and agreement process between a retailer and a supplier to determine favorable terms for product pricing, quality, delivery, and other contractual conditions, distinguishing it from routine purchasing by its focus on mutual compromise and value optimization.

165

Publications

7.5K

Citations

370

Authors

224

Institutions

Publications per year

2017–2026

34

Parents

Children

Publications

165

An Exploratory Study of the Introduction of Online Reverse Auctions

Sandy D. Jap · Journal of Marketing · 2003 · 261 citations

, , +17

Adaptive Behavior in Buyer–Supplier Relationships

Ross Brennan, Peter W. Turnbull · Industrial Marketing Management · 1999 · 246 citations

, , +13

Supply Chain Relationships and Contracts: The Impact of Repeated Interaction on Capacity Investment and Procurement

Terry A. Taylor, Erica L. Plambeck · Management Science · 2007 · 220 citations · Full text

, , +17

Determination of paths to vendor market efficiency using parallel coordinates representation: A negotiation tool for buyers

Charles A. Weber, Anand Desai · European Journal of Operational Research · 1996 · 219 citations

, , +7

World‐Class Purchasing Skills: An Empirical Investigation

Larry C. Giunipero, Dawn H. Pearcy · Journal of Supply Chain Management · 2000 · 174 citations

, , +10

1–5 of 165

Authors

370

  1. LK
    Lutz Kaufmann

    WHU – Otto Beisheim School of Management, Germany

    8 publications · 436 citations

    8

    h-index

  2. CR
    Craig R. Carter

    Arizona State University, United States

    5 publications · 361 citations

    5

    h-index

  3. ST
    Stéphanie Thomas

    Georgia Southern University, United States

    4 publications · 191 citations

    4

    h-index

  4. TW
    T.N. Wong

    University of Hong Kong, Hong Kong SAR China

    4 publications · 185 citations

    4

    h-index

  5. QF
    Qi Feng

    Purdue University West Lafayette, United States

    3 publications · 63 citations

    3

    h-index

1–5 of 370

Institutions

224

  1. WHU – Otto Beisheim School of Management

    Vallendar, Germany

    8 h-index

    15 publications

    637 citations

  2. University of Hong Kong

    Pok Fu Lam, Hong Kong

    5 h-index

    9 publications

    391 citations

  3. University of Michigan

    Ann Arbor, United States

    5 h-index

    8 publications

    206 citations

  4. University of California, Berkeley

    Berkeley, United States

    5 h-index

    6 publications

    481 citations

  5. The University of Texas at Dallas

    Richardson, United States

    4 h-index

    4 publications

    67 citations

  6. Purdue University West Lafayette

    West Lafayette, United States

    4 h-index

    7 publications

    177 citations

  7. Arizona State University

    Tempe, United States

    4 h-index

    7 publications

    759 citations

  8. Georgia Southern University

    Statesboro, United States

    4 h-index

    9 publications

    613 citations

1–8 of 224

Venues

  1. International Journal of Production Research

    9 publications · 406 citations

    9

    h-index

  2. Journal of Supply Chain Management

    JSCM · 8 publications · 517 citations

    8

    h-index

  3. Management Science

    7 publications · 671 citations

    7

    h-index

  4. Production and Operations Management

    POMS · 6 publications · 152 citations

    6

    h-index

  5. 5

    h-index

1–5