Journal of Business and Industrial Marketing · 1992 · 50 citations · 3 references
ManagementOperations ManagementSupply Chain ManagementMulti-criteria Decision MakingSupplier Relationship ManagementSupply Chain Risk ManagementMulti-sourcing StrategySourcing Cost AnalysisSourcing Risk ManagementSourcing StrategySupplier Cost ManagementSupplier SelectionMulti-criteria Supplier SelectionMulti-sourcingMultiple Sourcing StrategySingle Sourcing ManagementSourcing Decision-makingSourcing Policy DesignSupplier Selection Under RiskSupplier Sourcing Strategy
Examines the combinations available to purchasers regarding the selection of suppliers (sources), e.g. the use of a single or two or more (multiple) sources. Considers the justification of either method in the context of reducing the uncertainty (risk) of a particular purchase. Illustrates the marketers view of sourcing and the differing sales tactics employed according to the suppliers′ preferences. Concludes that purchasers should examine uncertainty buying‐selling situations (UBSS) objectively with regard to their own organizations′ need criteria, e.g. cost and timeliness, this determining the relevant sourcing policy.
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Organizational Buying Behavior
Henry A. Sciullo, Frederick E. Webster, Yoram Wind · Journal of Marketing · 1973 · 654 citations
Influence tactics in buyer — seller processes
Håkan Håkansson, Jan Johanson, Björn Wootz · Industrial Marketing Management · 1976 · 175 citations