An analysis of the integration of strategic sourcing and negotiation planning.: An article from: Journal of Supply Chain Management
Book Details
ISBN / ASINB0008EFC0Q
ISBN-13978B0008EFC08
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Sales Rank13,323,521
MarketplaceUnited States 🇺🇸
Description
This digital document is an article from Journal of Supply Chain Management, published by National Association of Purchasing Management, Inc. on September 22, 2003. The length of the article is 7739 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
From the author: Initially, strategic sourcing is defined as an integrated, seven-step process that includes the negotiation plan. Research questions are then proposed to determine the extent to which negotiation is part of the integrated sourcing process. To answer the research questions, the strategic sourcing process and negotiation plan are evaluated in 29 cases. In 14 of the 29 cases, strategic sourcing was completed and integrated into the negotiation plan. This is just under half of the cases, which led to the general conclusion that negotiation is not well integrated with the other strategic sourcing processes. Additional findings indicated the appropriate negotiation style was used in only 64 percent of the cases, with most mismatches occurring when an integrative style was used instead of the more appropriate distributive style. Managerial and research implications of the findings are presented and discussed.
Citation Details
Title: An analysis of the integration of strategic sourcing and negotiation planning.
Author: Larry R. Smeltzer
Publication:Journal of Supply Chain Management (Refereed)
Date: September 22, 2003
Publisher: National Association of Purchasing Management, Inc.
Volume: 39 Issue: 4 Page: 16(10)
Distributed by Thomson Gale
From the author: Initially, strategic sourcing is defined as an integrated, seven-step process that includes the negotiation plan. Research questions are then proposed to determine the extent to which negotiation is part of the integrated sourcing process. To answer the research questions, the strategic sourcing process and negotiation plan are evaluated in 29 cases. In 14 of the 29 cases, strategic sourcing was completed and integrated into the negotiation plan. This is just under half of the cases, which led to the general conclusion that negotiation is not well integrated with the other strategic sourcing processes. Additional findings indicated the appropriate negotiation style was used in only 64 percent of the cases, with most mismatches occurring when an integrative style was used instead of the more appropriate distributive style. Managerial and research implications of the findings are presented and discussed.
Citation Details
Title: An analysis of the integration of strategic sourcing and negotiation planning.
Author: Larry R. Smeltzer
Publication:Journal of Supply Chain Management (Refereed)
Date: September 22, 2003
Publisher: National Association of Purchasing Management, Inc.
Volume: 39 Issue: 4 Page: 16(10)
Distributed by Thomson Gale
