978-1292016016 Chapter 8

subject Type Homework Help
subject Pages 6
subject Words 1780
subject Authors Barry Crocker, David Farmer, David Jessop, David Jones, Peter Baily

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CHAPTER 8
Sourcing strategies and relationships
Objectives of this chapter
To suggest the attributes of a good supplier
To examine the ‘relationships spectrum’, and the move towards more mutuality in
appropriate buyer/seller relationships
To discuss the advantages and disadvantages of different procurement policies
To outline the Bensaou model of managing relationships
To introduce the concept of tiering
List of Cases, Research Boxes and Figures in this chapter
Mini Case Studies
IKEA
The Body Shop
Best Practice Boxes
Intra-company purchases policy guideline
Figures
Figure 8.2 Supplier associations: known in Japan as ‘Kyoryoku Kai’
Figure 8.3 The principal characteristics of partnership sourcing (Source: Courtesy
Partnership Sourcing)
Figure 8.4 The principle of tiering suppliers
Figure 8.5 The shift in pattern of supply in high volume manufacturing
Bensaou model of Relationship Management
Teaching Notes
It would be possible to argue that the most important procurement decisions are concerned with
selecting the right sources of supply; that is, if the correct source decision is made in a particular
instance, then the buying company’s needs should be met perfectly.
In such circumstances it would receive the required goods or services at all times. However, the
very simplicity of this statement belies the complexity of source decision making, for in arriving
at the right decision many factors have to be considered.
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© Pearson Education Limited 2015
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