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Title: Buyer's Supplier's Relationship in Spot Buy, Regular Trading, Call off Contract, Fixed Contract, Partnership and Joint Venture
Description: Buyer's Supplier's Relationship in Spot Buy, Regular Trading, Call off Contract, Fixed Contract, Partnership and Joint Venture
Description: Buyer's Supplier's Relationship in Spot Buy, Regular Trading, Call off Contract, Fixed Contract, Partnership and Joint Venture
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partnership approach:
How do you benefit?
For which three other of your purchase items could you envisage
developing a partnership?
What would make you ready/prevent you from doing this?
ITC
M4:U3:3
...
...
7-1
Internal provision means making rather than buying
Gives you maximum control over
supply and reduces supply risk
But:
Developing or acquiring the capabilities to provide can be
very costly
Your fixed costs will increase
You may not reach an efficient scale of production
ITC
M4:U3:3
...
6-1
Which approaches to supplier relationships does your company
use?
Type of relationship/contract
Approximate number of suppliers involved
Spot purchase
Regular trading
Call-off contracts
Fixed contracts
Partnerships
Joint ventures
ITC
M4:U3:3
...
9-1
Supplier Perceptions
Develop
Core
Marginal
Exploit
ITC
M4:U3:3
...
9-3
Supplier Perceptions
Exploit
Your level of purchases may be important but the supplier
sees no reason to develop a long-term relationship
The supplier will not make any particular effort or give you
priority
If the supplier is sure of your business it may exploit you by
raising prices
ITC
M4:U3:3
...
9-5
Supplier Perceptions
Core
The supplier consider your company to be part of its
core business (in terms of current business as well as
development potential)
Suppliers will make a significant effort to sell to you
and to retain your business
This quadrant is suitable for partnerships
ITC
M4:U3:3
...
9-7
The effect of Supplier Relationships
Being a good customer means:
Paying on time
Being efficient & effective
To avoid being “bothersome”
Having an “account manager” for the supplier
Responding swiftly to queries
Handling administrative formalities yourself
Being professional & ethical
ITC
M4:U3:3
...
Develop
Marginal
Core
Bottleneck
Critical
Routine
Leverage
Exploit
...
ITC
M4:U3:3
...
9-8b
Action Point
3
...
9-9
your options
...
10-1
Title: Buyer's Supplier's Relationship in Spot Buy, Regular Trading, Call off Contract, Fixed Contract, Partnership and Joint Venture
Description: Buyer's Supplier's Relationship in Spot Buy, Regular Trading, Call off Contract, Fixed Contract, Partnership and Joint Venture
Description: Buyer's Supplier's Relationship in Spot Buy, Regular Trading, Call off Contract, Fixed Contract, Partnership and Joint Venture