목차 일부
CONTENTS
Preface ... ⅹ
Introduction ... xiii
PART ONE Analysis
1 The role of purchasing in the supply chain ... 3
Case study ... 3
Introduction ... 4
Changes the business context ...
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목차 전체
CONTENTS
Preface ... ⅹ
Introduction ... xiii
PART ONE Analysis
1 The role of purchasing in the supply chain ... 3
Case study ... 3
Introduction ... 4
Changes the business context ... 5
Impact on business strategies and structures ... 8
The role of purchasing in the value chain ... 10
Definition of concepts ... 14
Importance of purchasing to business ... 17
Purchasing, cost reduction and technological innovation ... 20
Classification of purchasing goods ... 22
New developments in purchasing ... 23
Summary ... 25
Assignments ... 26
2 Industrial buying behaviour : decision making in purchasing ... 27
Case study ... 27
Introduction ... 28
Organizational buying behaviour : basic characteristics ... 29
The purchasing process ... 30
Major bottlenecks and problems ... 35
The role of the purchasing department in the purchasing process ... 36
Models of industrial buying behaviour ... 39
Buying behaviour considered as an interactive process ... 44
Summary ... 49
Assignments ... 50
3 The purchasing process : the buyer's role ... 51
Case study ... 51
Introduction ... 51
First step in the buying process : determining on purchase order specifications ... 52
Second step in the buying process : supplier selection ... 54
Third step in the buying process : the purchasing contract ... 59
Steps four and five : ordering and expediting ... 63
Follow up and evaluation of the buying process ... 69
Summary ... 69
Assignments ... 70
4 Markets and products ... 73
Case study ... 73
Introduction ... 74
Markets and market structures ... 75
Purchase of goods ... 80
Summary ... 90
Assignments ... 90
5 The purchasing management process ... 93
Case study ... 93
Introduction ... 94
Primary tasks and responsibilities ... 94
Policy principles ... 98
Purchasing management process ... 99
How purchasing and supply management develops over time ... 108
Summary ... 113
Assignments ... 114
PART TWO Planning
6 Purchasing market research ... 117
Case study ... 117
Introduction ... 118
Why purchasing market research? ... 119
Purchasing market research : definition ... 120
How to structure purchasing market research ... 120
Subjects of purchasing market research ... 124
Purchasing market research and information technology ... 125
Introduction of purchasing market research ... 127
Summary ... 129
Assignments ... 130
7 Purchasing and business strategy ... 131
Case study ... 131
Introduction ... 132
Purchasing and competitive strategy ... 133
Cost leadership and differentiation : consequences for manufacturing and purchasing strategy ... 136
Lean manufacturing ... 138
Integrating purchasing into company policy ... 140
Towards leveraged purchasing strategies ... 142
Purchasing portfolio-analysis ... 145
Summary ... 151
Assignments ... 153
8 Sourcing strategy : getting better results from suppliers ... 155
Case study ... 155
Introduction ... 156
Why suppliers do not always think and act in the interest of their clients ... 157
Main elements of supplier management ... 160
Getting better results from suppliers ... 162
The myth of partnership ... 164
Summary ... 166
Assignments ... 168
9 Purchasing, engineering and quality control ... 169
Case study ... 169
Introduction ... 170
Purchasing and engineering ... 170
Purchasing's early involvement in the engineering process ... 171
Purchasing and quality control ... 177
Assessing supplier quality : diagnostic methods ... 185
Implementing supplier quality assurance : consequences for purchasing ... 187
Summary ... 188
Assignments ... 189
10 <B><FONT color ... #0000
Case study ... 191
Introduction ... 192
Purchasing and logistics : definitions ... 192
Materials requirements planning ... 195
Basic logistics structures ... 198
Just-in-time management(JIT) ... 200
Consequences for suppliers ... 206
JIT and supplier selection ... 210
Scheduling problems between purchasing and logistics ... 211
Elements of the purchasing system ... 212
Summary ... 215
Assignments ... 216
11 Getting organized for purchasing ... 217
Case study ... 217
Introduction ... 218
Purchasing organization structure ... 219
Factors influencing the location of purchasing in the organization ... 220
Levels of tasks, responsibility and authority ... 222
Organizational structures within purchasing ... 224
Centralized versus decentralized purchasing : some criteria to consider ... 231
Consequences for purchasing professionals ... 236
Summary ... 237
Assignments ... 238
12 Purchasing performance measurement ... 239
Case study ... 239
Introduction ... 240
Factors influencing purchasing performance measurement ... 240
Why measure purchasing performance? ... 242
Problems in measuring and evaluating purchasing performance ... 243
What should be measured? ... 244
Purchasing audit as a management tool ... 249
Establishing a purchasing performance evaluation system ... 252
Summary ... 255
Assignments ... 256
PART THREE Practice
13 Supplier assessment : cost approaches and techniques ... 259
Case study ... 259
Introduction ... 260
How is the purchase price determined? ... 260
Pricing methods ... 264
The learning curve ... 267
Supplier assessment ... 269
Summary ... 274
Assignments ... 274
14 Negotiating techniques and rules of conduct ... 277
Case study ... 277
Introduction ... 278
Characteristics of purchasing negotiations for industrial purchases ... 278
Recognizing negotiating situations ... 279
Factors which can weaken the negotiating position ... 280
Preparing for negotiations ... 281
Planning negotiations ... 282
Tactics in purchasing negotiations ... 284
Stages in purchasing negotiations ... 285
Rules of conduct and purchasing ethics ... 286
Summary ... 288
Assignments ... 288
15 The purchasing function in trade and retail companies ... 291
Case study ... 291
Introduction ... 292
Definitions ... 293
Role and importance of purchasing in trade and retail companies ... 294
Structure and organization of the purchasing process ... 296
Developments in trade and retail companies ... 301
Summary ... 304
Assignments ... 306
16 Buying in a facilities environment ... 307
Case study ... 307
Introduction ... 363
Trends and developments in the service sector ... 309
Purchasing in a service company ... 312
Key success factors ... 313
Towards more effective purchasing in a facilities environment ... 315
Organizing for purchasing in a facilities environment ... 318
Summary ... 321
Assignments ... 322
17 Public procurement and EC Directives ... 323
Case study ... 323
Introduction ... 324
Purchasing policy of governmental institutions ... 325
EC Directives on Public Procurement ... 327
EC purchasing procedures ... 331
Government Procurement Agreement ... 332
Consequences ... 334
Summary ... 335
Assignments ... 336
Bibliography ... 337
Index ... 342
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