Buyer-Seller Relationships--Purchasing--Supplier Issues

January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p66
Academic Journal
This article presents the author's abstracts related to the studies of purchasing-supplier issues. The article "Rapid Growth Changes Rules for Purchasing," by Elizabeth Baatz, published in a previous issue of the journal "Purchasing," describes the emphasis manufacturing companies place on their basic core competencies and the need to outsource other services. The article "Eight Steps to Building a Business-to-Business Relationship," by Cynthia W. Cann, published in the" Journal of Business & Industrial Marketing," describes an eight-step process for building a business-to-business relationship. The authors also suggest methods for implementing several steps of the proposed eight-step process. In the article "The Impact of Tacit Knowledge on Purchasing Decisions," published in "The Journal of Supply Chain Management," it has been shown that purchasing managers use two types of information in making their purchasing decisions: formal data and tacit knowledge. Formal data involves rational knowledge and follows a six stage decision process.


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