Abstracts Section topic Areas

November 1986
Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p73
Academic Journal
This article presents abstracts of several articles related to sales management from various publications. This article examines the purchasing practices of third sector organizations nongovernmental, not-for-profit organizations such as trade associations, professional societies, and health-care organizations. This article discusses a movement in the purchasing profession to encourage early supplier involvement (ESI) in design and production planning. Reporting the results of a survey of 1000 purchasing managers, five benefits of ESI were advanced, i.e., cost control, minimizing problems in the manufacturing of new products, improved quality, assessment of the availability of materials and components, and keeping the design team abreast of the latest technology. One of the primary motivations for ESI was suggested to be the need for an increased commitment to manufacturing excellence in today's international economy. Identifying negotiators' alternatives to an agreement with a given party or parties is a fundamental step in prescriptive analysis of negotiation. This article uses the results of optimal searching to develop techniques for analyzing negotiators' alternatives and searching behavior.


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