Negotiations in Supply Chain Management

Frederik Zachariassen

Publikation: Kapitel i bog/rapport/konference-proceedingKonferenceabstrakt i proceedingsForskning

Abstrakt

 

This paper explores the role of negotiations in SCM. Research in this topic has been carried out on a previous note, but researchers in the SCM discipline emphasize that an astonishing dearth of research and therefore theory currently exists. This working paper starts by reviewing the extant negotiation literature. Subsequently, an empirical case study is presented, which explicitly aims at exploring the role of negotiations between members of a supply chain. Based on the findings, the paper concludes on specific, normative guidelines for negotiations for improved supply chain competitiveness that can be effectively employed by purchasers and suppliers.

OriginalsprogEngelsk
Titel17th Annual IPSERA Conference
ForlagIpsera
Publikationsdato2008
StatusUdgivet - 2008
Begivenhed17th Annual IPSERA Conference : Building Practice and Research Collaboration - Perth, Australien
Varighed: 9. mar. 200812. mar. 2008
Konferencens nummer: 17

Konference

Konference17th Annual IPSERA Conference : Building Practice and Research Collaboration
Nummer17
LandAustralien
ByPerth
Periode09/03/200812/03/2008

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