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Optimization models for buyer-supplier negotiations

Article Information:

Title:

Optimization models for buyer-supplier negotiations

Author(s):

Srinivas Talluri, Shawnee K. Vickery, Sriram Narayanan

Journal:

International Journal of Physical Distribution & Logistics Management

Year:

2008

Volume:

38

Issue:

7

Page:

551 - 561


ISSN:

0960-0035


DOI:

10.1108/09600030810900950

Publisher:

Emerald Group Publishing Limited

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Abstract:

Purpose – The purpose of this paper is to propose optimization models for assisting in buyer-supplier negotiations by effectively considering multiple factors and interrelationships among them.

Design/methodology/approach – The approach used in the paper involves a combination of data envelopment analysis and multi-criteria decision models.

Findings – Categorizes suppliers into efficient and inefficient performers and identifies effective negotiation strategies with respect to cost, quality, and delivery performance.

Originality/value – This original contribution presents models, which buyers can utilize for effectively negotiating with suppliers across a variety of factors.

Keywords:

Buyer-seller relationships, Decision support systems, Negotiating, Process planning, Purchasing


Article Type:

Research paper


Article URL:

http://www.emeraldinsight.com/10.1108/09600030810900950

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