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Journal cover: International Journal of Physical Distribution & Logistics Management

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Online from: 1971

Subject Area: Operations and Logistics Management

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Optimization models for buyer-supplier negotiations


Document Information:
Title:Optimization models for buyer-supplier negotiations
Author(s):Srinivas Talluri, (Department of Marketing and Supply Chain Management, Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA), Shawnee K. Vickery, (Department of Marketing and Supply Chain Management, Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA), Sriram Narayanan, (Department of Marketing and Supply Chain Management, Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA)
Citation:Srinivas Talluri, Shawnee K. Vickery, Sriram Narayanan, (2008) "Optimization models for buyer-supplier negotiations", International Journal of Physical Distribution & Logistics Management, Vol. 38 Iss: 7, pp.551 - 561
Keywords:Buyer-seller relationships, Decision support systems, Negotiating, Process planning, Purchasing
Article type:Research paper
DOI:10.1108/09600030810900950 (Permanent URL)
Publisher:Emerald Group Publishing Limited
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.



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