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Earning supplier partnerships through principled negotiations
1R.A. Stahl Company, Attleboro, Massachusetts, USA.
Hospital Materiel Management Quarterly
|August 1, 2000
Summary
To survive manufacturing economies, businesses must improve supplier relationships. Developing collaborative supplier partnerships is key to achieving necessary operational improvements and economic competitiveness.
Area of Science:
- Business Management
- Supply Chain Strategy
Background:
- Modern manufacturing economies face intense global competition.
- Traditional approaches to purchasing and supplier interactions are insufficient for survival.
Purpose of the Study:
- To highlight the necessity of evolving supplier relationship management.
- To emphasize the role of strategic supplier partnerships in achieving manufacturing competitiveness.
Main Methods:
- Conceptual analysis of current purchasing practices.
- Exploration of the benefits of collaborative supplier engagement.
Main Results:
- Existing supplier dealings hinder necessary improvements.
- Supplier partnerships offer a pathway to enhanced productivity.
Conclusions:
- Fundamental changes in how businesses interact with suppliers are essential.
- Adopting collaborative supplier strategies is critical for manufacturing economic survival.