Premium Essay

Business to Business Relationship Management

In: Business and Management

Submitted By jcarver212
Words 1738
Pages 7
BUSINESS TO BUSINESS RELATIONSHIP MANAGEMENT

Strategic Sourcing and Supply Chain Management
04/25/11

CONTENTS Abstract 3
I. Stages of Buyer-Supplier relationships 4
II. Types of buyer-supplier collaboration 5
III Supplier evaluation and selection 6
IV. Steps to establishing a Buyer-Supplier Collaboration 8
V. Barriers to establishing a succesful Buyer-Supplier relationships 9
VI. Benefits of a successful Buyer-Supplier Collaboration………………………………………………………..9 Conclusion 10 References 11

Abstract
In today’s competitive business world, having the right kind of buyer-supplier relationship is critical to the success of most companies. Most manufacturing organizations spend over 50% of their revenue on supply chain. Considering the fact that customers are more price sensitive than ever, companies have to squeeze out potential profit margins from their supply chain investment. Manufacturers are also becoming increasing dependent on their suppliers; this has led to a general increase in level of collaboration between buyers and supplier. In fact, having the right source of supply can actually be a source of competitive advantage especially when both parties are bonded by an exclusive contract.
For example, Dell computer was the first computer manufacturer to recognize the potential benefits of a collaborative supply chain relationship. Dell was so confident that building a strong supplier relationship with its suppliers can really set them apart in the computer industry that was rapidly growing; they decided to build their whole business strategy around it. Using the build to order manufacturing and just in time (JIT) inventory method to supply components needed, customers can actually build their own customized laptop or computer for a reasonably affordable…...

Similar Documents

Premium Essay

Business and Management

...org/ijbm International Journal of Business and Management Vol. 5, No. 9; September 2010 A Study of the Impact of Business Process on the ERP System Effectiveness Wen-Hsien Tsai (Coresponding author) Department of Business Administration National Central University, Jhongli, Taoyuan 320, Taiwan E-mail: whtsai@mgt.ncu.edu.tw Shu-Ping Chen Department of Business Administration National Central University, Jhongli, Taoyuan 320, Taiwan E-mail: irwin26@mail2000.com.tw Elliott T.Y. Hwang Department of Information Management Chung Yuan Christian University, Jhongli, Taiwan 320, Taiwan E-mail: eliott01@ms3.hinet.net Jui-Ling Hsu Department of International Trade Feng Chia University, Taichung 407, Taiwan E-mail: jlhsu@fcu.edu.tw Abstract An ERP implementation takes many years to complete and requires a large amount of IT investment and their effectiveness is hard to evaluate. Companies implement ERP systems to integrate the business processes of a company, and help organizations obtain a competitive advantage. In each ERP implementation stage, Business Process Reengineering (BPR) plays different important roles. This study examined the process problems (system process / business process), BPR and performance of ERP systems by using the questionnaire survey and AVOVA analysis. We also examined the relationship between degree of BPR and ERP system performance using regression analysis. Keywords: Enterprise Resource Planning (ERP), Business Process Reengineering (BPR),......

Words: 6246 - Pages: 25

Premium Essay

Business Management

...Business Man 1 Intro to Bus Man as science - Study Unit 1 & 2 Man science uses a scientific approach to solver many problems. Used in variety of orgs to sove different types of problems. Encompasses a logicical mathematical approach to problem solving 1.1 Man science process • Observation - Identification of a problem that exists in the system or organization. • Definition of the Problem - problem must be clearly and consistently defined showing its boundaries and interaction with the objectives of the organization. • Model Construction - Development of the functional mathematical relationships that describe the decision variables, objective function and constraints of the problem. • Model Solution - Models solved using management science techniques. • Model Implementation - Actual use of the model or its solution. 1.2 Factors of production Natural resources i.e. crude oil Capital i.e. investors Labour i.e. technical and academic Entrepeneurship i.e. takes capital and link labour and natural resouces combined with risk to provide goods and services. Knowledge i.e. to determine wants and needs quickly and to respond to them with products and services. 1.3 3 Most NB Economic systems = Capatalism, Socialism and Communism 1.3.1 Capatalism Free market system Built on principles of private ownership Is based on the right to make a profit, right to compete and the right to own property. System is market driven and the solutions to a country's economic......

Words: 9542 - Pages: 39

Premium Essay

Relationship Between Business and Society

...Running head: RELATIONSHIP BETWEEN BUSINESS AND SOCIETY Relationship between Business and Society In today’s economy businesses have a divine responsibility and commitment to its relationship between society, family, nation, religious groups and law. In short, business is the activity which provides a good or service with a social and moral contract to society. Chewning, Eby and Roels (1990) have stated, "Christian businesspeople are to be just that – servants of God who act as stewards in the ways that shows God’s will at work, play, worship and in the family” (p. 194). I opened with that quote from our readings because I truly believe that the relationship between society and business needs to be consistent with the moral ethics of the Bible. There has been an ever changing relationship between business and society over the past fifty years. Chewning, Eby and Roels (1990) have stated, "In recent years there has been a revolution in the way people understand the relationship between business and society” and goes on to state “In the future business will be judged not only for its economic contributions, but for its social, political and moral ones as well" (p. 195). This relationship between business and society is apparent and corporations are adding in values to their policies. After ENRON, many corporations fear being labeled as unethical. Chewning, Eby and Roels (1990) tell us, “A number of other important indicators are more important for the long term:......

Words: 486 - Pages: 2

Premium Essay

Business & Management

...1 Case Study : Sinosteel Strengthens Business Management with ERP Applications  SUMMARY:  China’s state owned strategic resources enterprise Sinosteel Corporation uses Oracle Enterprise Resource Management (ERP) to strengthen its business management and global reach.  Case:  Sinosteel Corporation (abbreviated as Sinosteel) is a central enterprise under the administration of the State-Owned Assets Supervision and Administration Commission. There are 76 subsidiaries under the administration of Sinosteel, among which 53 are in China and 23 abroad, the revenue from core businesses reaches RMB 111 billion in 2008. Chinese currency is called the Renminbi (RMB), and it is currently trading at .146 US dollars in 2009.  Sinosteel is mainly engaged in developing and processing of metallurgical mineral resources, trading and logistics of metallurgical raw materials and products, and related engineering technical service and equipment manufacture. It is a large multinational enterprise with core businesses engaging in resources development, trade & logistics, engineering project and science & technology, equipment manufacturing and specialized service, providing comprehensive auxiliary service for steel industry, especially steel mills.  Sinosteel is organized as decentralized, multi-business unit firm. Like most rapidly growing global firms, Sinosteel has grown through the acquisition of hundreds of small companies, and many medium to large size companies. In the...

Words: 1481 - Pages: 6

Premium Essay

Business Management

...systems to produce behavioural norms (Uttal 1983). Strategic management consists of the analysis, decisions, and actions an organistion undertakes to sustain a competitive advantage (Gregory 2005) . Scholars, such as a Drucker, argue that “culture eats strategy for breakfast”, meaning organisational culture is far more significant and influential compared to strategic management. No matter how brilliant your strategy is, it won’t be accomplished if it is not supported by your ogranisation’s culture. However, some scholars argue that due to the intermittent challenges facing organisations in the contemporary business enivornment, culture can often be influenced by strategy. An organisation’s culture is extremely influential to business success. The organisation’s values and beliefs affect marketing, productivity and customer interaction. A strong organisational culture is achieved through the use of language, rituals and symbols to communicate key values throughout the organisation. A weak organisational culture exists when core values are not clearly defined, not clearly communicated or not widely accepted within the organisation. This can lead to inconsistant customer experiences and a unfavourable business reputation. (1) presents a strong organisational culture as a competitive advantage, “ A strong culture helps you attract and keep top talent, ensure delivery on your brand promise and referring new business”. Mathew and Ogbonna conducted a study on the organisational......

Words: 1461 - Pages: 6

Premium Essay

The Effect of Culture on Business Relationships

...The Effect of Culture on Business Relationships With the tremendous increase in global trade, learning more about doing international business has become especially significant. It is vital to learn about the different cultures around the world before doing business in other countries, in order to reduce the risk of failure. Becoming knowledgeable about different countries’ communication styles, body language, meeting and negotiation tactics, dress, greetings, and social events are all keys to having good business relationships with individuals in other countries. China and the United States are nations that do business with each other regularly. While they do share similarities, there are many differences between these cultures In these two countries, business culture in China is the most reserved, and is perhaps most unlike that of the United States. First and foremost, a contact should always be established before representatives of a business are sent to China. The business person should not touch people because touching makes the Chinese uncomfortable, especially if it is the first meeting. Inappropriate touching would include patting on the back or squeezing the arm (Morrison et al., 1994). In China a light handshake is accepted, but the Chinese business associate should initiate the action. Bowing is common and is done with the palms together while facing each other (Gesteland, 1999). Holding eye contact is a sign of disrespect and should be done cautiously,......

Words: 1400 - Pages: 6

Premium Essay

Managing Business Relationships

...MANAGING BUSINESS RELATIONSHIPS 1. Introduction 1.1. General issues about the reviewed book………………………………………... 3 1.2. Purpose and structure of this essay……………………………………………... 3 2. Summaries of the chapters of the book 1. 2.3. Summary of the chapter 1: IMP and the Interaction Approach..................... 4 2.4. Summary of the chapter 2: The manager and the Network............................ 6 2.5. Summary of the chapter 3: The Manager and the Relationship.................... 9 2.6. Summary of the chapter 4: Relationship with Customers.............................. 12 2.7. Summary of the chapter 5: Relationships with Suppliers............................... 13 2.8. Summary of the chapter 6: Distribution Business Networks.......................... 15 2.9. Summary of the chapter 7: Technology and Business Networks................... 16 2.10. Summary of the chapter 8: Managing in Networks........................................ 19 2.11. Summary of the chapter 9: SO WHAT DOES IT ALL MEAN?.................. 20 * 3. Assessment of the value of the book………………... 23 1. Introduction 1.1. General issues about the reviewed book. This book named Managing Business Relationships was written by David Ford (University of Bath in the UK), Lars-Erik Gadde (Charlmers University of Technology in Sweden), Hakan Hakansson (Nordic School of Management in......

Words: 7397 - Pages: 30

Premium Essay

Business Management

...BALM111 BCD140 BSB203 PRINCIPLES OF BUSINESS MANAGEMENT CAT 1 BALM/NRB/5120/13 Dorothy Awuor Obura Submitted to: Mbiyu Muhugura 15TH February, 2014 1) Describe management in terms of its functions (5 marks) Ans. According to Mary Parker Follett, “Management is the art of getting things done through other people” (Medical and Urwick 1941). Below are various functions of Management 1. Planning: This is a managerial function that determines in advance what should be done. It involves looking for the future. It is the determination of what is to be done, how and where it is to be done, who is to do it and how the results are to be evaluated. 2. Organizing: This involves arranging the way/manner in which organizational structure is established, how authority, responsibilities and duties are given to the managerial team. 3. Directing/Leading: Once the structure has been established and staffing done, the next step in any organization is to move towards achieving the objectives of the organization. It’s a process whereby the management guides and influences the staff by arousing the desires in their minds to give their best to the organization. 4. Controlling: Through controlling, the manager has to ensure that everything is done in conformity with the plans adopted as well as the established principles. In controlling, the management must establish standards of performance, measure performance and compare it......

Words: 2470 - Pages: 10

Premium Essay

Implementing Customer Relationship Management as a Core Business Strategy

...IMPLEMENTING CUSTOMER RELATIONSHIP MANAGEMENT AS A CORE BUSINESS STRATEGY Presented to Adrian Lim School of Business Management Nanyang Polytechnic February 13, 2014 EXECUTIVE SUMMARY This report provides an analysis and evaluation of the current customer relationship management of Singapore Café Ptd Ltd. The purpose of this report is to enhance the existing customer’s experience at Singapore Café and to increase our presence in the F&B Industry. Sources of data collection include search engines and websites of the companies. The report finds that it is important for Singapore Café to focus on our one-to-one marketing management and knowing who our customers are, where they are and what they need. However, in order to nurture better relationship with customers and retaining them, Singapore Café needs to keep a consistent system of collating information from returned feedback forms and take a step further in enhancing our programme and activities in engaging with our customers. Recommendations discussed include: * Leveraging on Social Media * Develop a centralised customer database. TABLE OF CONTENTS IMPLEMENTING CUSTOMER 1 RELATIONSHIP MANAGEMENT 1 AS A CORE BUSINESS STRATEGY 1 TABLE OF CONTENTS 3 INTRODUCTION 5 STATEMENT OF PROBLEM 5 STATEMENT OF PURPOSE 5 SCOPE OF REPORT 6 SOURCES AND METHOD 6 FINDINGS AND ANALYSIS 7 CONCLUSION 14 RECOMMENDATION 15 LIST OF FIGURES Figures 1 Costa Coffee Six-Months Sales......

Words: 2173 - Pages: 9

Premium Essay

Business Management

...International Journal of Management Reviews (2007) doi: 10.1111/j.1468-2370.2007.00215.x XXXX utilitarian, ORIGINAL XXX International Publishing Management theories IJMR 2007managerial and relational Reviews of corporate social responsibility © Blackwell Journal of Ltd 2007 1460-8545 Oxford, UK ARTICLES Blackwell Publishing Ltd Utilitarian, managerial and relational theories of corporate social responsibility Davide Secchi Concepts and theories of corporate social responsibility (CSR) have been examined and classified by scholars since the mid-1970s. However, owing to the evolving meaning of CSR and the huge number of scholars who have begun to analyze the issue in recent years fresh efforts are needed to understand new developments. Since there is a great heterogeneity of theories and approaches, the task remains a very hard one, mainly because heterogeneity derives from multi-disciplinary diversity. The criterion for selection is to consider the role that theorists confer to the firm. Following this idea, three groups of theories have been discerned: (1) the utilitarian group, in which the corporation is intended as a maximizing ‘black box’ where problems of externalities and social costs emerge; (2) the managerial category, where problems of responsibility are approached from inside the firm (internal perspective); (3) relational theories, or those in which the type of relations between the firm and the environment are at the center of the analysis. The three......

Words: 16348 - Pages: 66

Premium Essay

Business Management

...non-observation of the Recommendations of MCCG 2012, including the reasons thereof, has been included in this Statement. Principle 1 – Establish Clear Roles and Responsibilities 1.1 Clear Functions of The Board and Management The Board leads the Group and plays a strategic role in overseeing the Group’s corporate objectives, directions and long term goals of the business. The Board is responsible for oversight and overall management of the Group. The Board Committees are established to assist the Board in discharging its responsibilities. The Board delegates specific responsibilities to three (3) principal Committees, namely the Audit Committee, the Nomination Committee and the Remuneration Committee. All committees have written terms of references and operating procedures and the Board receives reports on their proceedings and deliberations. The Chairman of the respective Committees shall report the outcome of their meetings to the Board. Minutes of all Board Committee meetings are circulated to the Board members so that they are kept abreast of proceedings and matters discussed at Board Committee meetings. Independent Non-Executive Directors provide unbiased and independent views in ensuring that the strategies proposed by the Management are fully deliberated and examined objectively, taking into perspective the long term interests of shareholders, other stakeholders and the community at large. The Board recognizes the importance of the role of the......

Words: 6032 - Pages: 25

Premium Essay

Business and Management Business and Management Business and Management Business and Management Business and Management

...Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and management Business and......

Words: 321 - Pages: 2

Premium Essay

Business Management

...Academic World’s and The home and LEADING Professional Academic Business Management 2013-2014 Available on Complete range of global products plus many additional features! Fresh New look Enhanced Search functionality with intuitive search filters Create an Account to make the most of our resources Know about the latest from SAGE with our e-Mail Alerts Request Inspection Copies Browse our product Catalogues and register for a copy VISIT NOW and send your FEEDBACK to marketing@sagepub.in Watch out for MORE INNOVATIVE and exciting NEW FEATURES in the coming months! New & Forthcoming Titles! Please note that information is correct at time of print. Prices are subject to change without notice. Business & Management | 2013 / 2014 Contents Organizational Behaviour / Organization Studies ........... 2-6 Change Management .......................................................6-7 Leadership ...................................................................... 7-10 Human Resource Management.................................... 10-15 Coaching & Mentoring .................................................. 15-18 Strategy ......................................................................... 18-19 Entrepreneurship ...............................................................20 International Business ................................................ 20-22 Corporate Governance & Social Responsibility, Business Ethics & Sustainability......

Words: 63606 - Pages: 255

Free Essay

Business Management

...[pic] An Analysis of Cisco Systems by Steven Levchenko TABLE OF CONTENTS: Objective I. Network Communications Industry Summary a. Industry Profile b. Typical Industry Competitive Strategy c. Porter Model Evaluation d. Globalization of the Industry e. Importance of I/T to the Industry II. The Cisco Company a. Cisco Systems Company Profile b. Business Leaders c. Competitive Strategy Statement d. Market and Financial Performance e. Significance of Information Systems f. Strengths and Weaknesses of Cisco III. Structured Analysis of Information Systems Use at Cisco Systems a. Strategic Option Generator b. Roles, Roles and Relationships c. Redefine/Define d. Significance of Telecommunications e. Success Factor Profile IV Final Analysis a. Success of Business Strategy and I/T Use to Date b. Have the Above factors positioned them for the Future? Bibliography OBJECTIVE The objective of this paper is to provide: an analysis of Cisco Systems using various elements developed by Michael Porter as well as concepts from Jack Callon’s book: “Competitive Advantage Through Information Technology.” The structure of the paper is as follows: Section I focuses on the Network Communications industry (hereby referred to as NetCom industry.) It will define the industry, its environment and its actors, and how the actors compete with each other. Section......

Words: 10174 - Pages: 41

Premium Essay

Business Management

...Describe Business Dwight Automotive is a repair company with an objective to provide vehicle maintenance and repairs to domestic and foreign automobiles below the cost of auto dealerships. Specifically for car owners who’s auto factory warranty has expired. Currently, Dwight Automotive is located on the south side of Chicago and operates as a private family owned company which was established in 1990. Dwight Automotive has a reputation as being a trustworthy company servicing people throughout the Chicago land areas. All repairmen are certified, qualified, and experience in various areas of vehicle maintenance. Our services include, but not limited to brakes, engines, suspension, drive train, and preventive maintenance. So whether you need a headlight replaced or a new engine we offer prompt, courteous and affordable service. Revenue Over the last three years Dwight Automotive Company generated approximately $250,000 in revenue annually and is constantly growing. The bulk of the revenue is earned from rebuilding engines or replacing engines causing an increase of 5 to 7% per year. In 20ll, addition services were provided, such as transmission repairs causing revenues to jump even more. 2009 2010 2011 Revenue $ 175,000.00 $ 200,000.00 $ 250,000.00 Expense $ 85,000.00 $ 105,000.00 $ 115,000.00 Profit $ 90,000.00 $ 95,000.00 $ 135,000.00 The cost for overhead in the last 3 years were very low as the main location for......

Words: 969 - Pages: 4