Chinese purchasing managers' preferences and trade-offs in supplier selection and performance evaluation
Article Abstract:
Purchasing managers need to periodically evaluate supplier performance in order to retain those suppliers who meet their requirements in terms of several performance criteria. Six attributes frequently used as performance criteria are identified and used in this study. These attributes are: on-time delivery, quality, price/cost targets, professionalism, responsiveness to customer needs, and long-term relationships with the purchasing company. Purchasing managers use all six attributes jointly in evaluating supplier performance. Further, in making their choices the purchasing managers must necessarily make trade-offs among different levels of these attributes. Conjoint analysis is the appropriate method for measuring preferences where several attributes are used jointly in an overall evaluation. This article reports the results of an exploratory study examining the trade-offs made by Chinese purchasing managers among the six attributes identified earlier. The priorities of Chinese managers as well as the trade-offs they make are finally discussed in terms of their implications for Western marketers. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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The value of nonselling activities at international trade shows
Article Abstract:
Many senior managers regard nonselling activities at trade shows negatively. Yet, international trade shows offer companies an excellent source of market-specific and firm-specific information. This study offers a new framework demonstrating how nonselling activities at international trade shows perform a potentially vital cost-saving function for a company. A taxonomy of firms is proposed that enables managers to deploy qualified personnel effectively to obtain the best quality information available from international trade show participation. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Comment about this article or add new information about this topic:
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