Become a value merchant

• Main Authors: ANDERSON, James, KUMAR, Nirmalya, NARUS, James A.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2008
• Subjects: Vendor-supplier relations; cost reduction; sales management; competition; value added; Marketing; Sales and Merchandising
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5202; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6201/viewcontent/ValueMerchant_2008_smm.pdf
• Institution: Singapore Management University

Increasingly held accountable for reducing costs, purchasing and other customer managers don't have the luxury of simply believing suppliers' claims of cost savings. A relatively easy and quick way to obtain savings is for purchasing managers to focus on price and obtain price concessions...