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Success factors for managing horizontal purchasing groups:  an empirical survey Presenter Fredo Schotanus Co-authors Jan Telgen Luitzen de Boer University of Twente Initiative of Purchasing Studies
Definitions Buyer  Buyer  Buyer  Supplier vertical  alliance horizontal purchasing group Supplier Supplier Introduction 1 / 19
An example of a purchasing group Buyer B Buyer C Buyer A x 4 Introduction 2 / 19
Sounds nice, but problems may occur (‘bears on the road’) ,[object Object],[object Object],Introduction 3 / 19
Earlier work ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Introduction 4 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],Objective & contribution Agenda   Introduction 5 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Potential success factors Literature review 6 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Category: Interorganizational trust Literature review 7 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Two methods Literature review 8 / 19
Activities Group with  x  members O 1 … Properties: … … Overall performance Advantages Disadvantages Scores: … … Potential success factors Scores: … … O x Method The survey 9 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],NEVI newsletter ( 797  org.) Ovia newsletter ( 620  org.) a c t i v e not active  (low response) Sampling Method 10 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Data analysis  (based on  Hoffmann & Schlosser; 2001) Method 11 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],12 / 19 Identified potential success factors  (t-tests;  p  ≤ .05;  discriminant analysis; 89.3% classified correctly) Findings and discussion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Categories  without  success factors  Findings and discussion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],13 / 19
Categories  with  success factors (1/3) Findings and discussion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],14 / 19
Categories  with  success factors (2/3) Findings and discussion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],15 / 19
Categories  with  success factors (3/3) Findings and discussion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],16 / 19
Combinations of allocation methods EP + Equal Amount cost method Findings and discussion 17 / 19 Equal Price (EP) + no formal cost method EP + Proportional cost method total % uniformity of contr. uniformity of vol. successful % 27% 2,7 2,5 76% 24% 2,3 1,9 79% 26% 2,7 2,2 90%
Limitations and further research ,[object Object],[object Object],[object Object],[object Object],[object Object],18 / 19
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Conclusions on managing purchasing groups Fredo Schotanus [email_address] http://www.utips.eu 19 / 19

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Success factors for managing horizontal purchasing groups: an empirical survey

  • 1. Success factors for managing horizontal purchasing groups: an empirical survey Presenter Fredo Schotanus Co-authors Jan Telgen Luitzen de Boer University of Twente Initiative of Purchasing Studies
  • 2. Definitions Buyer Buyer Buyer Supplier vertical alliance horizontal purchasing group Supplier Supplier Introduction 1 / 19
  • 3. An example of a purchasing group Buyer B Buyer C Buyer A x 4 Introduction 2 / 19
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10. Activities Group with x members O 1 … Properties: … … Overall performance Advantages Disadvantages Scores: … … Potential success factors Scores: … … O x Method The survey 9 / 19
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18. Combinations of allocation methods EP + Equal Amount cost method Findings and discussion 17 / 19 Equal Price (EP) + no formal cost method EP + Proportional cost method total % uniformity of contr. uniformity of vol. successful % 27% 2,7 2,5 76% 24% 2,3 1,9 79% 26% 2,7 2,2 90%
  • 19.
  • 20.

Editor's Notes

  1. IPSERA 2008
  2. Practical relevance
  3. Academic relevance