8. What are some of the benefits to an organization that can be derived from a single source solution , or a systems buying arrangement with a prime contractor? What are some of the potential pitfalls? What can the company do to protect itself from these hazards? Discussion Question
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12. Table 8.1: Buygrid Framework: Major Stages (Buyphases) of the Industrial Buying Process in Relation to Major Buying Situations (Buyclasses) Yes Yes Yes 8. Performance review No Maybe Yes 7. Order-routine specification No Maybe Yes 6. Supplier selection No Maybe Yes 5. Proposal solicitation No Maybe Yes 4. Supplier search Buyphases Yes Yes Yes 3. Product specification No Maybe Yes 2. General need description No Maybe Yes 1. Problem recognition Rebuy Rebuy Task Straight Modified New Buyclasses
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14. Table 8-2: An Example of Vendor Analysis Total score: .30(4) + .20(3) + .30(4) + .10(2) + .10(3) = 3.5 x .10 Supplier Flexibility x .10 Service reliability x .30 Product reliability x .20 Supplier reputation x .30 Price Excellent (4) Good (3) Fair (2) Poor (1) Importance Weights Rating Scale Attributes
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