Bensaou model supplier relationships

This advice comes as a natural reaction to the numerous empirical studies conducted during the past decade that compare Japanese production and supply practices with those of the rest of the world. In the automobile sector, for example, all three U. Do Japanese firms manage primarily by partnerships?

Bensaou model supplier relationships

Suppliers’ Relationship Portfolio: Frameworks and Models – Ayat Saleh

Normally, a company does not have one supplier; it has different suppliers for which a portfolio of relationships is needed.

An enormous amount of scholars developed models and frameworks for such a purpose. For example Jubert presented 15 appraches, Day et al. The scope of this post is to examine the most famous approaches and frameworks, therefore, these lists where checked against Google Scholar Website to find the most cited approaches.

Accordingly, KraljicBensaou in addition to Rezaei and Ortt will be discussed below.

Buyer-supplier relationships in by Chalani Rajapaksha on Prezi

Each group has different supplier management strategy as shown below. The model has many advantages, yet it has been criticized too. Masella and Rangone One level of that dimension was strategic integration, which refers to arrangements that involve, for example, joint development of new product and technology.

Level of investment means how much each of the partners contributes to the success of this partnership; either by tangible items such as materials and buildings or non-tangible items such as trust and knowledge Bensaou ; Day et al.


Accordingly, he proposed three contextual factors related to product, market and supplier in order to help the managers to select the best relationship Bensaou The final result is a portfolio of relationships as shown in the same figure.

Firstly, they are not comprehensive and were developed based on different set of segmentation criteria. Accordingly, the models recommend different strategies which might create a confusion; Secondly, these models are only applicable for selecting the suppliers when initiating the purchasing act for the first time; however, they do not address the other types of supplier-buyer transactions that will happen over the time.

However, the model has been criticized because it does not provide weight for each segmentation criteria which will result in grouping suppliers in the same category although they have different performance under each of the criteria Haghighi et al.

Accordingly, Haghighi et al.

Portfolios of Buyer-Supplier Relationships

This new model is shown below. Secondly, selection criteria are weighted to determine the optimum pair of the best and the worst selection criteria as shown in the below figure. As a conclusion, each model has advantages and limitations Geldermanhowever, managers should always remember that there is no standard blueprint that can be used when implementing them, and a mix of critical thinking skills is needed when developing the final recommendations Akman Accordingly, he developed a new five- green segmentation criteria which are: Evaluating suppliers to include green supplier development programs via fuzzy c-means and VIKOR methods.

Computers and Industrial Engineering, 86, pp. Portfolios of buyer-supplier relationships.(, p.

(, p. ) stated that the general idea of the portfolio approach is to ‘‘minimize supply vulnerability and make the most of potential buying power’’. The traditional practice of buyer dominance was tested against Bensaou's [Bensaou, M. Portfolios of buyer–supplier relationships. Sloan Management Review . supplier relationships, examines several models for managing supplier relationships, addresses considerations and risks when implementing SRM, and concludes with a brief discussion of implications of SRM for the Department of Defense.

) stated that the general idea of the portfolio approach is to ‘‘minimize supply vulnerability and make the most of potential buying power’’. Bensaou () argued that the purpose of having these four types of relationships, ‘captive buyer’, ‘strategic partner’, ‘market exchange’ and ‘captive supplier’ in the below figure is to select the right balance of relationships when dealing with the suppliers.

Industrial market segmentation is a scheme for categorizing industrial and business customers to guide strategic and tactical especially is important in sales and marketing, as government agencies and industry associations use standardized segmentation schemes for statistical surveys, most businesses create their own segmentation .

Bensaou model supplier relationships

Relationship models help buyers and suppliers understand ways to maximise value, secure mutual benefits, align performance and strategic objectives and, when necessary, terminate a relationship (Bensaou, ; Forker and Stannack, ).

Bensaou M (), Portfolios of Buyer-Supplier Relationships, Sloan Management Review, Vol.

Bensaou model supplier relationships

40, pp. adopted a similar approach based on product and market conditions to create a supplier portfolio of our different relationship profiles; captive buyer, strategic partnership, market exchange and . Power and interdependence are generally considered to be important concepts for understanding buyer–supplier relationships.

Yet, empirical research on power and interdependence in buyer–supplier relationships is still limited.

Portfolios of Buyer-Supplier Relationships