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Marketing Review St. Gallen
Published in: Marketing Review St. Gallen 4/2011

01-08-2011 | Konflikt & Kooperation

Ready to pitch? Eine kritische Betrachtung der Ausschreibungspraxis

Authors: Prof. Dr. Christian Belz, Prof. Dr. Christian Schmitz, Eva K. Steinbacher, Prof. Dr. Dirk Zupancic

Published in: Marketing Review St. Gallen | Issue 4/2011

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Industrielle Kunden stützen sich in ihrer Beschaffung zunehmend auf standardisierte Ausschreibungen. Damit prüfen sie neue sowie bestehende Lieferanten und bahnen Geschäfte an. Beispiele reichen von der Bauwirtschaft über den Energiesektor bis zu komplexen Beratungsleistungen. Dabei stellt sich die Frage, wie effizient dieses Vorgehen für die am Beschaffungsprozess beteiligten Parteien ist. Denn der Aufwand der Geschäftsanbahnung steigt erheblich – und nicht selten kommt es zu Fehlentscheidungen. …
previous article Das „Preferred-Customer“-Konzept – Lieferantengunst als strategische Größe im Einkauf
next article Einkauf contra Verkauf im Spannungsfeld des Beschaffungsprozesses

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Footnotes
1
Wir danken Herrn Peter Stämpfli für den aufschlussreichen Erfahrungsbericht zum Thema.
 
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Metadata
Title
Ready to pitch? Eine kritische Betrachtung der Ausschreibungspraxis
Authors
Prof. Dr. Christian Belz
Prof. Dr. Christian Schmitz
Eva K. Steinbacher
Prof. Dr. Dirk Zupancic
Publication date
01-08-2011
Publisher
Gabler Verlag
Published in
Marketing Review St. Gallen / Issue 4/2011
Print ISSN: 1865-6544
Electronic ISSN: 1865-7516
DOI
https://doi.org/10.1007/s11621-011-0046-9

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