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Optimization models for buyer‐supplier negotiations

Srinivas Talluri (Department of Marketing and Supply Chain Management, Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA)
Shawnee K. Vickery (Department of Marketing and Supply Chain Management, Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA)
Sriram Narayanan (Department of Marketing and Supply Chain Management, Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA)

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Article publication date: 8 August 2008

3249

Abstract

Purpose

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The purpose of this paper is to propose optimization models for assisting in buyer‐supplier negotiations by effectively considering multiple factors and interrelationships among them.

Design/methodology/approach

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The approach used in the paper involves a combination of data envelopment analysis and multi‐criteria decision models.

Findings

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Categorizes suppliers into efficient and inefficient performers and identifies effective negotiation strategies with respect to cost, quality, and delivery performance.

Originality/value

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This original contribution presents models, which buyers can utilize for effectively negotiating with suppliers across a variety of factors.

Keywords

Citation

Talluri, S., Vickery, S.K. and Narayanan, S. (2008), "Optimization models for buyer‐supplier negotiations", International Journal of Physical Distribution & Logistics Management, Vol. 38 No. 7, pp. 551-561. https://doi.org/10.1108/09600030810900950

Publisher

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Emerald Group Publishing Limited

Copyright © 2008, Emerald Group Publishing Limited

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