A Critical Exploration of Bargaining in Purchasing and Supply Management: A Systematic Literature Review

IF 3.6 4区 管理学 Q2 MANAGEMENT
Stephen Kelly, Daniel Chicksand
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Abstract

Bargaining with suppliers is a key Purchasing and Supply Management (PSM) activity but there is considerable ambiguity over what bargaining entails and the concept currently lacks a systematic treatment, despite its significant interest to PSM professionals. The literature shows that bargaining can be seen as an adversarial approach to negotiation (in contrast to more integrative/collaborative ones) and also the back-and-forth discussion over price and other variables between buying and supplying organisations to reach an agreement. In addition, many will move between fundamentally distributive and integrative approaches as the discussions play out. A systematic literature review of the Scopus, ProQuest, ScienceDirect, JSTOR and Web of Science databases was undertaken to address this gap, identifying 427 relevant journal papers that were systematically analysed. First, descriptive techniques identified the trajectory of published papers, methods, theories and their industrial context. Second, content analysis identified the key constructs and associated operational measures/variables of bargaining. Third, the constructs have then been ordered temporally and by areas of location (organisational/departmental and individual levels) to generate a model and inform a series of practice-based recommendations at different stages of the bargaining process. The findings will allow future researchers to use the constructs either directly in developing focused hypotheses to test relationships or as a basis for refinement and extension in cumulative theory building and testing. In addition, a series of focused research gaps have been identified, such as addressing the current contradictory findings of the effect of purchasing volume or organisational size on bargaining power.

Abstract Image

采购与供应管理中讨价还价的批判性探索:系统性文献综述
与供应商讨价还价是采购与供应管理(PSM)的一项重要活动,但讨价还价的内涵却相当模糊,尽管采购与供应管理专业人士对这一概念非常感兴趣,但目前却缺乏系统的论述。文献显示,讨价还价可以被视为一种对抗性的谈判方式(与更具整合性/合作性的谈判方式形成鲜明对比),也是采购组织和供应组织之间为达成协议而就价格和其他变量进行的来回讨论。此外,在讨论过程中,许多人还会在基本分配法和综合法之间转换。针对这一空白,我们对 Scopus、ProQuest、ScienceDirect、JSTOR 和 Web of Science 数据库进行了系统的文献综述,确定了 427 篇相关期刊论文,并对其进行了系统分析。首先,通过描述性技术确定了已发表论文的轨迹、方法、理论及其行业背景。其次,通过内容分析确定了关键结构和相关的操作措施/讨价还价变量。第三,然后按时间和地点(组织/部门和个人层面)对构建要素进行排序,以生成一个模型,并在讨价还价过程的不同阶段提出一系列基于实践的建议。研究结果将使未来的研究人员能够直接利用这些建构,提出有针对性的假设来检验其中的关系,或将其作为完善和扩展累积理论建设和检验的基础。此外,我们还发现了一系列重点研究缺口,如解决目前关于采购量或组织规模对议价能力影响的矛盾研究结果。
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来源期刊
CiteScore
5.70
自引率
6.70%
发文量
32
期刊介绍: The idea underlying the journal, Group Decision and Negotiation, emerges from evolving, unifying approaches to group decision and negotiation processes. These processes are complex and self-organizing involving multiplayer, multicriteria, ill-structured, evolving, dynamic problems. Approaches include (1) computer group decision and negotiation support systems (GDNSS), (2) artificial intelligence and management science, (3) applied game theory, experiment and social choice, and (4) cognitive/behavioral sciences in group decision and negotiation. A number of research studies combine two or more of these fields. The journal provides a publication vehicle for theoretical and empirical research, and real-world applications and case studies. In defining the domain of group decision and negotiation, the term `group'' is interpreted to comprise all multiplayer contexts. Thus, organizational decision support systems providing organization-wide support are included. Group decision and negotiation refers to the whole process or flow of activities relevant to group decision and negotiation, not only to the final choice itself, e.g. scanning, communication and information sharing, problem definition (representation) and evolution, alternative generation and social-emotional interaction. Descriptive, normative and design viewpoints are of interest. Thus, Group Decision and Negotiation deals broadly with relation and coordination in group processes. Areas of application include intraorganizational coordination (as in operations management and integrated design, production, finance, marketing and distribution, e.g. as in new products and global coordination), computer supported collaborative work, labor-management negotiations, interorganizational negotiations, (business, government and nonprofits -- e.g. joint ventures), international (intercultural) negotiations, environmental negotiations, etc. The journal also covers developments of software f or group decision and negotiation.
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