Purchasing Agents’ Use of Negotiation Strategies
基于对300多名采购代理的全国调查，研究了采购代理在零部件重复采购谈判中使用的三种基本策略（问题解决、竞争感知操纵和强硬策略），并分析了六种采购情境特征对策略选择的影响。
The authors report the findings from a field study of purchasing agents negotiating rebuy purchases of component parts. The negotiating stance adopted by industrial buyers is characterized by their reliance on three basic negotiation strategies: problem solving, manipulating perceptions about competition, and tough tactics. A structural model relating the purchasing agent's use of each of these strategies to six characteristics of the purchase context (material cost sensitivity of the buying firm, supplier competition, uniqueness of the buying firm's specifications, buyer's cooperative orientation, having information, and formal planning) is developed and empirically tested with data collected in a national survey of more than 300 purchasing agents. The results demonstrate the ability of the contextual variables to predict the emphasis purchasing agents will place on each of the individual strategies in any particular set of negotiations.