Journal of Supply Chain Management

Understanding Buyer and Supplier Power: A Framework for Procurement and Supply Competence Members Only Content

This article outlines how the power perspective can enhance effective procurement and supply management. The first section outlines the current dominant view of competence in procurement and supply management and explains why it is incomplete. The second section explains why competence in procurement and supply management must start from an understanding of the bases of supplier power and business strategy. This section also explains the critical role of buying as one of the two main competencies that all organizations require if they seek business success. The final section outlines the basic power matrix that is essential in understanding the exchange relationship between buyers and suppliers, so that buyers can understand the circumstance they are in and what scope exists for them to augment their power relative to suppliers.

Please log in to see the content.