Competing against an in-house supplier
dc.contributor.author | Henke, Jr. , John W. | en_US |
dc.contributor.author | Krachenberg, A. Richard | en_US |
dc.contributor.author | Lyons, Thomas F. | en_US |
dc.date.accessioned | 2006-04-07T20:43:51Z | |
dc.date.available | 2006-04-07T20:43:51Z | |
dc.date.issued | 1989-08 | en_US |
dc.identifier.citation | Henke, Jr., John W., Krachenberg, A. Richard, Lyons, Thomas F. (1989/08)."Competing against an in-house supplier." Industrial Marketing Management 18(3): 147-154. <http://hdl.handle.net/2027.42/27811> | en_US |
dc.identifier.uri | http://www.sciencedirect.com/science/article/B6V69-45K1G4X-Y/2/d0129429344b9788e0e04c2b4737da4c | en_US |
dc.identifier.uri | https://hdl.handle.net/2027.42/27811 | |
dc.description.abstract | A not uncommon situation in industrial marketing is for an outside supplier to find itself competing against an in-house supplier. Knowing how to compete against an in-house supplier is of importance because industrial marketing firms typically respond with one of two diametrically opposed actions: they act as if the situation is no different than competing against any other supplier, or they assume that they have no chance--and back off. Neither approach is realistic. The fact that the current supplier is in-house will not impact the probability of the outside vendor's success. Rather, it is the nature of the relationship between the buying organization and the in-house supplier that is of paramount importance in determining the likelihood of replacing an in-house supplier. This article presents a decision-process model useful for ascertaining the sales opportunity when competing against an in-house supplier. Alternative marketing strategies are also suggested. | en_US |
dc.format.extent | 611245 bytes | |
dc.format.extent | 3118 bytes | |
dc.format.mimetype | application/pdf | |
dc.format.mimetype | text/plain | |
dc.language.iso | en_US | |
dc.publisher | Elsevier | en_US |
dc.title | Competing against an in-house supplier | en_US |
dc.type | Article | en_US |
dc.rights.robots | IndexNoFollow | en_US |
dc.subject.hlbsecondlevel | West European Studies | en_US |
dc.subject.hlbsecondlevel | Southeast Asian and Pacific Languages and Cultures | en_US |
dc.subject.hlbsecondlevel | Marketing | en_US |
dc.subject.hlbsecondlevel | Management | en_US |
dc.subject.hlbsecondlevel | Economics | en_US |
dc.subject.hlbtoplevel | Social Sciences | en_US |
dc.subject.hlbtoplevel | Humanities | en_US |
dc.subject.hlbtoplevel | Business | en_US |
dc.description.peerreviewed | Peer Reviewed | en_US |
dc.contributor.affiliationum | School of Management, University of Michigan - Dearborn, USA | en_US |
dc.contributor.affiliationum | School of Management, University of Michigan - Dearborn, USA | en_US |
dc.contributor.affiliationother | School of Business Administration, Oakland University Rochester, MI, USA | en_US |
dc.description.bitstreamurl | http://deepblue.lib.umich.edu/bitstream/2027.42/27811/1/0000216.pdf | en_US |
dc.identifier.doi | http://dx.doi.org/10.1016/0019-8501(89)90031-X | en_US |
dc.identifier.source | Industrial Marketing Management | en_US |
dc.owningcollname | Interdisciplinary and Peer-Reviewed |
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