Table of contents for Implementing purchasing and supply chain management : best practices in market research / Nancy Nicosia, Nancy Y. Moore.

Bibliographic record and links to related information available from the Library of Congress catalog.

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CONTENTS
PREFACE	III
FIGURES	IX
TABLES	XI
ACKNOWLEDGMENTS	XII
SUMMARY	XIII
ACRONYMS	XIX
1. INTRODUCTION	1
IMPORTANCE OF MARKET RESEARCH	1
WHAT IS MARKET RESEARCH?	2
BENEFITS OF MARKET RESEARCH	2
WHERE TO LOOK FOR RELEVANT MARKET RESEARCH INFORMATION	3
CURRENT AIR FORCE MARKET RESEARCH	3
APPROACH	4
LITERATURE REVIEW	4
INTERVIEWS WITH SUCCESSFUL COMMERCIAL ENTERPRISES	4
ABOUT THIS REPORT	5
KEY TERMS AND CONCEPTS	5
ORGANIZATION OF REPORT	6
2. FOCUS MARKET RESEARCH RESOURCES AND EFFORTS WHERE THEY ARE MOST
NEEDED	8
COLLECT THE FACTS ABOUT THE ENTERPRISE	8
UNDERSTAND STRATEGIC GOALS, COMPETENCIES, AND REQUIREMENTS	8
ANALYZE SPEND	9
DEVELOP (OR UPDATE) THE SOURCING STRATEGY	10
ALLOCATE MARKET RESEARCH RESOURCES AND EFFORTS IN ORDER TO MAXIMIZE
REWARDS AND MINIMIZE RISKS	16
SUMMARY	20
REVIEW: WHAT TO DO	20
WHERE TO LOOK FOR RELEVANT INFORMATION	20
3. ANALYZE THE INDUSTRY	21
ASSESS HOW COMPETITIVE THE INDUSTRY IS AND HOW THAT AFFECTS
SOURCING	22
ENTRY BARRIERS	24
THE THREAT OF SUBSTITUTES	28
THE BARGAINING POWER OF SUPPLIERS	30
RIVALRY AMONG EXISTING SUPPLIERS	33
THE BARGAINING POWER OF BUYERS	37
BENCHMARK THE INDUSTRY STANDARDS AND NORMS	40
INDUSTRY STANDARDS	40
INDUSTRY NORMS	42
ANALYZE PRICE AND COST	44
CONDUCTING A SHOULD-COST ANALYSIS	44
CONDUCTING A TOTAL-COST ANALYSIS	46
INVESTIGATE THE INDUSTRY'S PAST AND ANTICIPATE THE FUTURE	49
LOOKING BACK AT TRENDS	49
PROJECTING THE FUTURE	49
SUMMARY	51
REVIEW: WHAT TO DO	51
WHERE TO LOOK FOR RELEVANT INFORMATION	51
4. IDENTIFY POTENTIAL SUPPLIERS	53
SOURCES OF INFORMATION	53
SUMMARY	57
REVIEW: WHAT TO DO	57
WHERE TO LOOK FOR RELEVANT INFORMATION	57
5. EVALUATE POTENTIAL SUPPLIERS	58
STAGE 1: PRELIMINARY ANALYSIS	60
STAGE 2: FINANCIAL ANALYSIS	60
STAGE 3: ANALYSES OF PERFORMANCE, COST, AND CAPABILITIES	62
PERFORMANCE ANALYSES	62
COST ANALYSES	65
CAPABILITY ANALYSES	66
STAGE 4: EVALUATION CONFERENCE	69
SUMMARY	69
REVIEW: WHAT TO DO	69
WHERE TO LOOK FOR RELEVANT INFORMATION	70
6. MANAGE THE SUPPLY BASE	71
MONITOR SUPPLIERS AND THE INDUSTRY	71
DEVELOPING SUPPLIERS	73
SUMMARY	73
REVIEW: WHAT TO DO	73
WHERE TO LOOK FOR RELEVANT INFORMATION	74
7. PUTTING IT ALL TOGETHER: CURRENT AIR FORCE MARKET RESEARCH AND NEXT
STEPS	75
CURRENT AIR FORCE MARKET RESEARCH	75
RECOMMENDATIONS FOR THE AIR FORCE	76
IMPROVE DATA AVAILABILITY, QUALITY, AND UTILIZATION	76
PROVIDE TRAINING FOR COMMODITY TEAMS	77
ENSURE MANAGEMENT SUPPORT AND STAFF BUY-IN	77
APPENDIX A: INTERVIEW PROTOCOL	79
APPENDIX B: THE SOURCING STRATEGY	82
BUYING POLICY	83
SUBSISTENCE BUYING	84
FORWARD BUYING	84
VOLUME PURCHASE AGREEMENTS	84
CONSIGNMENT (AND VENDOR-MANAGED INVENTORY)	84
LIFE-OF-PRODUCT SUPPLY	85
END-OF-LIFE BUY	85
NUMBER OF SUPPLIERS	85
SOLE SOURCING	86
SINGLE SOURCING	86
MULTIPLE SOURCING	86
TYPE OF SOURCE	86
PROPRIETARY INFORMATION	87
MANUFACTURER VERSUS DISTRIBUTOR	87
SUPPLIER SIZE	87
SMALL, MINORITY, AND WOMEN-OWNED SUPPLIERS (DIVERSITY SUPPLIERS)	87
LOCAL, NATIONAL, AND INTERNATIONAL SUPPLIERS	88
COOPERATIVE/LEVERAGED BUYING, JOINT VENTURES, AND INTEGRATED
SUPPLY	88
SUPPLIER RELATIONSHIPS	88
TRANSACTIONAL RELATIONSHIPS	88
ONGOING RELATIONSHIPS	89
APPENDIX C: INTERNET SOURCES OF INFORMATION	91
APPENDIX D: SOURCES TO RESEARCH FINANCIAL STATUS	97
APPENDIX E: SUPPLIER EVALUATION TOOLS	99
REFERENCES	113
 
FIGURES
FIGURE 3.1: FACTORS IN AN INDUSTRY'S COMPETITIVE STRUCTURE	24
 
TABLES
TABLE 1.1: GLOSSARY	5
TABLE 2.1: PARETO ANALYSIS	16
TABLE 2.2: PORTFOLIO ANALYSIS	18
TABLE 3.1: ENTRY BARRIERS	26
TABLE 3.2: THREAT OF SUBSTITUTES	29
TABLE 3.3 BARGAINING POWER OF SUPPLIERS	31
TABLE 3.4: MARKET RIVALRY	34
TABLE 3.5: BARGAINING POWER OF BUYERS	38
TABLE 3.6: INDUSTRY STANDARDS	41
TABLE 3.7: INDUSTRY NORMS	43
TABLE 3.8: CONDUCTING A SHOULD-COST ANALYSIS	44
TABLE 3.9: EXAMPLE OF A SHOULD-COST BUILD UP IN MANUFACTURING	45
TABLE 3.10: CONDUCTING A TOTAL COST ANALYSIS	47
TABLE 5.1: SAMPLE FINANCIAL INDICATORS	61
TABLE 5.2: AREAS FOR CAPABILITY ANALYSES	66
TABLE B.1: SOURCING STRATEGY COMPONENTS	83
TABLE B.2: TANG'S OPERATIONAL CHARACTERISTICS OF DIFFERENT TYPES OF
SUPPLIER RELATIONSHIPS	89
TABLE C.1: ONLINE SOURCES OF INFORMATION	91
TABLE D.1: SOURCES OF FINANCIAL DATA	97
TABLE D.2: INTERPRETING KEY FINANCIAL RATIOS	98
TABLE E.1: EVALUATING SUPPLIER QUALITY, ORGANIZATION, AND
MANAGEMENT	99
TABLE E.2: AN ILLUSTRATIVE PLANT SURVEY	102
TABLE E.3: INITIAL SUPPLIER EVALUATION FORM	110

Library of Congress Subject Headings for this publication:

United States. Air Force -- Procurement.
Marketing research -- United States.