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- Title
Strategies for Managing Suppliers of Professional Services.
- Authors
Baker, Wayne E.; Faulkner, Robert R.
- Abstract
The article looks at several strategies for the management of professional service suppliers. A framework designed to help managers identify sources of value in supplier relations is presented. The author derives the framework from research on interfirm relations in professional services, noting that managers who adopt an explicit strategy for managing service suppliers can better control costs and improve quality and effectiveness. The author identifies product and transaction as the two key components of service. Creating value by linkage is the primary concept behind managing suppliers. Fortunately, managers of industrial parts suppliers have the well-known "Japanese model" of close long-term relationships as a guide, which is now being followed by many U.S. manufacturers.
- Subjects
JAPAN; UNITED States; SERVICE industries; RELATIONSHIP marketing; COST control; EXECUTIVES; SUPPLIERS; INDUSTRIAL management; INDUSTRIES; MANAGEMENT styles; SUPPLIER relationship management
- Publication
California Management Review, 1991, Vol 33, Issue 4, p33
- ISSN
0008-1256
- Publication type
Article
- DOI
10.2307/41166671