Abstract
Logistics depends on purchasing and sales and vice versa. Purchasing and sales people negotiate the prices of products and services, determine the terms of trade and delivery and initiate the supply and delivery chains between suppliers, companies and customers.
Physical distribution of finished goods is traditionally part of sales and marketing (Pfohl 1990; Wöhe 2000). Sourcing and procurement of raw material, pre-products and merchandise are looked at as tasks of purchasing. However, modern logistics and supply chain management open new competitive advantages and saving potentials (Bowersox et al. 1969; Bucklin 1966; Coughlan et al. 2006; Cooper et.al. 1997; Christopher 1992; Dobler 1996; Kotzab 1997; Schönsleben 1998; van Weele 2004). This, however, requires special competences and separation of logistics from sales and purchasing.
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Gudehus, T., Kotzab, H. (2012). Purchasing, Sales and Logistics. In: Comprehensive Logistics. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-24367-7_14
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DOI: https://doi.org/10.1007/978-3-642-24367-7_14
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