The Art and Science of Source Management

  • Roy W. Hill
  • Terry J. Hillier
Chapter
Part of the Macmillan Studies in Marketing Management book series

Abstract

Business decisions are usually considered to be taken under conditions of uncertainty rather than risk, and as was stated in the previous chapter one of the main methods for reducing uncertainty is the gathering of additional information.

Keywords

Material Management Industrial Good Source Management Corporate Planning Customer Organisation 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
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Notes and Reference

  1. 1.
    T. Lester. ‘Selling from the Buyer’s Angle’, Marketing, Journal of the Institute of Marketing (July 1972) pp. 34–7.Google Scholar
  2. 5.
    J. A. Jobling, Survey of Customer Purchasing Procedures in the U.K. (March 1970), source for Table 5. 1.Google Scholar
  3. 6.
    D. S. Ammer, Materials Management as Profit Counter ( Illinois: Irwin, 1968 ).Google Scholar
  4. 7.
    G. J. Zeuz, ‘Organisational Theory and Materials Management’, Journal of Purchasing, vol. 5 (August 1969).Google Scholar
  5. 8.
    J. Van der Water, ‘How K. & E. Moved up to Materials Management’, Purchasing (4 November 1963 ) pp. 70–5.Google Scholar
  6. 9.
    H. E. Fearon, ‘Materials Management: A Synthesis and Current View’, Journal of Purchasing (February 1973).Google Scholar
  7. 10.
    D. L. Blenkhorn, ‘The Status of the Materials Management Concept - An Examination of Current and Likely Future Adoption Levels of the Materials Management Concept in Canadian Manufacturing Industry’, Ph.D. Thesis, University of Bradford Management Centre (1976).Google Scholar
  8. 12.
    O. Davies, ‘The Marketing Approach to Purchasing’, Long Range Planning vol. 7, no. 3 (June 1974).Google Scholar
  9. 13.
    K. Courtney and D. Thomas, ‘Skilful Buying Needed’, Financial Times (24 April 1974 ).Google Scholar
  10. 14.
    D. H. Farmer, ‘Some Aspects of Source Decision Making vis-à-vis Corporate Plans in U.K. Based Multi-National Companies’, Ph.D. Thesis (Univeristy of Bath, 1973 ).Google Scholar
  11. 16.
    H. E. Fearon and J. H. Hoagland, Purchasing Research in American Industry, Research Study 58 (American Management Association, 1963 ).Google Scholar
  12. 17.
    D. Symens, ‘Purchasing Research’, Modern Purchasing (June 1973).Google Scholar
  13. 22.
    M. T. Cunningham and J. G. White, ‘The Behaviour of Industrial Buyers in their Search for Suppliers of Machine Tools’, Journal of Management Studies, vol. 11, no. 2 (May 1974) pp. 115–28.CrossRefGoogle Scholar
  14. 24.
    K. Kettlewood, ‘The Marketing of Freight Transport with Special Reference to Buyer Behaviour’, M.Sc. dissertation, UMIST (1971).Google Scholar
  15. 29.
    F. E. Webster, ‘Informal Communication in Industrial Markets’, Journal of Marketing Research, vol 7 (May 1970) pp. 186–9.CrossRefGoogle Scholar
  16. 35.
    T. J. Hillier ‘Supplier Analysis for Capital Equipment Purchases, Procurement (September 1974).Google Scholar
  17. 37.
    G. W. Dickson, ‘An Analysis of Vendor Selection Systems and Decisions’, Journal of Purchasing, vol. 2 (February 1966) pp. 5–17.Google Scholar
  18. 40.
    S. F. Heinritz and P. V. Farrell Purchasing Principles and Applications (Englewood Cliffs, N. J.: Prentice-Hall, 1971) p. 400; also source for Table 5. 7.Google Scholar
  19. 42.
    R. A. Bolton, ‘Systems Contracting: A New Purchasing Technique’, American Management Association Bulletin, 63 (1966) p. 125.Google Scholar

Copyright information

© Roy W. Hill and Terry J. Hillier 1977

Authors and Affiliations

  • Roy W. Hill
  • Terry J. Hillier

There are no affiliations available

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