Nouveaux rôles et profils de compétences des acheteurs. De la gestion des fournisseurs au management des clients internes

Arnaud Bichon, Nathalie Merminod and Dirk-Jan Kamann

Revue française de gestion, 2010, vol. n° 205, issue 6, 139-155

Abstract: Buyer?s roles are determined by the nature of the purchased goods and the vendor market characteristics in which the buyer operates. However, purchasing is also influenced by an increasingly complex interaction between the buyer and their internal customers who have varying degrees of expertise and different hierarchical levels. Beyond supplier management, the success of purchasing now depends on the buyer?s ability to manage these internal relationships. This article attempts to identify why and how to take into account this relationship dimension when defining the buyer?s role and skill profiles.

Date: 2010
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