采购与供应链管理价格

1、Part 1:Introduction and strategyWhat is purchasingStrategic purchasingOrganization and structure of supplyPurchasing proceduresPart 2:Strategy, tactics and operations（1）：purchasing factorsStandard and management of qualityrelationshipBuying at the right priceSupply organization and supplier manageme

2、nt,supplier relationships(2)Part 3:Strategy, tactics and operations（2）：Contrasting approaches to purchasingContrasting approaches to supply（2） Buying from overseasPart 4:Strategy, tactics and operations（3）：logisticsStoring of supply goods, materials transportationPart 5:Strategy, tactics and operati

3、ons（4）：supply tools,supplier relationships and performancenegotiationSupply toolsPurchasing research, performance and ethicsChapter 7 Buying at the right pricePrice is defined as the value of a commodity/ service measured in terms of the standard monetary unit(货币单位).In turn, price could influence th

4、e supply and demand; Demand and supply can influence the price. The relationship between price and demand: the rise or fall of price influences the demand.1. Price2. Elasticity of demandIf a slight change in the price could cause a dramatic change in demand, the demand is a elastic demand.If a drama

5、tic change in the price could cause a slight change in demand, the demand is inelastic. Price elasticity of demand = Change in quantity demand(%) / Change in price(%) 1 There are few or no substitutes or competitors.2 There is a buyer inertiathat is, buyers are slow to change their buying habits and

6、 search for alternative source of lower prices.3 Buyer do not or fail to challenge the higher price.2.1 When Demand is likely to be less elasticIf demand is elastic, when suppliers reduces their piece as a lower price, their revenue will increase or decrease ?2.2 Price elasticity of supply1.Give 3 e

7、xamples of household commodities for which demand is elastic and 3 of those for which demand is inelastic. 2. Give 3 examples of commodities for manufacturing which demand is elastic and 3 of those for which demand is inelastic.Discussion：If demand is elastic, suppliers will consider reducing their

8、piece as a lower price will result in enhanced revenue:2.2 Price elasticity of supplyPrice elasticity of supply= Change in quantity supplied (%) /Change in price(%)Discussion questionsWhich of the following statements are true?a. communicate informationb. determine supplyc. measure scarcityd. provid

9、e incentives1. The item dealt in must be homogeneous (同质的) so that buyers are indifferent regarding sellers from whom they make their purchasesthere is an absence of trade or proprietary name, for example.2. The item must be easily transportable.3. There must be many buyers and sellers so that the f

10、ormer cannot artificially restrict demand or the latter supply.3.1 Condition for perfect competition4. There should be an absence of referential treatment(优惠政策) of or discrimination （歧视性待遇）against any buyers and sellers.5. Easy communication must exist between buyers and sellers.3.1 Condition for pe

11、rfect competitionMonopoly（垄断）： No entry Oligopoly （多寡头垄断）：Limited entryMonopolistic competition(垄断下的竞争) ： competition between suppliers.3.2 Imperfect competition and monopolySupplier cannot control price and quantity simultaneously.3.2 Imperfect competition and monopoly3.2 Imperfect competition and

12、monopolyOligopoly competitionIntense competition between suppliers.3.2 Imperfect competition and monopolyDiscussion questionsPage 456, 12.5( Privatization ,民营化，私营化）1979, Margaret Thatcher An important aspect of purchasing is the negotiation of the price to be paid to the supplier.Suppliers condition

13、s in pricing agreements.2 pricing models.4. Price agreement4.1 Suppliers considerations in pricing agreements:1. General condition：Their position in the market,monopoly?Long-term value of the purchaser, promptness of payment and so onDemand is elastic(where there are substitutes) or inelastic (where

14、 demand is not affected by the price?).2 pricing models (two categories)1） cost-based models：cost mark-up(cost-plus) pricing model；marginal pricing model; rate of return pricing model. P439定价模式：成本加价模式；利润空间定价模式；收益率定价4. Price agreement2）Market-driven models：Price volume model (break even analysis)，Mar

15、ket share model，(profitability depends on penetration arrived by the supplier)Market skimming，Current revenue pricing model(cover operating cost rather than achieve profits)4. Price agreement2）Market-driven models： Promotional model(short term discounts)Market segment pricing model（home and abroad ，

16、age-stage milk powder）Competition pricing model（dynamic pricing, section 6.9, reverse auction process）4. Price agreementAn assumption is that the market is price inelastic and will be attracted to the unique characteristics of the innovation. Because of the high price employed, the product typically

17、 is positioned to innovators and early adopters. Skimming is a particularly attractive strategy when marketers face high investments in research and development, or production and other marketing related start-up costs are high. Setting a high price for the product helps recover these costs quickly.

18、 Market skimmingMarket skimmingA recent example of market skimming is provided by Sonys Digital Mavica Camera (Exhibit 3). Introduced in 1997.The camera was priced high, at around eight hundred dollars per unit. This camera is targeted to innovators and early adopters of photographic and computer eq

19、uipment. Market skimmingIt was distributed in camera, computer, and electronics specialty stores. The camera was promoted heavily in print and electronic media targeted specifically to initial adopters. Little television and radio advertising was employed. Similarly, little use of sales promotions,

20、such as coupons and rebates were used to support the initial launch. 4.2 Purchaser considerations in pricing agreements:Purchaser will consider:The risk attached to the purchase and the method of pricing. Page 441, Figure 12.3.The purchasers position.Whether the purchase is leverage, strategic, non-

21、critical or bottleneck productAny other factors?4.2 Purchaser considerations in pricing agreements:Purchaser will consider:Whether the purchase is a rebuy, modified rebuy or new buy item.The number of suppliers in the market.Prices paid by the competitors.What may be considered a fair price?5. Price

22、 agreementsFirm price agreements: contracts that are negotiated with fixed payment schedules, payment based on milestones or payment based on fixed fees or a service.All risk are borne by the supplier and purchaser knows from the start what is to be paid;Incentive to produce efficiently;A minimum of

23、 administration is involved.Cost price agreementsA fixed percentage is added to the production or construction cost- are more disadvantageous to the purchaser, in that:All financial risks accrue to the buyerDifficult to administer. Financial and management accountants and specialist staff.Variations

24、 in firm and cost price agreementsIn practice, factors such as the escalation in material costs , as a result of inflation or pay rises during the period of a contract, the need to provide incentives or the difficulty of measuring the work to be done make it desirable to reduce the risks to both the

25、 purchaser and supplier by incorporating variations into both firm and cost type contracts. Table 12.2 (P445)6价格协议中采购方应考虑的问题行业固定价格协议和成本价格协议的变更：由于在合同的有效期内材料成本的攀升，通货膨胀或工资增长，需要对合同的执行进行激励等因素，采购方和供应方都乐于对行业固定价格合同和成本价格合同共同协商出一些变通的形式，以降低各自的风险。Target cost with or without maximum priceTarget cost with maximum price ：the profit include the profit that the both side