DEVELOPING A PURCHASING STRATEGY TAXONOMY BASED ON COMPETITIVE PRIORITIES

Year 2021, , 33 - 49, 29.03.2021

Melek Akın Ateş , Finn Wynstra Erik Van Raaij

https://doi.org/10.17065/huniibf.732146

Abstract

This exploratory study aims to develop a taxonomy of purchasing strategies at the purchase category level. We define strategies based on competitive priorities, an approach that is common in operations management literature, but very novel in purchasing. Analysing data collected from 318 manufacturing firms in ten countries through the use of cluster analysis, we identify five purchase category strategies: “Emphasise All, Cost Management, Product Innovation, Delivery Reliability, and Emphasise Nothing”. We subsequently investigate how this purchase category strategy taxonomy is related to the Kraljic matrix, a purchasing portfolio model utilised frequently in practice. We find that some strategies are more likely to be implemented in certain quadrants of the matrix but that within each quadrant, it is possible to implement various purchase category strategies in an effective way. This finding empirically validates our argument that existing portfolio models alone do not provide sufficient guidance for defining appropriate strategies.

Keywords

Purchasing strategy, Competitive Priorities, Kraljic Matrix, Cluster Analysis

REKABETÇİ ÖNCELİKLERE DAYALI SATINALMA STRATEJİSİ TAKSONOMİSİNİN GELİŞTİRİLMESİ

Abstract

Bu araştırma, satınalma kategorisi düzeyinde satınalma stratejileri taksonomisi geliştirmeyi amaçlamaktadır. Stratejiler, üretim yönetimi literatüründe yaygın ancak satınalmada çok yeni olan bir yaklaşım olan rekabetçi öncelikler bazında tanımlanmaktadır. On ülkedeki 318 imalat firmasından toplanan veriler kümeleme analizi ile incelenerek beş satınalma kategorisi stratejisi belirlenmiştir: “Tümünü Vurgula, Maliyet Yönetimi, Ürün Yenilikçiliği, Teslimat Güvenilirliği ve Hiçbir Şey Vurgulama”. Daha sonra bu satınalma stratejisi taksonomisinin organizasyonlarda sıklıkla kullanılan bir satınalma portföy modeli olan Kraljic matrisi ile ilişkisi incelenmiştir Bulgular göstermektedir ki bazı stratejilerin matrisin belirli bir bölümünde uygulanması daha olasıdır, ancak her bölümün içinde çeşitli satınalma kategorisi stratejilerini etkili bir şekilde uygulamak da mümkündür. Bu bulgu, sadece mevcut portföy modellerinin kullanımının satınalma stratejilerini tanımlamak için yeterli rehberlik sağlamadığı iddiasını ampirik olarak doğrulamaktadır.

Keywords

Satınalma, Rekabetçi öncelikler, Kraljic matrisi, Kümeleme analizi

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