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THE EFFECTS OF STRATEGIC PURCHASING ON ORGANIZATION PERFORMANCE THROUGH NEGOTIATION STRATEGY AND BUYER-SUPPLIER RELATIONSHIP

Semuel, Hatane and Siagian, Hotlan and Arnius, Rany (2018) THE EFFECTS OF STRATEGIC PURCHASING ON ORGANIZATION PERFORMANCE THROUGH NEGOTIATION STRATEGY AND BUYER-SUPPLIER RELATIONSHIP. [UNSPECIFIED]

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    Abstract

    The present work examined the empirical relationship between strategic purchasing on organization performance through negotiation strategy and buyer-supplier relationship. Data were obtained using questionnaires distributed to 80 food and beverage companies domiciled in East Java of Indonesia. The manager of purchasing represented each company. Statistical analysis was performed using partial least square (PLS) technique. The result reveals that negotiation strategy and buyer-supplier relationship mediate the effect of strategic purchasing on organization performance. Strategic purchasing also influences organization performance directly. Furtherly, Negotiation strategy and buyer-supplier relationship influence organization performance and negotiation strategy have a more significant impact on organization performance than has the buyer-supplier relationship.

    Item Type: UNSPECIFIED
    Uncontrolled Keywords: Strategic purchasing; Organizational performance; Negotiation strategy; Buyer-supplier relationship
    Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
    Divisions: Graduate Program > Economic Management
    Depositing User: Admin
    Date Deposited: 28 Aug 2018 17:33
    Last Modified: 16 Jul 2019 10:09
    URI: http://repository.petra.ac.id/id/eprint/17943

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