IDEAS home Printed from https://ideas.repec.org/a/wly/navres/v55y2008i6p516-540.html
   My bibliography  Save this article

Collaborative procurement among competing buyers

Author

Listed:
  • Pinar Keskinocak
  • Seçil Savaşaneril

Abstract

Collaborative procurement emerged as one of the many initiatives for achieving improved inter‐firm coordination and collaboration. In this article, we adopt a game‐theoretical approach to study the interaction between two firms who procure jointly, but produce independently and remain competitors in a product market characterized by price‐sensitive demand. We study the underlying economics behind collaborative procurement, examine the effects of collaboration on buyer and supplier profitability, and derive conditions under which collaboration is beneficial to each participant. We find that a necessary and sufficient condition for a buyer to collaborate is to increase its sales. We identify the conditions that lead equal size buyers (i.e., consortia consisting of only large buyers or only small buyers) versus different size buyers to collaborate. We also determine the conditions that make collaboration profitable for the supplier, and show that rather than selling a large quantity to a single buyer, the supplier prefers to sell to multiple buyers in smaller quantities. © 2008 Wiley Periodicals, Inc. Naval Research Logistics, 2008

Suggested Citation

  • Pinar Keskinocak & Seçil Savaşaneril, 2008. "Collaborative procurement among competing buyers," Naval Research Logistics (NRL), John Wiley & Sons, vol. 55(6), pages 516-540, September.
    • Handle: RePEc:wly:navres:v:55:y:2008:i:6:p:516-540
    DOI: 10.1002/nav.20305
    as

    Download full text from publisher

    File URL: https://doi.org/10.1002/nav.20305
    Download Restriction: no
    File URL: https://libkey.io/10.1002/nav.20305?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Armstrong, Mark, 1996. "Multiproduct Nonlinear Pricing," Econometrica, Econometric Society, vol. 64(1), pages 51-75, January.
    2. Yossef Spiegel, 1993. "Horizontal Subcontracting," RAND Journal of Economics, The RAND Corporation, vol. 24(4), pages 570-590, Winter.
    3. Z. Kevin Weng, 1995. "Channel Coordination and Quantity Discounts," Management Science, INFORMS, vol. 41(9), pages 1509-1522, September.
    4. Robert J. Dolan, 1987. "Quantity Discounts: Managerial Issues and Research Opportunities," Marketing Science, INFORMS, vol. 6(1), pages 1-22.
    5. Barry Alan Pasternack, 1985. "Optimal Pricing and Return Policies for Perishable Commodities," Marketing Science, INFORMS, vol. 4(2), pages 166-176.
    6. Terry A. Taylor, 2002. "Supply Chain Coordination Under Channel Rebates with Sales Effort Effects," Management Science, INFORMS, vol. 48(8), pages 992-1007, August.
    7. Yang, P. C., 2004. "Pricing strategy for deteriorating items using quantity discount when demand is price sensitive," European Journal of Operational Research, Elsevier, vol. 157(2), pages 389-397, September.
    8. Hamilton Emmons & Stephen M. Gilbert, 1998. "Note. The Role of Returns Policies in Pricing and Inventory Decisions for Catalogue Goods," Management Science, INFORMS, vol. 44(2), pages 276-283, February.
    9. Gérard P. Cachon & Martin A. Lariviere, 2005. "Supply Chain Coordination with Revenue-Sharing Contracts: Strengths and Limitations," Management Science, INFORMS, vol. 51(1), pages 30-44, January.
    10. Charles J. Corbett & Uday S. Karmarkar, 2001. "Competition and Structure in Serial Supply Chains with Deterministic Demand," Management Science, INFORMS, vol. 47(7), pages 966-978, July.
    11. Monica Lam, S. & Wong, Danny S., 1996. "A fuzzy mathematical model for the joint economic lot size problem with multiple price breaks," European Journal of Operational Research, Elsevier, vol. 95(3), pages 611-622, December.
    12. Abad, P. L., 1994. "Supplier pricing and lot sizing when demand is price sensitive," European Journal of Operational Research, Elsevier, vol. 78(3), pages 334-354, November.
    13. Katz, Michael L, 1984. "Price Discrimination and Monopolistic Competition," Econometrica, Econometric Society, vol. 52(6), pages 1453-1471, November.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Peng, Wenli & Merckx, Gilles & Chaturvedi, Aadhaar & Chevalier, Philippe, 2022. "Purchasing together or alone? Tradeoffs for information sharing," International Journal of Production Economics, Elsevier, vol. 252(C).
    2. Xu, Xiaoyan & Choi, Tsan-Ming & Chung, Sai-Ho & Guo, Shu, 2023. "Collaborative-commerce in supply chains: A review and classification of analytical models," International Journal of Production Economics, Elsevier, vol. 263(C).
    3. Mirjam Groote Schaarsberg & Peter Borm & Herbert Hamers & Hans Reijnierse, 2013. "Game theoretic analysis of maximum cooperative purchasing situations," Naval Research Logistics (NRL), John Wiley & Sons, vol. 60(8), pages 607-624, December.
    4. Groote Schaarsberg, M. & Borm, P.E.M. & Hamers, H.J.M. & Reijnierse, J.H., 2012. "Interactive Purchasing Situations," Discussion Paper 2012-035, Tilburg University, Center for Economic Research.
    5. Deng, Sijing & Xu, Jiayan, 2023. "Manufacturing and procurement outsourcing strategies of competing original equipment manufacturers," European Journal of Operational Research, Elsevier, vol. 308(2), pages 884-896.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hwan Lee, Chang & Rhee, Byong-Duk, 2010. "Coordination contracts in the presence of positive inventory financing costs," International Journal of Production Economics, Elsevier, vol. 124(2), pages 331-339, April.
    2. Ding, Ding & Chen, Jian, 2008. "Coordinating a three level supply chain with flexible return policies," Omega, Elsevier, vol. 36(5), pages 865-876, October.
    3. Woonghee Tim Huh & Kun Soo Park, 2013. "Impact of transfer pricing methods for tax purposes on supply chain performance under demand uncertainty," Naval Research Logistics (NRL), John Wiley & Sons, vol. 60(4), pages 269-293, June.
    4. Halati, Abolhassan & He, Yuanjie, 2010. "Analysis of supply chains with quantity based fixed incentives," European Journal of Operational Research, Elsevier, vol. 202(1), pages 214-222, April.
    5. Chen, Xiangfeng, 2015. "A model of trade credit in a capital-constrained distribution channel," International Journal of Production Economics, Elsevier, vol. 159(C), pages 347-357.
    6. Mutlu, Fatih & Çetinkaya, Sıla, 2020. "Supplier–carrier–buyer channels: Contractual pricing for a carrier serving a supplier–buyer partnership," International Journal of Production Economics, Elsevier, vol. 230(C).
    7. Cao, Zong-Hong & Zhou, Yong-Wu & Zhao, Ju & Li, Chang-Wen, 2015. "Entry mode selection and its impact on an incumbent supply chain coordination," Journal of Retailing and Consumer Services, Elsevier, vol. 26(C), pages 1-13.
    8. Wang, Yulan & Zipkin, Paul, 2009. "Agents' incentives under buy-back contracts in a two-stage supply chain," International Journal of Production Economics, Elsevier, vol. 120(2), pages 525-539, August.
    9. Zhou, Yong-Wu, 2009. "Two-echelon supply chain coordination through the unified number of annual orders," International Journal of Production Economics, Elsevier, vol. 117(1), pages 162-173, January.
    10. Daniel Granot & Shuya Yin, 2005. "On the effectiveness of returns policies in the price‐dependent newsvendor model," Naval Research Logistics (NRL), John Wiley & Sons, vol. 52(8), pages 765-779, December.
    11. Chen, Jing, 2011. "Returns with wholesale-price-discount contract in a newsvendor problem," International Journal of Production Economics, Elsevier, vol. 130(1), pages 104-111, March.
    12. Lau, Amy Hing Ling & Lau, Hon-Shiang & Wang, Jian-Cai, 2007. "Designing a quantity discount scheme for a newsvendor-type product with numerous heterogeneous retailers," European Journal of Operational Research, Elsevier, vol. 180(2), pages 585-600, July.
    13. Lee, Chang Hwan & Rhee, Byong-Duk, 2007. "Channel coordination using product returns for a supply chain with stochastic salvage capacity," European Journal of Operational Research, Elsevier, vol. 177(1), pages 214-238, February.
    14. Chen, Jing & Bell, Peter C., 2011. "Coordinating a decentralized supply chain with customer returns and price-dependent stochastic demand using a buyback policy," European Journal of Operational Research, Elsevier, vol. 212(2), pages 293-300, July.
    15. Granot, Daniel & Yin, Shuya, 2007. "On sequential commitment in the price-dependent newsvendor model," European Journal of Operational Research, Elsevier, vol. 177(2), pages 939-968, March.
    16. Ayşegül Toptal & Sıla Çetinkaya, 2006. "Contractual agreements for coordination and vendor‐managed delivery under explicit transportation considerations," Naval Research Logistics (NRL), John Wiley & Sons, vol. 53(5), pages 397-417, August.
    17. Lee, Chang Hwan & Rhee, Byong-Duk & Cheng, T.C.E., 2013. "Quality uncertainty and quality-compensation contract for supply chain coordination," European Journal of Operational Research, Elsevier, vol. 228(3), pages 582-591.
    18. Wang, Feng & Diabat, Ali & Wu, Lunwen, 2021. "Supply chain coordination with competing suppliers under price-sensitive stochastic demand," International Journal of Production Economics, Elsevier, vol. 234(C).
    19. Bellantuono, Nicola & Giannoccaro, Ilaria & Pontrandolfo, Pierpaolo & Tang, Christopher S., 2009. "The implications of joint adoption of revenue sharing and advance booking discount programs," International Journal of Production Economics, Elsevier, vol. 121(2), pages 383-394, October.
    20. Chen, Haoya & Chen, Youhua (Frank) & Chiu, Chun-Hung & Choi, Tsan-Ming & Sethi, Suresh, 2010. "Coordination mechanism for the supply chain with leadtime consideration and price-dependent demand," European Journal of Operational Research, Elsevier, vol. 203(1), pages 70-80, May.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:wly:navres:v:55:y:2008:i:6:p:516-540. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Wiley Content Delivery (email available below). General contact details of provider: https://doi.org/10.1002/(ISSN)1520-6750 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.