M.Comm. / The primary objective of this dissertation is to perform an analysis of supplier relationship management practices in Eskom. Currently, Eskom is facing pertinent challenges such as a diminished reserve margin, increased unplanned generation plant outages as well as coal supply and quality constraints coupled with ever-rising primary energy costs. Since 1994, the demand for electricity has grown significantly on the back of robust economic growth. As a result, Eskom’s power system has an inadequate reserve margin which is at an all time low of around 8% and this does not compare well with the international standard of 15%. It is therefore evident that, as a national asset Eskom cannot overcome the current challenges successfully without strong partnerships with key suppliers. Impact of global expansion in the power sector has seen increased demand for utility specific commodities, and the resultant implication is the increased pressure on utilities to secure supply. Significant energy pressures are impacting on traditional procurement systems; as supply tightens it is vital for Eskom to intensify their efforts to build and sustain long-term collaborative relationships with key suppliers. With a more strategic view of procurement, companies are increasingly finding that different types of supplier relationships should be managed differently to achieve maximum value. Supplier relationship management has become increasingly sophisticated; buyer and supplier preferences are driven by circumstances in any relationship. The relationship portfolio analysis as explained by Cox, Sanderson and Watson (2000) demonstrates that buyer and supplier relationships centre on power, interdependence, and independence and they agree that relationships can be of an arms’ length, adversarial and collaborative nature depending on the power and style of management. Electricity is an important sector in the South African (SA) economy, despite its relatively small share of the Gross Domestic Product (GDP). Eskom has a capital expenditure budget of R800-billion for the next 20 years (Venter, 2007). An overview of the electricity industry in SA covering key highlights on the evolution of thinking on energy developments in the country and the resultant implication for supplier relationship management is discussed. Eskom supplies about 95 percent of South i Africa's electricity, and the recent power crisis had far-reaching implications for the economy. Some economists say that Eskom’s power crisis could slice two percentage points off SA’s growth rate, sending it below 3% for the first time in a decade.

La presente tesis abarca la propuesta de un modelo de gestión de abastecimiento utilizando Supplier Relationship management y PDCA, los mismos que son enfoques logísticos y de mejora continua respectivamente, cuyo objetivo principal es aumentar el nivel de servicio, reducir costos e integrar los procesos a la cadena de abastecimiento. Hoy en día las PYMES tienen que enfrentar numerosos retos, entre ellos, incrementar las ventas diarias, mantener satisfechos a los clientes y aumentar la capacidad de respuesta. En ese sentido, el modelo descrito sirve para administrar eficientemente la cadena de suministro de las PYMES del sector agroindustrial, donde se destaca la importancia de integrar y desarrollar al proveedor a la cadena de suministro del cliente. Asimismo, se presenta una propuesta de optimización de inventarios utilizando métodos de planificación y stock de seguridad. Las metodologías utilizadas fueron validadas en una PYME dedicadas al empaquetado de aceitunas, logrando aumentar el nivel de cumplimiento del proveedor en 25% y reducir los quiebres de stock en 30%. / This thesis contains the proposal of a supply management model using Supplier Relationship Management and PDCA, logistical and approaches are of continuous improvement respectively, the main objective is to increase the level of service reduce costs and integrate processes into the supply chain. Today, SMEs have to face many challenges, including daily, increase sales, maintain satisfied customers and increase the capacity of response. In that sense, the model described help to efficiently manage the supply chain of SMEs in the agro-industrial sector, which highlights the importance of integrating and developing the supplier to the customer's supply chain. It also, a proposal for inventory optimization is presented using planning methods and safety stock. The methodologies used were validated in a SMEs dedicated to the packaging of olives, getting to increase the supplier's compliance level by 25% and reduce stock breaks by 30%. / Tesis

No / This paper provides a systems-based approach to the exploration of the relationship and integration between Supplier Relationship Management (SRM) factors as part of a Sustainable Operations Management (SOM) agenda. The authors have chosen electronic procurement (e-Procurement) as a suitable context in this light. Through a review of extant literature, a Systems Archetype (SA) model was developed (based on the ‘Accidental Adversaries’ archetype) and findings from a quantitative pilot study exploring key factors pertinent to e-Procurement SRM were gathered, and hence evaluated against SOM factors. The objective of this research was to describe and visualise the causal interrelationships involved in SRM-SOM through the application of a SA (as an Operations Research tool). The authors believe that this research also provides a unique approach to developing and harnessing the useful and unique properties of Systems Thinking (ST), by attempting to reduce and organise the (generally ad hoc and wide-ranging) sequence of subjective perspectives commonly experienced in causal mapping experiments. The paper builds upon the extant literature, and provides further basis for continuing research in the areas of ST, SAs and the application of operational research to plan sustainable operations.

Companies have limited human, financial and technical resources, which makes it crucial toallocate them in an efficient way in order to stay competitive in today's market. One way of doing this is to classify a company's suppliers into different categories, and differentiate the management of each supplier category. Previous studies within the field mostly focus on larger, manufacturing companies, and there is a lack of segmentation models suitable for retail firms. Further, existing literature on supplier relationship management fail on giving concrete actions on how to manage different types of suppliers. This study addresses this by extending the literature on supplier segmentation and supplier relationship management in the context of a medium sized retail company offering a diversified product portfolio. The study was performed as a case study on a Nordic retail company that produced both private label products and brand named products, where this study focused on its private label suppliers. The purpose of the study was to develop a supplier segmentation model for guidance in managing supplier relationships for retail companies with diversified product portfolios, and this was met by collecting both qualitative and quantitative data through interviews, workshops, structured questions and archival data. The main findings were a number of identified characteristics of the supplier base of the case company and the determination of different types of buyer-supplier relationships. This ultimately culminated into the empirical contributions of 1) a developed supplier segmentation model suitable for medium sized retail companies offering a diversified product portfolio, and 2) recommended actions on how to manage suppliers, corresponding to each segment in the model. / Företag har begränsade resurser vad gäller finansiellt, tekniskt och humant kapital, vilket gör det ytterst viktigt att fördela sina resurser på ett så effektivt sätt som möjligt för att hålla sig konkurrenskraftiga. Ett sätt att göra detta är att klassificera sina leverantörer i olika kategorier, samt differentiera hur varje kategori ska hanteras. Tidigare studier inom ämnet har mestadels fokuserat på större tillverkningsindustriföretag, och det saknas segmenteringsmodeller som är anpassade för retailföretag. Vidare är befintlig litteratur på supplier relationship management knapphändig i att ge konkreta rekommendationer för hur olika typer av leverantörer ska hanteras. Den här studien adresserar detta genom att utvidga litteraturen på supplier segmentation och supplier relationship management i kontexten av ett mellanstort retailföretag med en diversifierad produktportfölj. Studien genomfördes som en case-studie på ett nordiskt retailföretag som sålde både märkesprodukter och egna märkesvaror, där den här studien endast berörde leverantörer för egna märkesvaror. Syftet med studien var att utveckla ett övergripande ramverk för guidning av hur leverantörsrelationer i retailföretag med diversifierade produktportföljer ska hanteras, och detta uppfylldes genom att samla både kvalitativ och kvantitativ data genom intervjuer, strukturerade frågor, workshops samt arkivdata. De huvudsakliga resultaten var ett antal identifierade egenskaper hos leverantörsbasen av caseföretaget och en bestämd uppdelning av olika leverantörsrelationer. Detta mynnade tillslut ut i två empiriska bidrag i form av 1) en utvecklad leverantörssegmenteringsmodell för medelstora retailföretag som erbjuder en diversifierad produktportfölj, samt 2) rekommenderade handlingar för hur olika leverantörer ska hanteras, som svarar till varje segment i modellen.

Södra har i nuläget en modell för leverantörssegmentering med segmenten strategiska-, prioriterade- och avtalade leverantörer. Det finns emellertid förbättringsmöjligheter kring tillämpningen av modellen, såväl som den efterföljande hanteringen av segmenten. Syftet är att ge förslag på hur strategier för hantering av leverantörssegment kan differentieras för Södra. För att uppnå syftet tas avstamp i litteraturen kring Supplier Relationship Management (SRM). Därefter samlas empirisk data in utifrån en enkätundersökning och två semistrukturerade intervjuer. Uppsatsens första bidrag är ett förslag på hur strategier för hantering av Södras leverantörssegment kan differentieras utifrån litteraturen kring SRM. 14 element identifieras och förslag på hur dessa kan tillämpas för Södras leverantörssegment presenteras. Ett av dessa element är kommunikation, där strategiska leverantörsrelationer bör karaktäriseras av omfattande kommunikation, medan kommunikationsnivån successivt bör minska för prioriterade- och avtalade leverantörsrelationer. Ytterligare ett element är inköpspris, där fokus för avtalade leverantörer bör vara att erhålla ett fördelaktigt pris, medan fokus för strategiska leverantörer bör vara att säkerställa tillgången. För det andra bidrar uppsatsen med att identifiera förbättringsmöjligheter i tillämpningen av Södras segmenteringsmodell. Enkätundersökningen och intervjuerna visar att modellen upplevs som komplicerad och otydlig, samt att det finns ett behov av utbildningar och rutiner. Slutligen bidrar uppsatsen med att identifiera förbättringsmöjligheter i Södras hantering av olika leverantörssegment. Det framgår att ett flertal inköpare inte tar hänsyn till alla 14 element, vilket visar på förbättringsmöjligheter kring hur hänsyn kan tas till dessa element. / Södra currently has a model for supplier segmentation with the segments strategic-, prioritized-, and contracted suppliers. However, there are opportunities for improvement in the application of the model, as well as in the subsequent management of the segments. The purpose is to propose how strategies for managing supplier segments can be differentiated for Södra. To achieve this purpose, the literature on Supplier Relationship Management (SRM) is used as a starting point. Empirical data is then collected through a survey and two semi-structured interviews. The first contribution of the thesis is a proposal on how strategies for managing Södras supplier segments can be differentiated based on the SRM literature. 14 elements are identified, and suggestions on how these can be applied to Södras supplier segments are presented. One of these elements is communication, where strategic supplier relationships should be characterized by extensive communication, while the level of communication should gradually decrease for prioritized- and contracted supplier relationships. Another element is purchase price, where the focus regarding contracted suppliers should be to obtain a favorable price, while the focus regarding strategic suppliers should be to ensure availability. Secondly, the thesis contributes by identifying opportunities for improvement in the application of Södras segmentation model. The survey and interviews reveal that the model is perceived as complicated and unclear, and that there is a need for training and routines. Finally, the thesis identifies opportunities for improvement in Södras management of different supplier segments. It is evident that several buyers do not take all 14 elements into consideration, which indicates potential improvements in how these elements can be considered.

The supplier relationship manager is one of the eight business processes of Supply chain management. There have been many researches carried out about the supply chain processes integration. However, a lack of theory has been noticed on the integration of the supplier relationship management process and no research has coped with a case study of the integration of this process between the manufacturer and its first upstream tier. The lack is also consequent when studying the obstacles to the supplier relationship management integration in Swedish construction equipment companies.

No description available.

En försörjningskedja är en komplex process som majoriteten av företaget tampas med, både medvetet och omedvetet. Vid närmare granskning av en försörjningskedja kan denna process brytas ner i flertalet delar, vilket gör begreppet försörjningskedja oerhört stort att behandla i sin helhet. Denna studie avser att undersöka vilka faktorer som är av betydelse vid konstruktion av en ny försörjningskedja samt hur aktörer inom den påverkas. Studien initierades genom att ansamla generell ämneskunskap för att skapa en överskådlig bild av påverkande faktorer kring konstruktion och leverantörer. Vidare skapades en teoretisk referensram av litteraturinsamlingen vars syfte är att definiera begrepp, modeller och metoder samt skapa en övergripande förståelse kring hur denna kunskap kan appliceras och användas. Genomförandet av en fallstudie blev en naturlig fortsättning i studien för att skapa en verklighetsanknuten situation varav begrepp, modeller och metoder kunde appliceras. Den empiriska data som presenteras har samlats in genom både observationer och semi-strukturerade intervjuer med fallföretaget och dess nuvarande samt potentiella leverantörer. Intervjuernas syfte var att alla parter skulle ges möjlighet att belysa sin synvinkel, samtidigt som observationerna var tillför studiens författare att få en kännedom om produktspektra, prototyper och verksamheten som fallstudien återspeglade. När den empiriska data hade ansamlats, analyserades detta material utifrån den teoretiska referensramen där syfte och frågeställningarna kunde besvaras. Resultatet som presenterats identifierar kritiska faktorer i innovationsstadiet som supply chain strategy (SCS) och leverantörvalsprocessens inverkan. Studiens huvudsakliga slutsats identiferar att samspelet mellan SCS, leverantörvalsprocessen och supplier relationship management (SRM) är av yttersta vikt vid en organisations arbete med försörjningskedjor. / A supply chain is a complex process that the majority of companies combat with, both consciously and unconsciously. When observing a supply chain, it becomes evident that this process can be broken down into multiple parts, which makes the concept comprehensive to handle as a whole.  This study aims to investigate which factors are important in the development of a new supply chain and how the stakeholders within are impacted. The study was initiated by accumulating general subject knowledge in order to establish a comprehensive overview of the factors that influence the development of a supply chain and its suppliers. A theoretical framework was created through literature collection, with the purpose of defining concepts, models and methods, but also to establish a holistic understanding of how this knowledge can be put into practise. The implementation of a case study became a natural continuation of the study to create a factual situation from which concepts, models and methods could be applied. The empirical data presented was collected through both observations and semi-structured interviews alongside the case company and its current and potential suppliers. The main purpose of the interviews was to allow all parties to enlighten their point of view, while the observations was up to the study's authors to gain an understanding of the product catalogue, prototypes and activities that the case study reflected. Once the empirical data had been collected, the findings was analysed based on the theoretical framework where the purpose and questions could be answered. The result presented identifies critical factors in the innovation phase such as supply chain strategy (SCS) and the impact of the supplier selection process. The study concludes that the interplay between SCS, the supplier selection process and supplier relationship management (SRM) are of paramount importance in an organisation’s work with supply chains.

Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2017-09-26T13:05:25Z No. of bitstreams: 1 Tiago Silva de Souza_.pdf: 989483 bytes, checksum: 54a4ff4a17ced1ad3c89fe08ea1cc911 (MD5) / Made available in DSpace on 2017-09-26T13:05:25Z (GMT). No. of bitstreams: 1 Tiago Silva de Souza_.pdf: 989483 bytes, checksum: 54a4ff4a17ced1ad3c89fe08ea1cc911 (MD5) Previous issue date: 2017-06-14 / CAPES - Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / Institutional voids are typically found in emerging economies. When governments lack in essential facilities, in order to ensure the well function of their supply chains, companies have to properly deal with this situation by themselves. An example is a situation happening in Rio Grande do Sul, Brazil, since 2013, where a sequence of investigations focused on the dairy industry. Due to a lack of regulation, milk was the target of adulterations throughout the supply chain processes of the companies. The frauds affected processes of companies from different sizes and nationalities. However, in this context, a local cooperative called Cooperativa Languiru, one of the leader dairy companies in the state, has different practices with its suppliers and was not affected by this contingency. Thus, the purpose of this research, through a case study, was to analyze the relationship between a dairy buying company and its suppliers in this environment of regulatory institutional voids. Aiming to have a wider perspective, this qualitative study explored how the lack of institutions affected the sector. As results, it was verified that political and economic interferences affect the chain as well as political lobby acts. Likewise, the lack of inspectors and infrastructure impact the well-functioning of it. Nevertheless, the close relation between the Cooperativa Languiru with its suppliers abled the company to have record results without having situations in terms of adulteration. Thus, this study proposed a research framework conceptualizing that firms must closely manage their relations with suppliers in order to deal with institutional voids.

This dissertation is structured around three original studies that offer unique insights into the challenges of change in business-to-business markets. All three studies share as an important starting point that firms rely on other firms to achieve strategic flexibility in volatile business environments. This means that firms source critical resources from business relationships in order to reduce long-term investments in times of change. From this perspective, firms' competitive advantages cross the boundaries of the firm and are embedded in their business partner networks. Thus, firms' business relationships and networks have become an important locus of organizational change in order to respond to turbulence in firms' business environments. Study one of this dissertation recognizes the importance of supplier relationships as a mechanism to react to changing business environments. The article focuses on the dynamic capabilities that enable firms to structurally reconfigure their supplier portfolios or supply networks in order to access necessary resources. The framework of relationship management capabilities introduced, is structured around three important sub-dimensions: relationship initiation, development, and ending capabilities, which collectively enable a firm to manage the reconfiguration of resource portfolios accessed via supplier relationships. The key implication for management relates to thinking beyond firms' established supply chains in times of change. While to a certain degree change can be absorbed within firms' existing supply chains, there might be a need to be 'agile', i.e. search for other suppliers who are better suited to more efficiently and effectively address such changes affecting firm competitiveness in the long run. While study one highlights the importance of firms' agility in adapting their supply chains in response to changes in their business environment, study two of this dissertation, although with a focus on the demand side of the business model, addresses the managerial challenges associated with such an agile adaptation process. Study two conceptualizes a framework for business model change and provides managers guidance to approach business model redesign. In particular, study two focuses on service business models and introduces the concepts of service infusion and defusion as important processes of business model redesign. The service infusion and defusion framework provides a pragmatic and systematic approach to understanding the nature of the business model change that companies have to manage, as well as linking these changes with knowledge creation and transfer processes. These are shown to be key for successfully managing such a business model redesign. While studies one and two assume strategy and its implementation to be key to a successful response to changes in firms' business environment, study three draws attention to the difficulties of arriving at such an appropriate or fitting response strategy in the first place, given the available information. In particular, this study examines the link between sensing changes in firms' business environments and managerial decision making in the form of strategy choice. Thereby, the study shows that strategy change causes disruptions, which eventually affect firm performance. This effect is compounded with increasing sensitivity to change as well as increasing number of factors that trigger change, and thus impairs the long term benefits of such strategy change. Thus, the effectiveness of strategy or business model changes and their implementation is inevitably contingent on distinguishing key signals from noise that disturb or misguide firms' strategic decisions.