采購(gòu)與供應(yīng)鏈管理課件07價(jià)格

Part1:IntroductionandstrategyWhatispurchasingStrategicpurchasingOrganizationandstructureofsupplyPurchasingproceduresPart2:Strategy,tacticsandoperations（1）：purchasingfactorsStandardandmanagementofqualityrelationshipBuyingattherightpriceSupplyorganizationandsuppliermanagement,supplierrelationships(2)Part3:Strategy,tacticsandoperations（2）：ContrastingapproachestopurchasingContrastingapproachestosupply（2）BuyingfromoverseasPart4:Strategy,tacticsandoperations（3）：logisticsStoringofsupplygoods,materialstransportationPart5:Strategy,tacticsandoperations（4）：supplytools,supplierrelationshipsandperformancenegotiationSupplytoolsPurchasingresearch,performanceandethicsPart1:IntroductionandstrateChapter7BuyingattherightpriceChapter7BuyingattherightPriceisdefinedasthevalueofacommodity/servicemeasuredintermsofthestandardmonetaryunit(貨幣單位).Inturn,pricecouldinfluencethesupplyanddemand;Demandandsupplycaninfluencetheprice.Therelationshipbetweenpriceanddemand:theriseorfallofpriceinfluencesthedemand.1.

Price1.Price2.ElasticityofdemandIfaslightchangeinthepricecouldcauseadramaticchangeindemand,thedemandisaelasticdemand.Ifadramaticchangeinthepricecouldcauseaslightchangeindemand,thedemandisinelastic.Priceelasticityofdemand=Changeinquantitydemand(%)/Changeinprice(%)2.ElasticityofdemandIfasl1Therearefewornosubstitutesorcompetitors.2Thereisa‘buyerinertia’—thatis,buyersareslowtochangetheirbuyinghabitsandsearchforalternativesourceoflowerprices.3Buyerdonotorfailtochallengethehigherprice.2.1WhenDemandislikelytobelesselastic1TherearefewornosubstituIfdemandiselastic,whensuppliersreducestheirpieceasalowerprice,theirrevenuewillincreaseordecrease?2.2PriceelasticityofsupplyIfdemandiselastic,whensup1.Give3examplesofhouseholdcommoditiesforwhichdemandiselasticand3ofthoseforwhichdemandisinelastic.2.Give3examplesofcommoditiesformanufacturingwhichdemandiselasticand3ofthoseforwhichdemandisinelastic.Discussion：1.Give3examplesofhouseholdIfdemandiselastic,supplierswillconsiderreducingtheirpieceasalowerpricewillresultinenhancedrevenue:2.2PriceelasticityofsupplyPriceelasticityofsupply=Changeinquantitysupplied(%)/Changeinprice(%)Ifdemandiselastic,supplierDiscussionquestionsWhichofthefollowingstatementsaretrue?videincentivesDiscussionquestionsWhichoft1.

Theitemdealtinmustbehomogeneous(同質(zhì)的)sothatbuyersareindifferentregardingsellersfromwhomtheymaketheirpurchases—thereisanabsenceoftradeorproprietaryname,forexample.2.Theitemmustbeeasilytransportable.3.Theremustbemanybuyersandsellerssothattheformercannotartificiallyrestrictdemandorthelattersupply.3.1Conditionforperfectcompetition1.Theitemdealtinmustbeh4.Thereshouldbeanabsenceofreferentialtreatment(優(yōu)惠政策)ofordiscrimination

（歧視性待遇）againstanybuyersandsellers.5.Easycommunicationmustexistbetweenbuyersandsellers.3.1Conditionforperfectcompetition4.ThereshouldbeanabsenceMonopoly（壟斷）：Noentry

Oligopoly（多寡頭壟斷）：LimitedentryMonopolisticcompetition(壟斷下的競(jìng)爭(zhēng))：competitionbetweensuppliers.3.2ImperfectcompetitionandmonopolySuppliercannotcontrolpriceandquantitysimultaneously.Monopoly（壟斷）：Noentry3.2I3.2Imperfectcompetitionandmonopoly3.2Imperfectcompetition3.2Imperfectcompetitionandmonopoly3.2ImperfectcompetitionOligopolycompetitionIntensecompetitionbetweensuppliers.OligopolycompetitionIntensec3.2Imperfectcompetitionandmonopoly3.2ImperfectcompetitionDiscussionquestionsPage456,12.5(Privatization,民營(yíng)化，私營(yíng)化）1979,MargaretThatcherDiscussionquestionsPage456,Animportantaspectofpurchasingisthenegotiationofthepricetobepaidtothesupplier.Suppliersconditionsinpricingagreements.2pricingmodels.4.PriceagreementAnimportantaspectofpur4.1Suppliersconsiderationsinpricingagreements:

1.Generalcondition：Theirpositioninthemarket,monopoly?Long-termvalueofthepurchaser,promptnessofpaymentandsoonDemandiselastic(wheretherearesubstitutes)orinelastic(wheredemandisnotaffectedbytheprice?).4.1Suppliersconsiderationsi2pricingmodels(twocategories)1）cost-basedmodels：costmark-up(cost-plus)pricingmodel；marginalpricingmodel;rateofreturnpricingmodel.P439定價(jià)模式：成本加價(jià)模式；利潤(rùn)空間定價(jià)模式；收益率定價(jià)4.Priceagreement2pricingmodels(twocategori2）Market-drivenmodels：Pricevolumemodel(breakevenanalysis)，Marketsharemodel，(profitabilitydependsonpenetrationarrivedbythesupplier)Marketskimming，Currentrevenuepricingmodel(coveroperatingcostratherthanachieveprofits)4.Priceagreement2）Market-drivenmodels：4.Pric2）Market-drivenmodels：Promotionalmodel(shorttermdiscounts)Marketsegmentpricingmodel（homeandabroad，age-stagemilkpowder）Competitionpricingmodel（dynamicpricing,section6.9,reverseauctionprocess）4.Priceagreement2）Market-drivenmodels：4.PricAnassumptionisthatthemarketispriceinelasticandwillbeattractedtotheuniquecharacteristicsoftheinnovation.Becauseofthehighpriceemployed,theproducttypicallyispositionedtoinnovatorsandearlyadopters.Skimmingisaparticularlyattractivestrategywhenmarketersfacehighinvestmentsinresearchanddevelopment,orproductionandothermarketingrelatedstart-upcostsarehigh.Settingahighpricefortheproducthelpsrecoverthesecostsquickly.

MarketskimmingAnassumptionisthatthemarkMarketskimmingArecentexampleofmarketskimmingisprovidedbySony’sDigitalMavicaCamera(Exhibit3).Introducedin1997.Thecamerawaspricedhigh,ataroundeighthundreddollarsperunit.Thiscameraistargetedtoinnovatorsandearlyadoptersofphotographicandcomputerequipment.MarketskimmingArecentexamplMarketskimmingItwasdistributedincamera,computer,andelectronicsspecialtystores.Thecamerawaspromotedheavilyinprintandelectronicmediatargetedspecificallytoinitialadopters.Littletelevisionandradioadvertisingwasemployed.Similarly,littleuseofsalespromotions,suchascouponsandrebateswereusedtosupporttheinitiallaunch.MarketskimmingItwasdistribu4.2Purchaserconsiderationsinpricingagreements:Purchaserwillconsider:Theriskattachedtothepurchaseandthemethodofpricing.Page441,Figure12.3.Thepurchaser’sposition.Whetherthepurchaseisleverage,strategic,non-criticalorbottleneckproductAnyotherfactors?4.2Purchaserconsiderationsi4.2Purchaserconsiderationsinpricingagreements:Purchaserwillconsider:Whetherthepurchaseisarebuy,modifiedrebuyornewbuyitem.Thenumberofsuppliersinthemarket.Pricespaidbythecompetitors.Whatmaybeconsideredafairprice?4.2Purchaserconsiderationsi5.PriceagreementsFirmpriceagreements:contractsthatarenegotiatedwithfixedpaymentschedules,paymentbasedonmilestonesorpaymentbasedonfixedfeesoraservice.Allriskarebornebythesupplierandpurchaserknowsfromthestartwhatistobepaid;Incentivetoproduceefficiently;Aminimumofadministrationisinvolved.5.PriceagreementsFirmpriceCostpriceagreementsAfixedpercentageisaddedtotheproductionorconstructioncost-aremoredisadvantageoustothepurchaser,inthat:AllfinancialrisksaccruetothebuyerDifficulttoadminister.Financialandmanagementaccountantsandspecialiststaff.CostpriceagreementsAfixedpVariationsinfirmandcostpriceagreementsInpractice,factorssuchastheescalationinmaterialcosts,asaresultofinflationorpayrisesduringtheperiodofacontract,theneedtoprovideincentivesorthedifficultyofmeasuringtheworktobedonemakeitdesirabletoreducetheriskstoboththepurchaserandsupplierbyincorporatingvariationsintobothfirmandcosttypecontracts.Table12.2(P445)Variationsinfirmandcostpr6價(jià)格協(xié)議中采購(gòu)方應(yīng)考慮的問題行業(yè)固定價(jià)格協(xié)議和成本價(jià)格協(xié)議的變更：由于在合同的有效期內(nèi)材料成本的攀升，通貨膨脹或工資增長(zhǎng)，需要對(duì)合同的執(zhí)行進(jìn)行激勵(lì)等因素，采購(gòu)方和供應(yīng)方都樂于對(duì)行業(yè)固定價(jià)格合同和成本價(jià)格合同共同協(xié)商出一些變通的形式，以降低各自的風(fēng)險(xiǎn)。6價(jià)格協(xié)議中采購(gòu)方應(yīng)考慮的問題行業(yè)固定價(jià)格協(xié)議和成本價(jià)格協(xié)議TargetcostwithorwithoutmaximumpriceTargetcostwithmaximumprice：theprofitincludetheprofitthatthebothsidehavealreadyagreed.Targetcostwithoutmaximumprice：theagreementcancontinueatanytime.SupplierscouldaskforcompensationforthecostthatarecausedbyexceedingthetargetcostorrewardforsavingTargetcostwithorwithoutmaTargetcostwithorwithoutmaximumprice有最高限價(jià)的目標(biāo)成本：此時(shí)利潤(rùn)是指包含雙方談好的利潤(rùn)。無(wú)最高限價(jià)的目標(biāo)成本：合同可以在任意時(shí)間期限內(nèi)延續(xù)。供應(yīng)方可以要求補(bǔ)償因超出目標(biāo)成本而產(chǎn)生的費(fèi)用或獎(jiǎng)勵(lì)因節(jié)約成本所得的收益。TargetcostwithorwithoutmaP45712.8whattypesofpricingagreementwouldyourecommendforthefollowingsituations?P45712.8whattypesofpriciExampleofcostpriceagreement：12.1targetcostwithmaximumpricecost

profit

price11-1110110.8(=11-0.2)9210.68310.47??6??ExampleofcostpriceagreemenCaseStudy(ESU)

Page454-456CaseStudy(ESU)

Page454-456大作業(yè)15-20minPPT案例講演Page454ESU東方共享公用事業(yè)公司采購(gòu)價(jià)格

（1C,2C隊(duì)，Nov.27）Page261VG公司供應(yīng)商開發(fā)計(jì)劃（1D,2D隊(duì)，Dec.4）

大作業(yè)15-20minPPT案例講演Page454EHomework20minPPTpresentationEuropa（team1A,2A,Oct21st）Devillier（team1B,2B,Nov4th）ESU(Page454)（team1C,2C）VG(Page261)（team1D,2D）

Homework20minPPTpresentatiPart1:IntroductionandstrategyWhatispurchasingStrategicpurchasingOrganizationandstructureofsupplyPurchasingproceduresPart2:Strategy,tacticsandoperations（1）：purchasingfactorsStandardandmanagementofqualityrelationshipBuyingattherightpriceSupplyorganizationandsuppliermanagement,supplierrelationships(2)Part3:Strategy,tacticsandoperations（2）：ContrastingapproachestopurchasingContrastingapproachestosupply（2）BuyingfromoverseasPart4:Strategy,tacticsandoperations（3）：logisticsStoringofsupplygoods,materialstransportationPart5:Strategy,tacticsandoperations（4）：supplytools,supplierrelationshipsandperformancenegotiationSupplytoolsPurchasingresearch,performanceandethicsPart1:IntroductionandstrateChapter7BuyingattherightpriceChapter7BuyingattherightPriceisdefinedasthevalueofacommodity/servicemeasuredintermsofthestandardmonetaryunit(貨幣單位).Inturn,pricecouldinfluencethesupplyanddemand;Demandandsupplycaninfluencetheprice.Therelationshipbetweenpriceanddemand:theriseorfallofpriceinfluencesthedemand.1.

Price1.Price2.ElasticityofdemandIfaslightchangeinthepricecouldcauseadramaticchangeindemand,thedemandisaelasticdemand.Ifadramaticchangeinthepricecouldcauseaslightchangeindemand,thedemandisinelastic.Priceelasticityofdemand=Changeinquantitydemand(%)/Changeinprice(%)2.ElasticityofdemandIfasl1Therearefewornosubstitutesorcompetitors.2Thereisa‘buyerinertia’—thatis,buyersareslowtochangetheirbuyinghabitsandsearchforalternativesourceoflowerprices.3Buyerdonotorfailtochallengethehigherprice.2.1WhenDemandislikelytobelesselastic1TherearefewornosubstituIfdemandiselastic,whensuppliersreducestheirpieceasalowerprice,theirrevenuewillincreaseordecrease?2.2PriceelasticityofsupplyIfdemandiselastic,whensup1.Give3examplesofhouseholdcommoditiesforwhichdemandiselasticand3ofthoseforwhichdemandisinelastic.2.Give3examplesofcommoditiesformanufacturingwhichdemandiselasticand3ofthoseforwhichdemandisinelastic.Discussion：1.Give3examplesofhouseholdIfdemandiselastic,supplierswillconsiderreducingtheirpieceasalowerpricewillresultinenhancedrevenue:2.2PriceelasticityofsupplyPriceelasticityofsupply=Changeinquantitysupplied(%)/Changeinprice(%)Ifdemandiselastic,supplierDiscussionquestionsWhichofthefollowingstatementsaretrue?videincentivesDiscussionquestionsWhichoft1.

Theitemdealtinmustbehomogeneous(同質(zhì)的)sothatbuyersareindifferentregardingsellersfromwhomtheymaketheirpurchases—thereisanabsenceoftradeorproprietaryname,forexample.2.Theitemmustbeeasilytransportable.3.Theremustbemanybuyersandsellerssothattheformercannotartificiallyrestrictdemandorthelattersupply.3.1Conditionforperfectcompetition1.Theitemdealtinmustbeh4.Thereshouldbeanabsenceofreferentialtreatment(優(yōu)惠政策)ofordiscrimination

（歧視性待遇）againstanybuyersandsellers.5.Easycommunicationmustexistbetweenbuyersandsellers.3.1Conditionforperfectcompetition4.ThereshouldbeanabsenceMonopoly（壟斷）：Noentry

Oligopoly（多寡頭壟斷）：LimitedentryMonopolisticcompetition(壟斷下的競(jìng)爭(zhēng))：competitionbetweensuppliers.3.2ImperfectcompetitionandmonopolySuppliercannotcontrolpriceandquantitysimultaneously.Monopoly（壟斷）：Noentry3.2I3.2Imperfectcompetitionandmonopoly3.2Imperfectcompetition3.2Imperfectcompetitionandmonopoly3.2ImperfectcompetitionOligopolycompetitionIntensecompetitionbetweensuppliers.OligopolycompetitionIntensec3.2Imperfectcompetitionandmonopoly3.2ImperfectcompetitionDiscussionquestionsPage456,12.5(Privatization,民營(yíng)化，私營(yíng)化）1979,MargaretThatcherDiscussionquestionsPage456,Animportantaspectofpurchasingisthenegotiationofthepricetobepaidtothesupplier.Suppliersconditionsinpricingagreements.2pricingmodels.4.PriceagreementAnimportantaspectofpur4.1Suppliersconsiderationsinpricingagreements:

1.Generalcondition：Theirpositioninthemarket,monopoly?Long-termvalueofthepurchaser,promptnessofpaymentandsoonDemandiselastic(wheretherearesubstitutes)orinelastic(wheredemandisnotaffectedbytheprice?).4.1Suppliersconsiderationsi2pricingmodels(twocategories)1）cost-basedmodels：costmark-up(cost-plus)pricingmodel；marginalpricingmodel;rateofreturnpricingmodel.P439定價(jià)模式：成本加價(jià)模式；利潤(rùn)空間定價(jià)模式；收益率定價(jià)4.Priceagreement2pricingmodels(twocategori2）Market-drivenmodels：Pricevolumemodel(breakevenanalysis)，Marketsharemodel，(profitabilitydependsonpenetrationarrivedbythesupplier)Marketskimming，Currentrevenuepricingmodel(coveroperatingcostratherthanachieveprofits)4.Priceagreement2）Market-drivenmodels：4.Pric2）Market-drivenmodels：Promotionalmodel(shorttermdiscounts)Marketsegmentpricingmodel（homeandabroad，age-stagemilkpowder）Competitionpricingmodel（dynamicpricing,section6.9,reverseauctionprocess）4.Priceagreement2）Market-drivenmodels：4.PricAnassumptionisthatthemarketispriceinelasticandwillbeattractedtotheuniquecharacteristicsoftheinnovation.Becauseofthehighpriceemployed,theproducttypicallyispositionedtoinnovatorsandearlyadopters.Skimmingisaparticularlyattractivestrategywhenmarketersfacehighinvestmentsinresearchanddevelopment,orproductionandothermarketingrelatedstart-upcostsarehigh.Settingahighpricefortheproducthelpsrecoverthesecostsquickly.

MarketskimmingAnassumptionisthatthemarkMarketskimmingArecentexampleofmarketskimmingisprovidedbySony’sDigitalMavicaCamera(Exhibit3).Introducedin1997.Thecamerawaspricedhigh,ataroundeighthundreddollarsperunit.Thiscameraistargetedtoinnovatorsandearlyadoptersofphotographicandcomputerequipment.MarketskimmingArecentexamplMarketskimmingItwasdistributedincamera,computer,andelectronicsspecialtystores.Thecamerawaspromotedheavilyinprintandelectronicmediatargetedspecificallytoinitialadopters.Littletelevisionandradioadvertisingwasemployed.Similarly,littleuseofsalespromotions,suchascouponsandrebateswereusedtosupporttheinitiallaunch.MarketskimmingItwasdistribu4.2Purchaserconsiderationsinpricingagreements:Purchaserwillconsider:Theriskattachedtothepurchaseandthemethodofpricing.Page441,Figure12.3.Thepurchaser’sposition.Whetherthepurchaseisleverage,strategic,non-criticalorbottleneckproductAnyotherfactors?4.2Purchaserconsiderationsi4.2Purchaserconsiderationsinpricingagreements:Purchaserwillconsider:Whetherthepurchaseisarebuy,modifiedrebuyornewbuyitem.Thenumberofsuppliersinthemarket.Pricespaidbythecompetitors.Whatmaybeconsideredafairprice?4.2Purchaserconsiderationsi5.PriceagreementsFirmpriceagreements:contractsthatarenegotiatedwithfixedpaymentschedules,paymentbasedonmilestonesorpaymentbasedonfixedfeesoraservice.Allriskarebornebythesupplierandpurchaserknowsfromthestartwhatistobepaid;Incentivetoproduceefficiently;Aminimumofadministrationisinvolved.5.PriceagreementsFirmpriceCostpriceagreementsAfixedpercentageisaddedtotheproductionorconstructioncost-aremoredisadvantageoustothepurchaser,inthat:AllfinancialrisksaccruetothebuyerDifficulttoadminister.Financialandmanagementaccountantsandspecialiststaff.CostpriceagreementsAfixedpVariationsinfirmandcostpriceagreementsInpractice,factorssuchastheescalationinmaterialcosts,asaresultofinflationorpayrisesduringtheperiodofacontract,theneed