The internal client relationship, demand management and value for money: A conceptual model

Journal of Purchasing and Supply Management

Volumn 11, Issue 4, 2005, Pages 159-171

  Lonsdale, Chris ^a   Watson, Glyn ^a  

^a UNIVERSITY OF BIRMINGHAM   (United Kingdom)

Author keywords

Demand management; Internal client relationship; Organisational power and politics

Indexed keywords

EID: 33644608865     PISSN: 14784092     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.pursup.2005.11.001     Document Type: Article

References (53)

1. Audit Commission Goods for Your Health 2002 Audit Commission Wetherby
2. E. Berg A note on power and influence Political Theory 3 1975 216-224
3. N. Brunsson J. Olsen Institutional perspectives on political institutions Governance 9 1996 247-264
4. A. Cox P. Ireland C. Lonsdale J. Sanderson G. Watson Supply Chain Management: A Best Practice Guide 2003 Financial Times, Prentice Hall London
5. R. Cyert H. Simon The behavioral approach: With emphasis on economics Behavioral Science 28 1983 95-108
6. P. Earl The Economic Imagination 1983 Wheatsheaf New York
7. P. Earl Microeconomics for Business and Marketing 1995 Edward Elgar Cheltenham
8. T. Eggertsson Economic Behavior and Institutions 1990 Cambridge University Press Cambridge
9. E. Freidson Professional Powers 1986 The University of Chicago Press Chicago
10. J. French B. Raven Bases of social power D. Cartwright Studies in Social Power 1959 University of Michigan Ann Arbor, MI
11. A. Grimes Authority, power, influence and social control: A theoretical synthesis The Academy of Management Review 3 1978 724-735
12. G. Hamilton B. Woolsey Theoretical observations on power and obedience in complex organizations Sociological Perspectives 28 1985 3-28
13. D. Hickson C. Hinings C. Lee R. Schneck J. Pennings A strategic contingencies theory of intraorganisational power Administrative Science Quarterly 6 1971 216-229
14. J. Hughes M. Ralf B. Michels Transform Your Supply Chain 1997 International Thompson London
15. M. Hutt T. Speh Business Marketing Management 2001 Thomson Learning New York
16. D. Jackson J. Keith R. Burdick Purchasing agents' perceptions of industrial buying center influence: A situational approach Fall 1984 75-83
17. M. Jensen J. Meckling Theory of the firm: Managerial behavior, agency costs and ownership structure Journal of Financial Economics 3 4 1976 305-360
18. T. Johnson Professions and Power 1972 Macmillan Press London
19. W. Johnson Why volume is not king Supply Management October 2 2003 17
20. D. Knights J. Roberts The power of organization and the organization of power Organisational Studies 3 1982 47-63
21. A. Kohli Determinants of influence in organisational buying Journal of Marketing 53 July 1989 50-65
22. E. Lawler S. Bacharach Power dependency in individual bargaining: The expected utility of influence Industrial and Labour Relations Review 32 1979 196-204
23. S. Lukes Power: A Radical View 1974 Free Press New York
24. J. March A Primer on Decision-Making 1994 Free Press New York
25. J. March A preface to understanding how decisions happen in organizations Z. Shapira Organizational Decision Making 1996 Cambridge University Press New York
26. L. Michels T. Yakos Leveraging the Edge: Can we Afford the Results? 2003 ADR International Purchasing Consultants Bracknell
27. P. Milgrom J. Roberts Economics, Organisation and Management 1992 Prentice-Hall New Jersey
28. G. Miller The magic number seven, plus or minus two: Some limits to our capacity for processing information Psychological Review 63 1956 81-97
29. M. Patchen The locus and basis of influence in organisational decisions Organisational Performance and Human Behaviour 11 1974 195-221
30. A. Pettigrew Information control as a power resource Sociology 6 1972 187-204
31. J. Pfeffer Power in Organisations 1981 Pitman Marshfield
32. J. Pfeffer New Directions in Organisation Theory 1997 Oxford University Press New York
33. J. Pfeffer G. Salancik Organizational decision-making as a political process: The case of a university budget Administrative Studies Quarterly 19 1974 135-151
34. Purchasing and Supply Agency Modernising Supply in the NHS 2002 HMSO London
35. R. Radner Satisficing Journal of Mathematical Economics 2 2 1975 253-262
36. R. Ronchetto M. Hutt P. Reingen Embedded influence patterns in organisational buying systems Journal of Marketing 53 October 1989 51-62
37. S. Ross The economic theory of agency: The principal's problem American Economic Review 62 1973 134-139
38. M. Ryan M. Holbrook Decision-specific conflict in organisational buyer behaviour Journal of Marketing 46 Summer 1982 62-68
39. J. Sheth A model of industrial buyer behaviour Journal of Marketing 37 1973 50-56
40. H. Simon Models of Man 1957 Wiley New York
41. L. Smeltzer S. Goel Sources of purchasing managers' influence within the organisation International Journal of Purchasing and Materials Management 31 4 1995 2-11
42. R. Speckman Influence and information Academy of Management Journal 22 1 1979 104-117
43. Supply Management The science of compliance Supply Management September 6 2001 24-27
44. M. Thorne Colonizing the new world of NHS management: The shifting power of professionals Health Services Management Research 15 2002 110-127
45. R. Trent Individual and collective team effort: A vital part of sourcing team success International Journal of Purchasing and Materials Management 34 3 1998 46-54
46. R. Trent R. Monczka Effective cross-functional sourcing teams: Critical success factors International Journal of Purchasing and Materials Management 30 3 1994 3-13
47. Turnbull, P., Volkiewski, J., 1995. Customer Portfolios: Sales Costs and Profitability. Manchester School of Management, UMIST.
48. Walker, H., Knight, L., Harland, C., Fuller, H., Greenwell, Z., 2003. The developing role of purchasing confederations in complex supply networks. Proceedings of the British Academy of Management Conference, Leeds Metropolitan University.
49. G. Watson C. Lonsdale Managing the Supply Base within Business Networks: A Course Reader 2003 CBSP Birmingham
50. F. Webster Y. Wind Organisational Buying Behaviour 1972 Prentice-Hall New Jersey
51. D. Willer M. Lovaglia B. Markovsky Power and influence: A theoretical bridge Social Forces 76 2 1997 571-603
52. O. Williamson A comparison of alternative approaches to economic organization Journal of Institutional and Theoretical Economics 146 1990 61-71
53. Y. Wind Organisational buying center: A research agenda G. Zaltman T. Bonoma Organisational Buyer Behaviour 1978 American Marketing Association Chicago