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Implications of Performance-Based Contracting on Logistics and Supply Chain Management: A Multi-Method Approach

Description: Performance-based contracting (PBC) redefines the relationships between suppliers and buyers and differs from traditional contracting approaches with its reward/payment scheme, emphasis on the performance outcomes, increased supplier autonomy, and transfer of risk and responsibilities to suppliers. Given the 70% of life cycle costs of products/systems reside in sustainment, PBC has led to substantial improvements in availability, maintainability, reliability, and thus total cost of ownership of… more
Date: August 2020
Creator: Celik, Hasan (Professor of management)

Insights into the Complex Relationship Between Independent Manufacturers' Representatives and Their Principals

Description: Independent manufacturers' representatives (IMRs) are companies that sell products on behalf of manufacturers (principals), typically on a commission basis. IMRs offer principals specialized knowledge about product areas or markets, and they can function as attractive supplements or replacements for in-house sales units. The literature on IMRs' allocation of resources to their principals and the downstream impact on performance is underexplored. A paucity of published research exists using actu… more
Date: August 2020
Creator: Bergestuen, Trond
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