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SUPPLIER RELATIONSHIP MANAGEMENT by Michael F. Strohmer, Christian Schuh, Michael D. Hales, Stephen Easton

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CHAPTER8

Putting Supplier Interaction Models to Work

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Now that we have introduced the overall SRM framework and the nine supplier interaction models, it is time to discuss how to make it happen. Accordingly, in this chapter we discuss a number of themes.

First, we outline the dynamic nature of SRM. The TrueSRM framework is not static. Suppliers can change position over time. We outline how this can be used to your advantage in order to give suppliers aspirational messages. This links to the concept of primary and secondary models—where the secondary model is the position that the supplier could reach or fall back to depending on performance.

We then go on to discuss the key operating-model elements that are needed to bring ...

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