大客户管理是权衡利弊的差异化手段：Universal Heater Industries 案例

IF 0.1 Q4 MANAGEMENT Asian Journal of Management Cases Pub Date : 2024-05-30 DOI:10.1177/09728201241247099

Manoj Gour Chintaluri, Sujit Kumar Patra, Santanu Mandal

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引用次数: 0

摘要

案例讲述了一个典型的企业对企业的情景：客户（Bodha 建筑公司）要求重新招标热水器供应。目前的供应商 Universal Heater Industries（UHI）已连续三年赢得价格协议，而且似乎做得非常出色。UHI 对新招标的结果感到惊讶，因为他们之前的价格协议规定，三年后他们有权提价 15%。新招标的新进展和细微的规格变化使 UHI 的计划陷入困境。本案例描述了一个大客户在事先商定价格上涨的情况下，如何推动供应商向新的期望看齐的策略。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Key Account Management as a Differentiator in Trade-offs: The Case of Universal Heater Industries

The case narrates a typical business-to-business scenario wherein the customer (Bodha Constructions) calls for a fresh tender for the water heater supply. Universal Heater Industries (UHI), the current vendor, has won the price agreement for three years in the past, and seemingly has done a terrific job. UHI is surprised by the turn of events on the fresh tender, as their previous price agreement gave them an entitlement to a 15% price hike after three years. The new development of a fresh tender with a minor specification change put UHI’s plans in a quandary. The case depicts the tactics played by a large customer in pushing a vendor to align to new expectations despite a pre-agreed price hike.

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来源期刊

Asian Journal of Management Cases MANAGEMENT-

CiteScore

0.70

自引率

0.00%

发文量

期刊介绍： Asian Journal of Management Cases is a peer-reviewed journal that aims at providing high-quality teaching material to academics, consultants, and management developers, through cases on management practices in the socioeconomic context of developing Asian countries. The journal covers all administrative disciplines including accounting and finance, business ethics, production and operations management, entrepreneurship, human resource management, management information systems, marketing, organizational behaviour, strategic management, and managerial economics. Each issue of Asian Journal of Management Cases comprises four to five original case studies. Teaching cases should be accompanied with a Teaching Note (TN). Even though the TN will not be published, it is necessary for the review process and can be obtained by contacting the authors directly. Please refer to the online submission guidelines for details on writing a teaching note. AJMC does not publish pure research or applied research based on field studies (not case studies). The journal is published in March and September every year with thematically focused issues occasionally.