A STUDY OF IMPACT OF EFFECTIVE NEGOTIATION IN REALIZATION OF PROCUREMENT GOALS IN REDEEMER’S UNIVERSITY
DOI:
https://doi.org/10.29121/ijetmr.v5.i7.2018.260Keywords:
Effective Negotiation, Realization, Procurement, Cost-Saving, Procurement GoalsAbstract
Private Universities in Nigeria have a relentless goal of keeping their procurement cost down as most of them depend solely on tution fees. In the past, companies would mostly look to make cost-savings from headcount reductions or internal re-organisation. Now they are increasingly turning to procurement and strategic sourcing as a means for cost reduction in procurement. The study examined the impact of effective negotiation in realization of procurement goals in Redeemer’s University. The research was conducted through the use of self-administered questionnaire to obtain primary data. The study had sample size of 206. Purposive sampling technique was used to select respondents that are involved in procurement for the University for the Study. Descriptive analysis and linear regression analysis were used in analyzing the obtained data. The results indicated that effective negotiation is a strong procurement strategy in Redeemer’s University and has a significant impact in realization of procurement goals. The study concluded that Redeemer’s University procurement goals are realizable with effective negotiation strategy.
Downloads
References
Agaba, E., & Shipman, N. (2007). Public Procurement Reform in Developing Countries: The Uganda Experience. Boca Raton, Fl: Academic press.
Aladejebi, O. A., & Adedeji, A. O. (2015). Effect of procrement planning on the performance of some selected agricltural firm in ondo state. Journal of Research in national development, 13(2).
Arminas, D. (2002). Hidden dangers in global advance, Supply Management, . 7(10) 1415.
Ashcroft, S. (2004). Commercial negotiation skills. Industrial and Commercial Training, Vol. 36 No. 6, pp. 229-233. DOI: https://doi.org/10.1108/00197850410556658
Benito, J. (2007). “A theory of purchasing's contribution to business performance”. Journal of Operations Management, Vol. 25, pp. 901‐17.
Bichler, M., Kersten, G., & Strocker, S. (2003). Towardsa Structured Design of Electronic Negotiations. Group Decision and Negotiatio, 12, 311-33. DOI: https://doi.org/10.1023/A:1024867820235
Brett, J. M. (2000). Culture and Negotiation. International Journal of Psychology, 35(2) 97-104. DOI: https://doi.org/10.1080/002075900399385
Caldwell, N. D., Roehrich, J. K., & Davies, A. C. (2009). Procuring complex performance in construction: London Heathrow Terminal 5 and a private finance initiative Hospital. . Journal of Purchasing and Supply Management, 15(3):178-186.
Cerquides, J., & Sanchez, M. L. (2007). Enabling assisted Strategic Negotiation in Actual-World Procurement Scenario. Electronic Commerce, 7, 189-220. DOI: https://doi.org/10.1007/s10660-007-9007-4
Cousins, P., Lamming, R., Lawson, B., & Squire, B. (2008). Strategic Supply Management:Principles, Theories and Practice,. London.: Financial Times/Prentice Hall.
Das, A., & Narasimhan, R. (2000). “Purchasing competence and its relationship with manufacturing performance”, ,. The Journal of Supply Chain Management, Vol. 36 No. 2. DOI: https://doi.org/10.1111/j.1745-493X.2000.tb00074.x
Degraeve, z., & Roodhooft, F. (1999). Improving the Efficiency of the Purchasing Process Using Total Cost of Ownership Information: The Case of Heating Electrodes at Cockerill Sambre S.A. European Journal of Operational Research, pp. 42-53. DOI: https://doi.org/10.1016/S0377-2217(97)00383-4
Duffy, R. (2002). An interview with Patricia Hanson: one on one.,. Journal of Supply Chain Management, 38(1): 2–3.
Eisenhardt, K. (1989). Making fast strategic decisions in high-velocity environments. Academy of Management Journal, 32(3): 543-576.
Ellram, L. M. (1994). A Taxonomy of Total Cost of Ownership Mode. Journal of Business Logistics, 15:1 ,171-191.
Ellram, L. M. (1994). The What of Supply Chain Management,". NAPMInsights, pp. 26-27.
Garfamy, R. M. (2006). A data envelopment analysis approach based on total cost of ownership for supplier selection. Journal of Enterprise Information Management, 19(6), 662-678. DOI: https://doi.org/10.1108/17410390610708526
Giunipero, L., & Pearcy, D. .. (2000). “World‐class purchasing skills: an empirical investigation”. The Journal of Supply Chain Management,, Vol. 36 No. 4, pp. 4‐15. DOI: https://doi.org/10.1111/j.1745-493X.2000.tb00081.x
Hair.Jr., Black, J. F., W. C., & B. J., A. (2006). Multivariant Data Analysis. :. New Jersey: Pearson International Edition.
Hill, C., & Jones, T. (1992). Stakeholder-agency theory. Journal of Management Studies, 29(2): 131-154.
Janda, S., & Seshadri, S. (2001). “The influence of purchasing strategies on performance”,. Journal of Business & Industrial Marketing,, Vol. 16, No. 4, pp. 294-308. DOI: https://doi.org/10.1108/EUM0000000005502
Jones, T. (1995). Instrumental stakeholder theory: A synthesis of ethics and economics. Academy of Management Review, 20(2): 404-437.
Kaplan, R. S. ((1992) ). The Balanced Scorecard: Measures that Drive Performance,. Harvard Business Review, , (January-February): 71-79.
Kaplan, R. S., & Norton, D. ( (1992)). The Balanced Scorecard: Measures that Drive Performance,. Harvard Business Review, , (January-February): 71-79. .
Korosec, & Bartle. (2003). A review of state procurement and contracting. Journal of Public Procurement, Vol. 3 (No. 2), pp. 83-85.
Kovac, A. (2004). Enhancing Procurement Practices. Comprehensive Approach to Acquiring Complex Facilities and Projects. Dordrecht: Kluwer Academic Publishers. DOI: https://doi.org/10.1007/978-1-4419-8947-5
Monczka, R., Trent, R., & Handfield. (2004). Purchasing and Supply Chain Management. SouthWestern.: Thomson Corporation,.
Mugenda, M. O., & Mugenda, A. (2008). Research Methods: Qualitative and Quantitative Approaches,. Nairobi: Act press.
Mugenda, O., & Mugenda, A. (2003). (2003). Research methods quantitative and qualitative approaches. Nairobi: Act Press. Nairobi: Act press.
OECD. (2003). Public sector management reforms in Africa. Addis Ababa, Ethopia: Economics Commission of Africa.
Oguntola B.B. (2017) impact of procurement strategies in realization of organizational goals in a Nigerian Private University (unpublished master thesis), Redeemer's University, Ede, Nigeria
Rajagopal, S., & Bernard, K. (1994). “Creating strategic change in procurement orientation”. European Journal of Purchasing & Supply Management, Vol. 1 No. 3, pp. 149‐60. DOI: https://doi.org/10.1016/0969-7012(94)90004-3
Robinson, S. (2001). Organizational Behavior. New Jersey: Prentice Hall Inc.
Sekaran, U., & Bougie, R. (2009). Research Methods for Business: A Skill Building Approach. United Kingdom: John Wiley & Sons Ltd.
Sharma, A. (1987). Professional as Agent: Knowledge Assymetry in Agency Exchange. Academy of Management Review, 22(3), 758-798. DOI: https://doi.org/10.5465/amr.1997.9708210725
Smeltzer, L., Manship, J., & Rossetti, c. (Iss.4; pg.16.). An Analysis of the Integration ofStrategic Sourcing and Negotiation Planning,. Journal of Supply Chain Management,, Vol.39,. DOI: https://doi.org/10.1111/j.1745-493X.2003.tb00161.x
Weele, A. (2012). Purchasing and Supply Chain Management: Analysis, Strategy, Planning and Practice (5th ed. ed.). Andover: Cengage Learning
Wogube, S. S. (2011). Procurement Planning and Services Delivery in Public Enterprises.
Wouters, M. F., Anderson, J. C., & Wynstra, F. (2005). The Adoption of Total Cost of Ownership for Sourcing Decisions--A Structural Equations Analysis. Accounting, Organizations and Society, pp. 167-191. DOI: https://doi.org/10.1016/j.aos.2004.03.002
Downloads
Published
How to Cite
Issue
Section
License
License and Copyright Agreement
In submitting the manuscript to the journal, the authors certify that:
- They are authorized by their co-authors to enter into these arrangements.
- The work described has not been formally published before, except in the form of an abstract or as part of a published lecture, review, thesis, or overlay journal.
- That it is not under consideration for publication elsewhere.
- That its release has been approved by all the author(s) and by the responsible authorities – tacitly or explicitly – of the institutes where the work has been carried out.
- They secure the right to reproduce any material that has already been published or copyrighted elsewhere.
- They agree to the following license and copyright agreement.
Copyright
Authors who publish with International Journal of Engineering Technologies and Management Research agree to the following terms:
- Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License (CC BY-SA 4.0) that allows others to share the work with an acknowledgment of the work's authorship and initial publication in this journal.
- Authors can enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or edit it in a book), with an acknowledgment of its initial publication in this journal.
- Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) before and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work.
For More info, please visit CopyRight Section