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| Tekijä: | Cho, D. S. Chu, W. |
| Otsikko: | Determinants of bargaining power in OEM negotiations (Multinationale Marken; Konferenztechnik) |
| Lehti: | Industrial Marketing Management
1994 : OCT, VOL. 23:4, p. 343-355 |
| Asiasana: | |
| Vapaa asiasana: | ZWISCHENBETRIEBLICHE ZUSAMMENARBEIT, INDUSTRIEBETRIEBE, HANDELSBETRIEBE |
| Kieli: | eng |
| Tiivistelmä: | The objective of this article is to develop a model that measures the distribution of bargaining power between a sourcer of OEM (original equipment manufacturer) products and a manufacturer or supplier of OEM products. The article first introduces the characteristics of OEM contracts that distinguish themselves from other buyer and seller relationships. It then presents a dyadic model of bargaining power between manufacturers and sourcers of OEM products. The model is applied to a case history of OEM negotiations between a Korean footwear manufacturer, and Nike of the United States. |
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