Are pendular negotions still a viable approach for today’s complex buyer-supplier relationships?

Posted on March 19, 2023


Newton’s third law states, “for every action, there is an equal or greater reaction.”

In July 2007, I wrote the article “Public Sector Procurement and the Walmart Effect.” Besides providing in-depth and compelling industry stats regarding the predatory buying practices of the retail giant, the Vlasic Pickles story perfectly illustrates the consequences of unbalanced power in buyer-supplier relationships.

In August 2022, I wrote, “In Excess: How Target and Walmart are struggling with more inventory than they can sell.

Based on a SIG | ORG (Sourcing Industry Group) article by Dawn Tiura, the big question is it time for big box retailers to “rethink and reengineer their sourcing practices?” Is it time we moved to a Kate Vitasek, Andy Akrouche, Tim Cummins relational approach to buyer-seller dealings?

Before you answer that question, check out the Chapel Hill University story in this 2014 article:

By the way, the inspiration for today’s post is another great article by Rob Handfield!


Posted in: Commentary