Term of the day
buyer resistance
Buyer resistance refers to the deployment of procurement resources by a buyer in an attempt to obtain lower prices from suppliers. When confronting unexpectedly high prices from suppliers, a procurement division may devote resources to resist the price increase.
Examples of buyer resistance include:
- efforts by buyers to identify, invite, and encourage qualification of additional bidders
- changes to the acquisition process in efforts to elicit price/term concessions from historically qualified...
Basics of Finance
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