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Browse thousands of words and phrases selected by Financial Times editors and suggest new terms for the glossary.

 

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...