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dc.contributor.authorMediavilla Guisasola, Miguel
dc.contributor.otherMendibil Telleria, Kepa
dc.contributor.otherRivera Hernaéz, Olga
dc.date.accessioned2019-11-12T12:45:30Z
dc.date.available2019-11-12T12:45:30Z
dc.date.issued2019
dc.identifier.issn2171-6323en
dc.identifier.otherhttps://katalogoa.mondragon.edu/janium-bin/janium_login_opac.pl?find&ficha_no=153532en
dc.identifier.urihttp://hdl.handle.net/20.500.11984/1493
dc.description.abstractThe negotiation with dominant suppliers usually drives to locked-in situation in which buyers have no choice but to accept the given conditions. Commonly found in the industry, there is a need to provide new insights to practitioners to leverage competition. Specifically, researchers apply and test concepts from Game-Theory in a real supplier selection process in the port cranes industry. Our research shows that existing literature in Game-Theory is mostly descriptive, very focused on auctions and has still limitations regarding the design, application and impact of these supplier selection concepts. Therefore, it is presented one of the first field studies presenting the application of game-trees and backward induction (tools from Game-Theory) for the design and execution of a real bargaining, including the hows and whys of our decisions. The results suggest that using Game-Theory can enhance the chance to have better negotiation outcomes by predicting the possible outcomes and prescribing the best fitting game to be design in order to increase competition among suppliers.en
dc.language.isoengen
dc.publisherUniversidad Politécnica de Madrid; Asociación de Ingenieros para el Desarrollo de la Ingeniería de Organizaciónen
dc.rights© Los autoresen
dc.subjectgame-theoryen
dc.subjectnegotiationen
dc.subjectsupplier selectionen
dc.titleHow to negotiate with dominant suppliers? A game-theory perspective from the industryen
dc.typeinfo:eu-repo/semantics/articleen
dcterms.accessRightsinfo:eu-repo/semantics/openAccessen
dcterms.sourceDirección y organizaciónen
dc.description.versioninfo:eu-repo/semantics/publishedVersionen
local.contributor.groupDirección de operaciones logístico productivases
local.description.peerreviewedtrueen
local.description.publicationfirstpage37en
local.description.publicationlastpage45en
local.contributor.otherinstitutionUniversity of Stirlinges
local.contributor.otherinstitutionUniversidad de Deustoes
local.source.detailsVol. 67. Pp. 37-45. Abril, 2019eu_ES


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