1. downstream Closeness to the end customer in the supply chain.
downstream or upstream or green?
downstream
Closeness to the end
customer in the supply
chain.
Page 258
2nd Ed, Page 295
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2. implied authority Authority an organization intends the agent to have.
implied authority or actual authority or apparent authority?
implied authority
Authority an organization
intends the agent to have.
Page 268
2nd Ed, Page 310
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3. Supply Chain Operations Reference Model (SCOR)
SCOR or contract or benchmarking?
Supply Chain Operations
Reference Model (SCOR)
A standard framework to describe and measure supply chain design and performance.
2nd Ed, Page 297
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4. fourth-party logistics (4PL)
fourth-party logistics (4PL) or third-party logistics (3PL) or inbound logistics ?
fourth-party logistics
(4PL)
Logistical consulting
provided by a firm without
logistical assets.
Page 266
2nd Ed, Page 308
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5. battle of the forms Determining which version of a contract has
implied authority or decentralized organizational policy or battle of the forms?
battle of the forms
Determining which
version of a contract has
precedence.
Page 275
2nd Ed, Page 318
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6. identification (RFID)
radio frequency identification (RFID) or smart seals or electronic data interchange (EDI)?
radio frequency
identification (RFID)
The tagging of objects
with devices that may be
detected and interrogated
for information by remote
electronic readers, allowing identification and tracking without contact.
Page 266
2nd Ed, Page 308
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7. risk or core competency
or contribution margin?
core competency
Specific ability that distinguishes a business from its competitors.
2nd Ed, Page 304
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8. supply chain A system that includes
supplier positioning or supply chain or procurement?
supply chain
A system that includes
every organization playing a role in supplying a particular product to a customer.
Page 258
2nd Ed, Page 294
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9. enterprise resource planning (ERP)
EDI or ERP or RFID?
enterprise resource
planning (ERP)
A strategic information system that integrates all functional areas of an organization.
2nd Ed, Page 296
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10. supplier positioning Classifying purchases according to the buyer’s
supplier positioning or supplier preferencing or spend analysis?
supplier positioning
Classifying purchases
according to the buyer’s
annual procurement cost
versus relative risk.
Page 261
2nd Ed, Page 299
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11. boilerplate In purchasing, standard terms and conditions of
boilerplate or tender or smart seals?
boilerplate
In purchasing, standard
terms and conditions of
contract, covering major
generic risks.
Page 267
2nd Ed, Page 316
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12. hard negotiation or
distributive negotiation
or soft negotiation?
soft negotiation
Dialogue intended to gain agreement, build a good relationship, and avoid conflict with another party.
2nd Ed, Page 320
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13. business-to-consumer (B2C)
business-to-consumer (B2C) or business-to-business (B2B) or request for quotation (RFQ)?
business-to-consumer (B2C)
Commercial transactions
between an organization
and individual consumers.
Page 259
2nd Ed, Page 295
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14. organizational policy
decentralized organizational policy or implied authority or ethics?
decentralized
organizational policy
Distributing decision
making and authority
to individuals or groups
throughout a larger
organization.
Page 260
2nd Ed, Page 309
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15. business continuity plan or risk
or contribution margin?
contribution margin
The difference between the revenue earned per unit of sale and the variable cost of that unit to the seller.
2nd Ed, Page 307
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16. hard negotiation or
distributive negotiation
or principled negotiation?
hard negotiation
Adversarial dialogue, in which a negotiator resists agreement until all demands are met.
2nd Ed, Page 320
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17. counteroffer An offer that is made in response to a previous offer.
contract or tender or counteroffer?
counteroffer
An offer that is made in
response to a previous
offer.
Page 267
2nd Ed, Page 316
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18. economies of scale Decreasing average unit cost by increasing volume.
EDI or linear averaging
or economies of scale?
economies of scale
Decreasing average unit cost by increasing volume.
2nd Ed, Page 304
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19. purchasing agent A person empowered
sales representative or sales agent or purchasing agent?
purchasing agent
A person empowered
to buy on behalf of an organization.
Page 268
2nd Ed, Page 310
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20. contract The total legal obligation among two or more parties.
contract or tender or counteroffer?
contract
The total legal obligation
among two or more
parties.
Page 267
2nd Ed, Page 316
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21. petty cash A very small fund supporting incidental purchases.
contract or tender or petty cash?
petty cash
A very small fund
supporting incidental
purchases.
Page 275
2nd Ed, Page 317
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22. distributive negotiation
distributive negotiation or negotiation
or hard negotiation?
distributive negotiation
Competitive dialogue to divide a fixed amount, also known as a win-lose or zero-sum approach.
2nd Ed, Page 319
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23. actual authority Authority specified explicitly, often in the job
actual authority or centralized organizational policy or implied authority?
actual authority
Authority specified
explicitly, often in the job
description.
Page 268
2nd Ed, Page 310
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24. offshoring or make-or-buy or RFQ?
Deciding between internal production or external procurement of some item.
2nd Ed, Page 305
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25. electronic data interchange (EDI) The linking of two
or smart seals or business-to-business (B2B)?
electronic data
interchange (EDI)
The linking of two
information systems from
two different organizations
to transfer data and
conduct transactions.
Page 265
2nd Ed, Page 307
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26. hard negotiation or ABC policy
or benchmarking?
benchmarking
Measuring performance relative to some peer’s performance, generally identified as best in class.
2nd Ed, Page 297
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27. ethics Principles governing conduct, delineating good from bad.
ethics or contract or green?
ethics
Principles governing
conduct, delineating good
from bad.
Page 270
2nd Ed, Page 312
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28. business-to-business (B2B)
battle of the forms or business-to-business (B2B) or request for quotation (RFQ)?
business-to-business (B2B)
Commercial transactions
between organizations.
Page 259
2nd Ed, Page 295
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29. organizational structure
actual authority or centralized organizational policy or functional organizational structure?
functional
organizational structure
An organization of
specialists grouped into
distinct departments.
Page 260
2nd Ed, Page 309
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30. ABC policy Prioritizing the management of inventory
contract or ABC policy or linear averaging?
ABC policy
Prioritizing the
management of inventory
according to the significance of each item’s
annual dollar volume to the organization.
Page 261
2nd Ed, Page 300
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31. green Assures sustainability. downstream or upstream or green?
Page 271
2nd Ed, Page 313
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32. offshoring Outsourcing of a business process to another country.
offshoring or partnering or resilience?
offshoring
Outsourcing of a business process to another country.
2nd Ed, Page 304
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33. apparent authority Giving the impression of actual authority without
actual authority or apparent authority or implied authority?
apparent authority
Giving the impression of
actual authority without
having actual authority.
Page 268
2nd Ed, Page 310
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34. inbound logistics Management of flow into a facility or other system.
fourth-party logistics (4PL) or outbound logistics or inbound logistics?
inbound logistics
Management of flow into a facility or other system.
Page 259
2nd Ed, Page 295
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35. integrative negotiation
hard negotiation or
distributive negotiation
or principled negotiation?
integrative negotiation
Cooperative dialogue to create a mutually beneficial agreement, also known as a win-win approach.
2nd Ed, Page 319
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36. lean Operating without waste. green or lean or ethics?
Page 271
2nd Ed, Page 313
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37. linear averaging A numerically weighted evaluation method used in
linear averaging or supplier positioning or commodity/category plans?
linear averaging
A numerically weighted
evaluation method used in
situations such as awarding contracts, selecting locations, or ranking candidates.
Page 273
2nd Ed, Page 317
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38. matrix organizational structure
functional organizational structure or decentralized organizational policy or matrix organizational structure?
matrix organizational
structure
An organization that
groups differing functions
together according to
requirements of the work.
Page 260
2nd Ed, Page 309
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39. negotiation A dialogue to reach agreement.
implied authority or counteroffer or negotiation?
negotiation
A dialogue to reach agreement.
2nd Ed, Page 319
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40. sales agent A person empowered to bind a selling organization
sales representative or sales agent or apparent authority?
sales agent
A person empowered to
bind a selling organization
in contracts with buyers.
Page 268
2nd Ed, Page 310
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41. offer To present a proposal for acceptance or rejection.
offer or counteroffer or tender?
offer
To present a proposal for
acceptance or rejection.
Page 267
2nd Ed, Page 316
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42. request for quotation (RFQ) An invitation to offer
tender or request for quotation (RFQ)
or counteroffer?
request for quotation
(RFQ)
An invitation to offer
a price for a particular
product or service.
Page 275
2nd Ed, Page 317
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43. outbound logistics Management of flow
inbound logistics or outbound logistics or fourth-party logistics (4PL)?
outbound logistics
Management of flow
departing a facility or other system.
Page 259
2nd Ed, Page 295
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44. outsource To subcontract an internal process to an external provider.
offshoring or partnering or outsource?
outsource
To subcontract an internal process to an external provider.
2nd Ed, Page 304
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45. partnering Long-term strategic alliances that benefit both parties.
offshoring or partnering or outsource?
partnering
Long-term strategic alliances that benefit both parties.
2nd Ed, Page 299
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46. boilerplate or break-even point
or benchmarking?
break-even point
A level of activity at which the revenue collected matches the costs incurred by that activity.
2nd Ed, Page 307
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47. principled negotiation
hard negotiation or
distributive negotiation
or principled negotiation?
principled negotiation
Dialogue with a focus on the issue at hand, generally considered the best approach to negotiation.
2nd Ed, Page 320
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48. procurement The acquisition of goods and services on behalf of
supplier positioning or supply chain or procurement?
procurement
The acquisition of goods
and services on behalf of
an organization.
Page 272
2nd Ed, Page 316
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49. purchase order (PO) or contract or petty cash?
A written offer to a supplier to buy a particular product in a particular quantity at a particular price.
Page 275
2nd Ed, Page 317
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50. electronic data interchange (EDI) or commodity/category plans or spend analysis?
Collecting, classifying, and reporting the expenditures of an organization.
Page 261
2nd Ed, Page 299
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51. tier 2 supplier The supplier of an organization’s immediate supplier.
tier 2 supplier or third-party logistics (3PL) or tier 1 supplier?
tier 2 supplier
The supplier of an
organization’s immediate supplier.
Page 259
2nd Ed, Page 295
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52. resilience The ability of a system to adjust to or recover from a
resilience or sustainability or ethics?
resilience
The ability of a system to
adjust to or recover from a
shock or sudden change.
Page 269
2nd Ed, Page 311
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53. organizational policy
actual authority or centralized organizational policy or implied authority?
centralized
organizational policy
Assigning decision
making and authority to
one individual or set of
individuals within a larger
organization.
Page 260
2nd Ed, Page 309
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54. supplier positioning or
reference model
or SCOR Model?
reference model
A conceptual framework often maintained by a body of experts, used to support standardization, education, communication, and collaboration within a community.
2nd Ed, Page 296
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55. sustainability The degree to which
downstream or sustainability or green?
sustainability
The degree to which
immediate activity does not incur greater costs in the long term.
Page 270
2nd Ed, Page 312
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56. risk The possibility of a loss or the source of such a possibility.
risk or resilience or ethics?
risk
The possibility of a loss or the source of such a possibility.
2nd Ed, Page 313
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57. sales representative A person who solicits orders but cannot bind
sales representative or sales agent or apparent authority?
sales representative
A person who solicits
orders but cannot bind
the selling organization in
contracts with buyers.
Page 268
2nd Ed, Page 310
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58. smart seals Tamper-evident seals that
radio frequency identification (RFID) or smart seals or electronic data interchange (EDI)?
smart seals
Tamper-evident seals that
guarantee shipments have not been tampered with after inspection at the port of origin.
Page 267
2nd Ed, Page 308
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59. commodity/category plans Consolidating related products or services to
supplier positioning or commodity/category plans or inbound logistics?
commodity/category
plans
Consolidating related
products or services to
increase buying leverage.
Page 261
2nd Ed, Page 299
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60. supplier preferencing
supplier positioning or supplier preferencing or spend analysis?
supplier preferencing
Classifying a supplier by
how it would likely view
the buyer.
Page 263
2nd Ed, Page 301
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61. upstream Closeness to the supplier in the supply chain.
downstream or upstream or green?
upstream
Closeness to the supplier in the supply chain.
Page 258
2nd Ed, Page 295
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62. tender Bid or cost provided to a potential buyer.
offer or counteroffer or tender?
tender
Bid or cost provided to a
potential buyer.
Page 272
2nd Ed, Page 316
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63. third-party logistics (3PL)
third-party logistics (3PL) or outbound logistics or supplier positioning?
third-party logistics
(3PL)
Outsourcing logistics
activities to a provider.
Page 266
2nd Ed, Page 308
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64. vendor-managed inventory (VMI)
vendor-managed inventory (VMI) or supplier positioning or third-party logistics (3PL)?
vendor-managed
inventory (VMI)
Transferal of ownership and management of inventory within a system to its external provider, who will be compensated after its use by the system.
Page 266
2nd Ed, Page 308
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65. collaborative planning, forecasting, and replenishment (CPFR)
collaborative planning, forecasting, and replenishment (CPFR) or supplier positioning or boilerplate?
collaborative planning,
forecasting, and
replenishment (CPFR)
A business model where
supply chain partners share information and plan jointly in inventory management.
Page 265
2nd Ed, Page 307
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66. tier 1 supplier An organization’s immediate supplier.
tier 2 supplier or third-party logistics (3PL) or tier 1 supplier?
tier 1 supplier
An organization’s
immediate supplier.
Page 259
2nd Ed, Page 295
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67. business continuity plan
business continuity plan or contract
or resilience?
business continuity plan
Guidelines and arrangements for response to disruption of critical business functions, to restore and maintain operation.
2nd Ed, Page 315
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