Purchasing an d

Supply M ctnocjero ^
Thirteenth Edition
With 50 Supply Chain Cases
Michiel R. L eenders, D.B.A.,
PMAC Fellow
Leenders Purchasing M an agem en t
Association o f C an ad a C hair, P rofessor
o f Purchasing M anagem ent Em eritus
Richard Ivey Sch o o l o f B u sin e ss
The University o f W estern O n ta rio

P. Fraser Johnson, Ph.D.

Associate Professor, O p e ratio n s
Managem ent, R ichard Iv e y S ch o o l
o f Business
The University o f W estern O n tario

Anna E. Flynn, Ph.D., C.P.M.

Vice President
Institute for Supp ly M anagem ent
(formerly NARM J

Harold E. Fearon, Ph.D., C.P.M.

The N otional A ssociation o f Purchasing
M anagem ent Professor Em eritus o n d
Pounder an d D irector Em eritus
Center for A dvanced Purchasing Studies
Arizona State University

Mian M o ** N**D4h XSiXmt

Seoul < Sydney Taipei Toronto
 5 "

1
,
.

-

,
(080100),
(080300), (080506)

UNITY
2007
658.7(075.8)
05.291.33*73-1
67

,
, ,

..

: , -
67 (080100),
(080300), (080506) / . , . , .
. ; . . . .. . 13- . .:
-, 2007. 751 . ( ).
I , .

ISBN 0-07-287379-5 (.)

ISBN 978-5-238-01235-3 (.)
1

,
.
,
.
, , 50 ,
, ,
,
, , .
,
, , ,
.

65.291.3373-1

ISBN 0-07-287379-5 (.)

ISBN 978-5-238-01235-3 (.)

PURCHASING & SUPPLY MANAGEMENT: WITH 50 SUPPLY CHAIN CASES

Published by McGraw-Hill/Irwin, a business unit of The McGraw-Hill Companies, Inc., 1221 Avenue
of the Americas, New York, NY, 10020.
Copyright 2006, 2002, 1997, 1993, 1989, 1985, 1980, 1975, 1970, 1962, 1957, 1952, 1948 by The
McGraw-Hill Companies, Inc. All rights reserved.
Russian language edition, Copyright 2007 by UN1TY-DANA Publisher. All rights Reserved.

-, , , 2007
- ,
-, .


, , , ,
, .
1948 . .

, -
.
:
, 19601970-
. 1960-
, ,
, . 1970 .
.
.
,
, ,
,
.

. ,
,
,
3PL-,
,

,
,
.

 VI

, - I
.
( )
,
, ,

, - ,
,
ISO.
,
,
.
,
,
.
, , , ,

,
.
, , , , .
, , ,
, ,
, ,
.
.
50 ,
.

.
, .
, ,
.
, ,
, .
,
, , , ^
.
 VII

.
, , :
,
, , ,
,
.. ,
. ,
.

. ,

, ,
, . ,
.
.
, , ,
, , , . ,
,
, - .
, ,
. ,
,
.
. ,
,
.
,
, .

,
, . ,
, ,
,
, .
.- ,1 . ,

, |(Q )^0 ^eA ^Q )^M H i^0 W ^ ^ h

, ^ ^ ^ ^ !

VIII

. , , . -1
, ,
.
.
.
.
, ,
, .
,
, .

.
. ,
, .
,
, .
,
.. ,
. .
-
, .
.
, ,
, .

, , ,
.
,
.
,
.
- ,
.
, -
, .
, ,
, ,
, ^
 . ,

, ,
.
.
, ,
,
. ,
. ,
. , , ,
.
,
,
.
, .

,
 VIII

. , ,
, ,
.
.
.
.
, ,
, .
,
, .

.
. ,
, .
,
, .
,
. ,
. .
-
, .
.
, ,
, .

, , ,
.
,
.
,
.
- ,
.
, -
, .
, ,
, ,
, , -
 tx
. ,

, ,
.
.
, ,
,
. ,
. ,
. , , ,
.
,
,
.
, .

(Michiel R. Leenders)
Leenders Purchasing Management Association of Canada
Richard Ivey School of Business University of Western Ontario.
University of Alberta,
MBA University of Western Ontario, Harvard Business School.
, .
, :
(Value-Driven Purchasing: The Key Steps in
the Acquisition Process), [Anna . Flynn],
Irwin Professional Publishing; :
(Reverse Marketing, The New Buyer-Supplier Relationship)
(David Blenkhom), Free Press;
(Improving
Purchasing Effectiveness through Supplier Development), Harvard
Division of Research; ,
(Learning with Cases, Writing Cases, and Teaching with Cases)
(James A. Erskine) -
(Louise Mauffette-Leenders), Richard Ivey School of Business.
(Purchasing
and Supply Management), McGraw-Hill/Irwin.
, . 1961 1994 .
Purchasing Management Association of
Canada. 1975 . PMAC's Fellowship Award, 1993 .
, 1997 . Financial Post Leaders
(), 2 0 0 1 .
Hans Ovelgunne Purchasing Research Award. Ivey
Purchasing Managers Index ING Bank of Canada.
(P. Fraser Johnson) Richard Ivey School of
Business University of Western Ontario,
-. -
,
, . 1991 . Richard
Ivey School of Business, MBA (PhD),
 XI
.
University of British Columbia,
, , . 1998 .
, -,
, , ;
.
.
, ,
.
1999 . National
Association of Purchasing Management.
.
Purchasing Management Association of
Canada .
(Anna . Flynn) - - Institute
for Supply Management ( NAPM).
,
ISM,
. 1993 2000 .
(Supply Chain Management,
SCM) Arizona State University.

. SCM

. ,
, .
, 2000 ,
Faculty Appreciation Award.
ASU ( ).
(The Supply Management Leadership
Process, 2000), , ,
(Supply Management Knowledge Series);
:
(Value-Driven Purchasing; The Key Steps in the Acquisition Process, 1995)
(
).
University of Notre Dame, MBA Arizona State University.
(Harold . Fearon) National Association
of Purchasing Management, ,
Arizona State University. Center for Advanced
Purchasing Studies (CAPS) .
CAPS. Indiana
University ( / \ ^ ^ ? ^ Michigan State
University ( ^ ^ ^ | ^ ^ ) ^ @ ( )
The Journal o f Supply Chain M a n a ^ e n tS ^ w p ^ A ^ ^ m r -
 X II

.
. 450
.
, (The Purchasing Handbook),
McGraw-Hill, ,
(Purchasing Research in American
Industry), American Management Association;
/' (Fundamentals of Production/Operations
Management), West Publishing Company,
, McGraw-Hill/Irwin.
, . 1991 .
President's Award National Association of Purchasing Management,
1992 . - J. Shipman, NAPM. 2000 .
Hans Ovelgunne Purchasing Research Award, International
Federation of Purchasing and Materials Management
.

-

,
.

, . ,

, ,
, .
, ,
,
.
:
, , .
, ,
,
.
,
,
, . ,
,
, ,

, .
,
, ,
.
,
, ,
, , ,
if]llll
, -*pfffj ({^^ ^^
, ^
XIV

,
, , ,
.

.
,
, , ,
.

, ,
. .
, 25 ,
.
Arizona State University, International Journal o f
Supply Chain Management, Center for Advanced Purchasing
Studies ,
.
,
- .
,
,
.
, .
, , ,
, , .
,
. : Saud Abbasi, Kersi Antia, Collin
Ashton, Louis Beaubien, Larry Beiglund, Kathryn Brohman, Daniel Campbell, Maxime
Chaiiebois, Yasheng Chen, Jorge Colazo, Nancy Dai, Joerg Dietz, Dev K. Dutta, Tony
Francolini, Mobina Hassan, Niki Healey, Margot Huddart, Basil Kalymon, Marshall
King, An Kobetz, David Koltermann, Kristina Krupka, Manish Kumar, Matthew D.
Lynall, Louise Mauffette-Leenders, Leane Morfopoulos, Elizabeth ONeil, Peruvemba
Sundaram Ravi, Suhaib Riaz, Frank Tang, Tim TattersaU, Michelle Theobalds, Rob
Turner, Sarah Tremblay, Mike Wade Asad Wali.
, ,
,
.
, ,
, , ,
, . Patrick Penfield Syracuse
University, . Karl Mann Tennessee Technological University, Udayan Nandkeolyar
 XV

The University of Toledo Timothy S. Vaughan University <6 ^kconsin-Eau

Claire , 1@).
,
. ^
Elaine Carson, , , ^^)
. ,
Dick Hercher, Lee Stone corpymg^j
McGraw Hill/Irwin.
Mary Fisher-Smith ^-go
.
Carol Stephenson Rich
ard Ivey School o f Business.
Purchasing Management of Canada
Institute for Supply Management.

V
X
XIII

I
1
4

8

,

19
.
20

23
25
26



1.1 Custom Equipment
1.2
1.3 Cottrill Inc.

2





,




2.1 Duchess University
2.2

3



2.
3.
4.
5.
6.
2.
 8.
9







3.1
3.2 UIL Inc.
3.3 Southeastern

4



,









4.1 Cable and Wireless pic (A)
4.2 Deere & Company
4.3 Hemingway College
 XIX

5
,

^ 5 4

155

158

165
, 166
ISO 9000 Malcolm Baldrige 174
175
176
177
181
I p 187
188
189
189
189

190

5.1 Bright Technology International 190

5.2 Air Quality Systems Inc. 192
194
5.3 Synergy Metals Inc.

6
197

199

200
:
207
ABC
209
,
212
214


;220
223
228
229
229
229
6J Connecticut Circuit Manufacturers 229
6.2 ' 233
6.3 Sedgman Steel 235

7
238
240
FOB Incoterms 241
243
246
251
| 252
, 253
256
256
258
258
259

259
7.1 The Great Western Bank
259
7.2 Geo Products
260
7.3 Penner Medical Products
262
 XXI

8
1
^ 2 6 4
f D :

^ 1 265
) 270
272
8 277
S 3
282

285
286
293

293

294
294
8.1 MasTech Inc. 294
8.2 Chevron Corporation:
296
8.3 : 302
8.4 311

,
313
315

322

328

334

334

335

335

335
9.1 Deere
 337
XXII
9.2 McMichael Inc-

)^
0 ^ 4
342
343 I
'^ ^ 350 I
354
;, i 359 I
||;11 377 I
377 1

378

.1 Quotech Inc.
10.2 3^8

1 Somers Office Products Inc _ 381

3871

g
007
391
ISO 14000 392

394

396

400
4021
am I
405

405

408
408
 XXIII

408
ip 3
409
11.1 Miltec Inc.
I 409
11.2 Omex .----- ,
ST 410
o
1 2 CM
q
(s40 413
414

416

() 418
(jZlj) 418
429
430
434
437
^ 438
- 441
441




iff
12.1 Brassco
12.2 Lancaster Life Insurance Co.
 13











13.1
13.2 Industrial Products Corporation (IPC)

Incoterms











14.1 Global Pharmaceuticals Ltd.
14.2

1 5





,






15.1
15.2

1 6









XXVI

591

591

592

16.1 592

16.2 Casson Construction 592

17
97
598
602
607
620
620
622
622
623
623
17.1 623
17.2 624
17.3 Hampton Manor 626

18
.

33
* 634
638
640
640

 (ftfp)
643
645

646
646

646

647
18.1 B & L Inc.
647
18.2 Rondot Automotive
649
18.3 Huson Manufacturing
| 651

1 9
656
659
660
665
666
. . 671
/ 673
676

680
680
681
19.1 Plastic Cable Clips 681
19.2 Loren Inc.

2 0

694
XXVIII

697

- 698
698
699
702
707
4 711
711
. 712
J 713

20.1 Spartan Heat Exchangers Inc. 713

20.2 Sabor Inc. W v. ; J J ;j.
20.3 Iowa Elevators ^^
 /^

!)[

( 6 )
(<)




,




. 1.1 Custom Equipment
1.2
1.3 Cottrill Inc.
 1
2

:
,
?
,
?
,
?
:
, ,
?
,
?
, ?

.
. , .

(. 1.1).
, .
,

.

\.\

70
,
, -

3
. 1930- ,

.
,
,
.
.
. ,
?
.

,
. ,
,
, .

,
.
, ,
.

,
, .

,
, ,
, , ,
.

.
,
. ,
,
, ,
, .

. ,
, ,
, ,

oiff^ } ^ |^ ( ^ ^ ^
^ 1 \ 1 1 ^ ^ | |) ^ | 1 ^ { ^
, ,
.
 4 * 1

/
XX ,
1900 .

.
,
.
,
, ,
.
, ,
.
1950- 1960-

, ,
, .
-, -
, -
.
1970-
: ,
, , ,
.
1973 . , .
,

,
. ,
.
90- XX ,
,
. XXI
:
, ?
-
, , :
,
, ,
. , ,
,
.

, ,
, ,

5
,
, 1.

. ,
, ,

.
,
, ,
, ,
, , , ,
, , ,
.
, ,
,
, -
. ,
.

, (purchasing)
,
: ( ), ,
,
, .
(purchasing), (supply management)
(procurement) (),
,
.

: ( 1) ;
(2 ) ;
(3) ; (4)
; (5) ; (6 )
; (7) .
, , ,
, ,
.
'^ ^ : --

1 Michiel R. Leenders and David L. Blenkhom. Reverse MarketingTffte N e ifa u ^r'Jiiftp n p ^ 'Sationship
(New York: The Free Press, 1988), p. 2. ^
 6 1

, ( )
, ( ).

(supply chain management);

. ,
,
.
(lean purchasing)
(lean supply management)
(just-in-tim e, JIT),
, , ,
, ,
.
,
.
,
,
, , .
Council of Logistics Management, CLM (
), , ,

,
, ,
1.
.
.
.

(integrated logistics)
.
, ,
.
,
,

. ,
, ,
.

1 Council of Logistics Management (CLM), Definition of Logistics, http://www.cl>**1 -


7

, , ,
, , .

.

.
Texas Instruments (TI) 1999 .
,
. , Wal-Mart,
, ,
:
(), , .
,
.
1999 . TI ,
. . (. Bala),
- T I,
,
. .
,
,
1.

, ,
. The Institute for Supply
Management, ISM ( ),
(.supply chain management):
, ,

. ,
,
2.
,
,
(value chain).

1 Michiel R. Leenders and P. Fraser Johnson, Major Changes in Supply Chain Responsibilities (Tempe,
AZ: C enter for Advanced Purchasing Studies, 2001).
2 Institute for SuddIv Management, Glossary o f Key Purchasing and Supply Terms, http://www.ism.ws I
 8 1

,
, ,
(supply network)
(supply web).
, ,
.
o r (I) / ; ( 2 ) ,
; (3) .
, ,
, -
.
, ,
, .
, ,
, ,
SO.

, ,
.
, ,
, 18 . ,
, ,
.
, SO 85% . ;
1 0 2 0 %.
(Dave Nelson),
- Honda of America; , H onda
, , 80%
.
Honda1.
18 .,
10 800 . ( 60%), , , ,
, , , ,
.
, , ,
. -

1 Cherish Karoway, .The Power of Influence: Do We Have It? Purchasing Today, Januaiy 1998, p. 32.

9

. , ,
30%, 65%.

.

,
. ,
1 0 0 ., 60
8 , 1 0 %
75%, , 7,5. :
6
,
75 ., 75%! (
75% 10%)
?
,
10% . ,
, , ,
, . ,
, .
-
,
.
,
, .
,
, .

(ROA)
, . . 1.2
ROA,
, , ,
30% . 10%,

10%. ,
ROA J . M M
$ 1| 1 ^ | ) : | | )|| I L
10%, =
28,9%, 80%.
 10 1

1 .

2

L-r
(2,06) ~
I ISO . . f |
J 500 . . |
(135 . .)
(485 . .)

I 1 0 %
1 . I
(20,6%)

50 . .

(1 0 0 . .) 5%

950 . . [ ( 10%)
1 .
* (900 . .)

30% .
, 500 . .
10%.

. 1.2
,

(Charles Dehelly), -
Thomson Multimedia (- ), - :
,
, . -
, ,
. 1 .2 , ,
,
, ,

1.
,
, ,
, ,
.

1 gggcg
*
, , ,
: , , -
. . .

11
,
,
.
.
, ,
, ,
, ,
, .
, , ,
.

,

. . 1.3 :
1 ) ;
2 ) ;
3) , .

: ,
, ,
.
() .
,
. ,
,
.
,
. :

, , .

, .
, ,
,
.

, .
^ ^ ! ^ ^ ^ ^ 2
\ ) ) [ | ( ) 0 | 1 ^ /^
. ( % (^ ^' ^ 11 -
. 2 0 .)
 12
].

3.

1. ; Michiel R. Leenders and Anna E. Flynn, Value-Driven Purchasing Managing the Key
Step in theAcquisition Process (Burr Ridge, EL: Richard D. Irwin, 1995), p. 7.

13

,
| -
, -

. ,

13

** > , -
j ' /' , , -
itacHuuKaq . 6/3 . 1 ,
, -
, -
, , -
,
- , -
,
.
-
.
: -
.
IX , -

,

, ,
, -

.
.
:
, -

-
. -
, -
-
.

.
,
.- .i - j / w j v . _. . ,
, ,
. ,
, ,
, ,
,
, , , -
. ] <> } ,
| 1< .
14 1

, ,
,
,
.
, ,
,
,
.

, ,
,
, .


,
: .

/

,
,
, , .

,
, ,

.

, , ,
,
.

.
.
.
,
-, , ,
.
, ,
,
.

,

, , ,

15
, .
,

, .

,
, ,
. ,

.

, ,
.
,
,
.
.
, ,
, .
.
, , ,
,
.
,
?
, ,
? ,
,
?

, .

. .
,
,
.
,
, , .


1) [ ^ ^ ^ ,

(Thomas . Stallkamp), - -
 16 i

MSX International, Inc., Chrysler; .

(Raymond . Stark), -
Honeywell; (G. Richard Wagoner),
General Motors' North American Operations.

.
?
, ,
? ,
? ,
? ,

. ,
.

.

, ,
.

, : .
.
,
,
.
,
-
. ,
,
. -
, ,
. 20.

-.

,
, , ~
.
-, .
'
,


.


,


-.
- ?
, , ? ?
? ?
? ?
?
? -
? ? ,
,
? ?
? ? 1
?
? ?
, ?
?
?
? , ,
.
,
.
, ,
,
.
(. 1.4).
.
: ,
: , .
, . ,
,
?
,
. , , , ,
, .
,
,
.

-----------08 07.2012 0 t4 7
1 ,
. . .

19

, ,
,
. - ,
.
.
, ,
.
,
, .
,
. ,
.
,
.
.

.
, , , .
,
.

. - , ,
,
, .
-
.
, ,
' , ,
.
,
.
, ,
, .
,

. ,
noc^B ^ KOBpJ^ p o
1 1| 0 | ^ | ^ 1^ ^ | 1
^ ^ ^ ^ ^ ^ ^

.
,
,
,
,
.

,
- .
, , Arizona State
University, Bowling Green State University, George Washington University, Miami
University, Michigan State University Western Michigan University,
: , , ,
, . ,
,
, .
, Arizona State, Michigan State Howard University,

-.
Kichurd Ivey School of Business SO
,
. , ,
Luvul, York Queens Victoria,
,
.
, ,
, ,
,
, , ,
. ,
, .

,
. ,
,
cfMHHipoi , ,
W p ililM ,
.
, .
 ^

, , ,
, ,
. , ,
purchasing , ,

. ,
30 . .
1 .
- ,
. ,

, M B A , , , .

,
,
,
.
Institute for Supply M anagem ent (ISM), 1915 . (
National A ssociation o f Purchasing Agents
). ,
40 . , ISM
180 .
ISM
.
, 1965 .
International Journal o f Supply Chain Management.
1930- ISM ISM Report on
Business,
. 1998 .
Nonmanufacturing ISM
Report on Business.
The Wall Street Journal
2001 . IS M Forrester Research
Report on -Business,
. , IS M
,
.
1974 . N ational Association o f Purchasing Management (
) Certified Purchasing Manager
(, /?^^?^),
?-

, . ^
 1986 . ISM ,
Arizona State University Center for Advanced Purchasing Studies
(CAPS, ).
,
: ( 1)
; (2 ) ; (3)
. CAPS

; ,
Practix, ,
, ;
,
, .
Purchasing Management Association
of Canada (PMAC, ),
1919 . 7000 ,
10 , .
.

, (Certified Professional Purchaser)
.
1963 .
, ISM,
, Ivey Purchasing Managers Index (Ivey
PMI), PMAC Richard Ivey School of Business.
ISM PMAC
: National Institute of Governmental Purchasing (NIGP,
), National
Association of State Purchasing Officials (NASPO,
), National
Association of Educational Buyers (NAEB,
), American Society for Health Care 'Materials
Management ( ,
).

.
, Institute of Purchasing and
Supply Management ( )
, Chartered Institute of Purchasing and Supply (
no ) , Indian Institute of
Materials Management ( no
) Japan Materials Management Association (
).
International Federation of
Purchasing and Materials Management, 1FPMM ( -
| ),

23

,
. IFPMM 40 ,
200 .

,
:
, , , ,
.

,
,
,
(2).
.

.

, Wal-Mart Dell,
.
:
-
,
.
,

. , ,
, ,
,
, - .
.

. l| R f t >K0l R ^ ?r0 >
1# ,# * *
^ . 0 | |>-
 24 1

-
, . ,
, ,
, .

,
CAPS'. -,
, . ,
, ,
, , ,
, ,
,
, , ,
, .

.
-,
, ,
.
( ),
, ,
, .
-,
.
, .

.
,
. (meaningful
involvement) - , - (Ian Stuart)
University of Victoria
.
,
, , ,
.
-,
,
.
, , (

1 Michael Leenders and P. Fraser Johnson, Major Changes in Supply Chain Responsibilities (Temp6 *
AZ: Center for Advanced Purchasing Studies. 2001).

25
),
, , ,
, ,
, , *
,
.
,
, ,

.

,
.
, ,
,
: .
,
.

?
?
, ,
,
,
.

, ,
,
.
, ,
, , , .
, ,
, ,
.
,

: . -

,
 26 1

: ,
,
*, ,
.

, ,
, .

1. -
? ?
2. , ,

,
. ?
3. ?
4.
.
?
?
5. ,
? , ? ,

, ?
6 . , ,
, ,
?
7.
?
?
8 .
80%,
60%. ,
.
, ?
9.
(ROA)? ROA
?

Ballou, Ronald . Business Logistics/Supply Chain M a n a g e m e n t

5th ed. Upper Saddle River, NJ: Pearson Prentice Hall, 2004.
Burt, David N.; D. W. Dobler; and Stephen L. Starling. World
Class Supply Management. 7th ed. New York: McGraw-Hill Irw in,
2003.
Chopra, Sunil, and P. Meindl. Supply Chain Management. 2th ed-
I)Upper Saddle River, NJ: Pearson Prentice Hall, 2004.

27
Handfield, R. ., and . L. Nichols Jr, Introduction to Supply
Chain Management. Upper Saddle River, NJ: Prentice Hall, 1998.
Hughes, Jon; Marie Ralf; and Bill Michells. Transform Your Sup
ply Chain. London: Thomson, 1998.
Leenders, M. R., and A. E. Flynn. Value-Driven Purchasing:
Managing the Key Steps in the Acquisition Process. Burr Ridge, IL:
Irwin Professional Publishing, 1995.
Monczka, R.M., and R. J. Trent. Purchasing and Sourcing Strat
egy: Trends and Implications. Tempe, AZ: Centre for Advanced Pur
chasing Studies, 1995.
Monczka, R.M.; R. J. Trent; and R. Handfield. Purchasing and
Supply Management. 2th ed. Mason, OH: South-Western, 2002.
Neef, Dale, e-Procurement. Upper Saddle River, NJ: Prentice
Hall, 2001.
Nelson, Dave; Patricia E. Moody; and Jonathan Stegner. The
Purchasing Machine. New York: The Free Press, 2001.
Rozemeijer, Frank, Creating Corporate Advantage in Purchasing.
Eindhoven, The Netherlands: Technische Universiteit Eindhoven,
2000.

1.1

Custom Equipment
, 2 , (Matt Roberts)
Custom Equipment Inc., ,
(Wire Management Program,
WMP). WMP .
, , ,
.

C U S T O M E Q U IP M E N T
Custom Equipment Inc. () Custom Equipment
Global, .
6 6 .,
25%.
-.

.
- .
, ^ 1 - ,
, , ^ , !||| )1| ie yZl IfrQ)
, .
 28 1
Custom Equipment . ,
-
. , ,
. .
, .
, ,
.
, .
- , ,
.

.
: , ; ,
, ;
; . ,
.

-.

. ,
.
, , WMP .

WMP, ,

. ,
,
.
,
.
,
. ,
.
, WMP
.

32 . &
3000 , -

29
5%. , -, ,

- . -,
.
,

(computer-aided design CAD) . ,
, ,
. ,
.
Custom
Equipment. , ,
. -
.
, ,
. , ,
. ,
.
,
.
, .

, . 98% ,
, .
10 .
, .
1 0 ,
,
, .
,
1 0 0 .

, .
Custom Equipm ent 15% .
, , ,
. -
, .
,
,
.
,
,
.
.

^
,
 30 1

, .
.
, ,
.
, .
,

.
- .
, ,
WMF
. , -
.

Custom Equipment
- .
,
.
700 . . ,
,
.
.
,
.
, . ,
, -,
, , - - ,
, - , .
, , .
,
30 , ISO
9001, . , ,
,
. ,
.
,
. ,
.

,
.
,
. , ,
m .

31
-,
.

.
, ,
. ,
, .

1.2

23 (Roger Gray),
Anderson Plastics, , .
,
, ,
.

A N D E R S O N PLASTICS INC.

Anderson Plastics Inc.

: ,
, .
, , ,
, .
,
. Anderson Plastics
, ,
- , 1 .
2200 .

A N D E R S O N PLASTICS

110 . 14 ,
. 74 .
Anderson Plastics
(just-in-time), Anderson
. -
.
, - Anderson Plastics
.

Anderson Plastics ^-
^, ..
 32 1
. - , ,
,
. ,
, 16 , : /
/
.
Anderson Plastics
Anderson Plastics
. , ^
, - .
,
. ,
,
.
,
.
, ,
, 250 550.
.
- , ,
.

. ,
, -
. 10
:
, . ,
, .

. - ,
,
,
, .
.
,
, , -
. ,
.

1.3

COTTRILL INC.
12 , Cottrill Inc. *4
, . , , Saxton Wireless. ^1

33
Saxton,
, , , . ,
Saxton ,
.

COTTRILL IN C .

Cottrill XIX
.
, . Cottrill

, .
20 . 100 .
, ,
, ,
,
. Cottrill
, .

Cottrill .

. Cottrill
, ;
.
; 300 . .
.
.
,
, .

Cottrill
. :
, 200 . .
1 2
. Production Messaging
( ) ,
**


-
 , .
20 .
,
.

.

Cottrill Tallant,
, 12 ,
, Production Messaging.
Tallant , 30
, Cottrill . Tallant
Cottrill , .
, 1 800,
, .
, , Cottrill
.
,
Tallant. Tallant
. ,
, , ,
Tallant .
Tallant ,
^ . , Tallant

.
150 ., . Cottrill
, ,
, .
Tallant,
,
.

SAXTON
Saxton
Cottrill Saxton. Saxton
, !
TaUant (). , Saxton,

.

35
Saxton Tallant

Tallant Saxton

( ), . 16,95 13,95

( ), . 1,95

( ), . 11,90

( ), . 60,00
(
) 1800

Saxton ,
,
,
, Tallant. Saxton,
, Saxton ,
, Cottrill. Tallant
, , , -
,
Cottrill
. , Cottrill ,
.
,
Saxton.
, , Saxton Production
Messaging. Cottrill,
.
, ,
, . ,
Production
Messaging. Cottrill
.
, , ,
Saxton . ,

.

Cottrill
.
 36 -- rnt**,J
, ,
. .
. , Saxton .
, Tallant, .
, I
. , , I
- , j,
.
, - . I
. Saxton, I
. , , , I
, . I
, , - I
, . , , Saxton I
, , Cottrill Tallant. ,
, - .
, ,
Saxton , I
.


,

,





,











2.1 Duchess University
2.2
(1
 38

; ___
?
,
?
?
;

?
?
,
?

, ,
, .
.
, , ,
, , ,
,
.
- .
.

, ,
.
,
,
. ,
,
, . ^
.
(chief purchasing officer, ) ,
,
, ,

. ,
.. -,
. *
,
,
. <
,
, .
. ,

39
, ,
.
: (1) ? (2)
,
? (3)
?

,
,
( ) ,
(
, ,
) ( ,
) . ,
, , ,
, ,

(, ..).
,

? ,
,

. , (right price)
.
, ,
,
.
, ,
, , ,
.
; , ,
.
1, .

,
. ,
, ,
. ,
i , -
,
, ^ ^
-
 40

. , ,
, ,
, , 0
, ,
.
. -
,
. -


. 2 0 .
2. , ,
.
, :
,
. , (1)
, ; ( 2 )

; (3) ,
; (4) ,
, .
3. . ,
, .
,
.
20 50% . ,
,
10 . 20 , ,
30%, 10 . 3 ,
10 . .
4. .
,

.
,
. , ,
, 5 .
,
, -
, ,
- -
, .

,
.

41
5. .

,
,
,
. ,
,
.
6 . , , ,
.
.
, , .

, , ,
(maintenance, repair and operation MRO) ,
, .

, ,
,
. ,
- MRO,
,
.
, ,
.
,
,
.
,
, .
| 7. .

. -,
. 1, .
.
,
.. , ,
, ,
, ..,
, .
81 .


. ,
.
npt^^^oeajm fc= & o
^ ^ {
 42

. ,
,
. "

. ,
, 3.
. / , ,
.
, ,

- .


, ,
.
.

.
,
, ,
, ,
, ,
. , , , ,
,
,
, .
/.
,
,
. ,
, , ,
,
.

,
,
,
,
.
, . '
.
/. /
, , -
. np*J'
, '
. , /

43
, ,
.
. ,
,
. ,

.
,
, ,
,
,
.
/
.
,
,
.
9.
. :
, , , ,
.
.
,
.
, , ,
, , . ,
,
,
,
.
,
,
,
, .

, .
,
.

, ^ ^ | 1^ ,^ || |^ | *
, ^ < |
 44

, 0
, '
, .
, , ,
,
,
. ,
,
.

, .

. 2.1. , ,
, ,
, .
,
, .

/









,
L

11
,


45


,
.

.
:
; ;
; , 1.

, ,
, , ,
,
; .
,
(, ,
), , ,
, MRO. . 2.2
Deere & Company.
,

.
.

,
.
. The United
States Defense Acquisition University ,
,
. 20 .

,
,
, - -

, , *,
. .
. jjp n
]|^)^ 4LJ
1 ^ | ' :,
. , ?
, -
I l 0 4 lll .il1 Ill-Ill.I , . ____ ,; I______________________________________________________________________________________________________________________
 46

, .
'
. ,,4 " 10


, . ^*
. 2.3. '

Jo h n D e e r e
:
:
: , ,
,
, ,

1. ,
,
.
2.
; , , .
3. ;
(product delivery
process, PDP).
4. ,
,
.
5. /
. > -> -
6. ,
.
7. .
8. *
; . ____

1 2
Deere & Company

47

Jo h n D eere
:
:
: ,
/

.

,
,

1.
, - .
2. /
/ ,
(, JIT, P.O.U.D., ).
3.
, ,
.
4.
, ,
.
5.
, , , .
.
6.
; .
7.
. .
8. /
, , , -
| , . .

2.3 w

Deere & Company

, -
, , ,
, -
.
, ,
2 .

,
, ,
.
: ,
, ,
.
.
, Cable and Wireless pic.,
,
, |

.
.
. ,
, ,
. ,

. :
1) ,
, , ;
2 ) ,
-,
.
,
.
I .^ *,
, ;
, ,
, .
CAPS Research
(Purchasing Performance Benchmarking, Studies) *

' Michiel Leendm end P. Frai Johnson, Major Changes in Supply Chain Responsibilities (Tcmpc*
KL Center for Advanced Puichaan* Stadia, )-

49

.
- ,
. ,
, - CAPS http://www.capsresearch.org.

. 2 .1
2.1

-





{clout)





-

,
-

,






{power)

, silos
,

Michiel R. Leenders and P. Fraser Johnson. Major *

AZ: Center for Advanced Purchasing Studies, 2000).


. 22.

2.2

/- -1

-


, ,
-

,



,
/
,
, , ,
,
-,
,





-1
, ]

-|

- -
- , -
. - -
g j iy w *
51

, ,
,
,
.
,
,
,
.
, ..
,
-,
-.

-, ,
: ( 1 ) , ,
; (2 ) ; (3)
,
; (4) ; (S)
. ,
,
, ,
(. 2.4).

. 2.4

, ,
. ,
,

.
, ,
^ ^ ^ ^ ^
. U f -
 52

,
,
; , ^
.
, ,
, ,
.
- ,
, ,
, .
,
, .. ,
. ,
, -
, .

,
,
. ,
, ,
, .

,
, ,
,
. ,
.
,
.
,
.
,
( -)
. ,
. 10.
, ,
, ,
.

-
. , 2000 . CAPS-
6
53
.
?
,
? 1 -, ,

,
, , ,
.
.
:

.
-, , ,
.

.
,
,
.
,
.

: , ,
.
.

.
.
, .
,
, .
,
, .
,
, ,
, .

CAPS , -
~ - -

len d e rs and Johnson. Mqjor Structural Changes in Supply Organizations.

 54 ;.

: ,
. , Ontario /
,
, , /
, -
, '
. : Hoechst
Hoechst Procurement International, .
, , - I
.
, - I
, ,
.

,
, .
, : ,
-, - , i

. ,

.

, ,
,
.
, .

, CAPS,
()
( )
, , -,

, (
-) 1.
,
. , , 0

and Jeffrey A. Ogden, Chief Purchasing Officers' Compensation Benchm arks

Demographics A 2001 Study e j Fortune 500 Firms (Tempe, AZ. Center for Advanced Purchasing Studies*
 55
,
,
, .
: ,
,
, ,
.
,
qro : ,
.
. ,
,
: , -,
, . ,
, , ,
. ,
- ,
- , -
; .

, .

CAPS1. , 49- ,
12
. 14 ,
, , ,
282 . . -,
* - ,
. : -
. , CEO (
)
. ,
- -
, ,
.
, :
, , ,
. , (
,
, , , ,

Thomas . Hendrick and Jeffrey A. Ogden, Chief Purvhasi/ig Officers' Lompensditbn Demo-
Snphics: A 2001 Study o f Fortune 500 Firms (Tempe. AZ: Center for Advanced Purchasing Studies. 2002).
 56

, ,
(
)), , , /,
, , , ,
.

10 .
. -
, , - *
.
. - ,
50 .
:
-.
.

, .

, MBA.
, - j
.
- .
, .

, , |
, .
-
, ,
.
, , ,
.
,
, -
.
,
, , , Pa3J
, .
, **
. , !
, '|
, . *
 57
, ,
, , -
.
,

,
.

. .
1. ,
.

.
2. .

.
3. ,
.
, ,
,
. ,
, ,
,
.

,
,
. CAPS
Research *,

: ( 1 ) ; (2 )
; (3) 1 2; (4)
.

, ,
, -
 58

, , MRO, ,
.
, ,
. !
,
, . 1
.
,
, 2 40%.
, , - \
, , - 1
, , ! !
, |


.

, , !
, , - \

.
, I
, .
, , j
. I
,
(. 2.3).

2.3
,

, / ___
/
,

nPoU*
, *
.
,}
* > * 0

***"
***

59

- ,
,
,






,
,

,
,
,






-, -





,

/
, ,
, ,
,



,
-

,

, -
&

- ^ -
, .
...
 6 0 1 ,1 ,1

, ,
, ,
. , , ?04
. / ? * 1
. J 0'
, ,
,
, .
, , blJ
, ,
.

,

, .
. -
, ,
,
, ,
.
.
, , ,

.
, ,
,
.
, , ,
.

, ,
, , ,
, ,
.

,


, , ,

61
, ,
,
.
,
.
, ,

. ,
80% . ,
, , ,
,
.
,
, , ,
, ,
.
: , ,
, ,
, , ,
. ,
-
,
. ,

,
.
,
,
, .

.

, , ,
. -
,
.
,
. ,
, ,
,
. ( g ) g & e ^ ^^ ^
, ^ ^ | 1^ ) f e u g v
. -
 62

, , 1
, ,
, , . *
'
.
,
, ^
.
, , , , , -
.

,
. ,
,
. -:
,
;
, ,
, ;
,
, ;
,
, , - 1
;
( ) - 1
(, ) (- |
);
- |
;

;

.


, -
, , '
, , '
, 11
, (
); ( '
), ( *1'
 **

) (
).

, .
,

,
, .

, . ,
, ,
,
,
. , ,

.
:
, .

.
,
,
, - ;
;
, , .

/

.
,
, , , .
, -
: ,
(
, , , )
.
,
|^ ^ | ^ . _-
^^

 * *
Haricy-Davidson, ,
.
, , Haii
Davidson . !
,
,
, .
. ,
.
,
, , ,
, ,
. , , -
, -
, ,
?,

,

. , ,
,
,

. ,
,
. ,
, ,
, ,

.
Cessna Aircraft Company
.
:
, , ,
, , .

Cessna. ,
,
.
, - ,
2.

tiw Hariqf-^fidjon UieiCrow-Functional Teams, Purchasing, November 4, 1999, p. 144.

". Chans a Supply Chain Flight, Purchasing, September 7, 2000, pp. 42

65


. ,
,
,
,
.
.
, , ,
. Boeing 777,
,
,
.

, .
, ,
,
,
. ,
,
.

-
.
,
,
.
,
, ,
.
,

.

,
, ^\(^\^^/^,
TJy/^ ^ ^ ^ |
 66
, ,
. ,
peilJ)
- . * ,,,,}
, ,
, "'0'
Cnv ^
, ^
. 11,1

.
,
. ,
,
,
.
.

, General Motors Boeing,
. ,
10-15 ,
-, 6 8 -
.


.


, , 1
, .

-1,1
.
1'
, ^11

67
- ,
, .
.
, Wellman,
, ,
. .
.
, ,
,
.
- .

,
, .
.
,
, , ,
,
.
, .

.
.
(
. 4
. 12).

.
,; , ,
,
.
, -
1,2.
.
, .
. ,
.

.. Hendrick, Purchasing Consortiums: Honzontal Alliances among Firms Buying Common Goods and
Services (Tempe, AZ: Center for Advanced Purchasing Studies, 1997).
P. Fraser Johnson, The Pattern of EvolutioninPublicSectorPurchasing Consortia, International
Journal o f Logistics: Research and Applications 2, n
1 r
fi4 ?
. ,
,
. ^
. , ,
.
.
. ,
, , MRO
. '
.
.
. , - '
.
.
.
, ,
.
. ,
, .
.
.
. -1
.
,
1.
1. ,
.
2. ,
, .
3. ,
, *'
.
4. ,
, "
/ , .
5. , 111
.
i g a 0
- , ,
.

( Hendrick, Purchasing Consortiums.

 69
- ,
.

. ,
, ,
: ,
.
, ,


.



.

1. : (1) ,
; (2 )
; (3) .
2. ,
?
3.
?
4. ,
- ,
, -?
5.
?
6 . ?
7.

?

?
8 .
/ ?
9. ,
,
?

Fearon, Harold ., and Michael R. Leenders. Purchasing's Or-

ganizfltiorwrLMes andjfaponsibilities. Tempe, AZ: Center for Ad
vanced P l H ^ n g | 1 9 ^ )(f^ c~
Giunipero, bm-jM.f and ! . VfoMdl
ing Skills: An Empirical Investigation. Journal o f Supptj
gement, Fall 2000, pp. 413.
 Hendrick, Thomas E. Purchasing Consortiums: Horizontal 1,
ances among Firms Buying Common Goods a n d Services. Tempe, AZ*
Center for Advanced Purchasing Studies, 1997.
Johnson, P. Fraser. Supply Organizational Structures. Critical
Issues Report, CAPS Research, August 2003.
Johnson, P. Fraser. The Pattern of Evolution in Public Sector
Purchasing Consortia. International Journal o f Logistics: Research and
Applications 2, no. 1 (1999), pp. 5773.
leenders, Michiel R., and Fraser Johnson. M ajor Changes in
Supply Chain Responsibilities.Tempt, AZ: Center for Advanced Pur
chasing Studies, 2002.
Murphy, David J., and Michiel E. Heberling. Framework for
Purchasing and Integrated Product Teams*. International Journal of
Purchasing and Materials Management, Summer 1996, pp. 1119.

2.1

Duchess University

Duchess University '

. , ,
, : I
, ?

DUCHESS UNIVERSITY
Duchess University , 3000
25 . ,
.
500 .,
120 . :
;
,
.
2 %
, *
.

- *. ^
. ^
. -*

71
( 1 ) , ,
, , ,
; (2 ) ,
; (3)
; (4) ;
(5) .
. 1 .
2 . .,
25 . Moiyr
50 . , *,
,
.
.
- ,
, .

,

,

, . ----------------4 ------ --------------------

, ,

, ,

,




(

)

, ,
, ,





,
, / ,
/




I

. 1

 72

,
17 .
, ^
. ,
, #
,
, . #
, .
,
: (
), ,
. ,
, . -
,
, - I
14 ( : 20).
PeopIeSoft,
, PeopIeSoft
. . ,
, Center for Advanced
Purchasing Studies (CAPS).

.
, ,
, ,
, - , .
,
, .
1 0 .
CAPS ,
. , j
50 .,
, 30 . ,
12 .,
. CAPS , |
- *
. ((f
*...
^ -
^ ^
.

-, | -
. -

73

. , ,
, . -,
*.
,
. -,
2 %
35%.

Duchess University



,





.



,
,

-,



PeopIeSoft


,






.

,. 2

74

,
. ,
, ,
, , .
. .
,
.
.
10 , ,
.
. , - I

. ,
- , I
, ,
25% .
,
. 2. ,
, ,
. ,
, .
-
PeopIeSoft. ,
, .
: ,
. ,
.

?
.
: ?
, ?

2.2

, 26 2004 ., , Morrow University
-, . , ,
*1'
. , *
, '
, , *


75
M O R R O W UNIVERSITY

1100 30 .
Morrow University ,
.
12 60
.
, , :
, ,
; ;
;
, ,
, .
,
, (
),
, , .

,
. 100 . .
,
.
: -; ;
.
.
7,5 . . .
10 . ,
, 1 0 0 . . ,
.

2 2
Curtis
Meanard Leasing (Meanard).
1 2004 . 115 . ., 90 .,
1 ; 28 2008 .
90 . .
475 . ., .
, .
, -
-
-
- . 1 .

*
WVJ
^
lll l > <
^
I ll V /
^_ , -
f rV\/^V\
& &
, " .
**.
 76

^
425 . . ,
, ,
. : #
. .
, .
.

, -
.
1.
.
2.
.
3. 75%
.
4. 90%
.

, ,
.

. 1

26 ,
, Meanard, ,
(. 2). ,
, , .

MEANARD LEASING

1
Meanard Leasing ; ^
. . Meanard Leasing
| , .

77

Morrow University
(2) Curtis CV1 (4) 2.1 FJLOP
28 2008 . (.
).
42 , 1 2004 . 15
.
115 . . 1 2004 .,
90 . ., 1
, 1 2005 .,
,

Meanard Leasing .
,
,
.
1. 90 . . 28
2008 .
2. -

.
3. ,
Meanard Leasing /
,
, Meanard
;
Meanard;

, .
4. 28
2004 .
5.
1 0 ()
,
, .


. ,
, ,
.

___ , 2004
Meanard Leasing Morrow University

1 . ^^ 1?5

I
. 2
0 -
 jjj?

1.
2. ,
-
9.


3.

RFx


4.

5.


6 .

7. '


8 .
3.1 '

3.2 UIL Inc.
3.3 Southeast

79

:
, ,
?
-?

MRO?
:
?
,
?
-?

-,
, . -
, , , ,
( ), .
, ,
, . ,
, , ,
, , ,
.
,
, . ,


. ,
, ,
,
, ,
. ,
, ,
, -

, -
,
, , *
, , , .

.
.
/
: ,
-
80 **

? ,
, ;,
. ,
. . 4
, , ,
* (2). !
.

.

,
,
,
.
-,
, ,
.

.

,
. ,
,
.

^ -
, ,
. ,
, - ,
, -, *
, .
*
. , ^ 13
, ,
,
,
0
. , ,
,
.
 8
81

, .
, ,
.
:
, ,
, .
.
,
. ,
/,
, , , ,
, , ,
.
. 2 , ,
, ,
. ,
.

,
, , , , , ..
,
, , , ,
, ,
,
,
. ,
, , ,
-
.

. ,
, (. . 2).
,

.

,
- ,
, ,
, .
,
, . 2 ,
 I
82
**
!
, ?3'
-, , *1
. -3
, *
, .
, * '
;
; ;
- . -
-

,
.
,
,
. , ,
,
-.
,
, . 4.
.
-
.
, -
,
.

.

, , , ,
. *, >
,
,
:
1 ) ;
2 ) ;
3) ;
4) ;
5) ;
6 ) / ;
7) ;
8 ) ;
9) .

, -
, .

1.
,
- . , -
, , ,
.
- .
, .
, - .
, ,
, .
;
.
-
. ,

,
, . ,

,
, -
. ,
-

.
(early s u p p ly involvm ent, ESI),
, ,
,
. . 2,
,

. ,
, (
),
,
(. . 5 ,
).

2-
.
.
, , .
 84

. -
/
, ^'
.

-,
, . , ,
, ,
, .
. ,
:
*, :
Honda, , ,
,
.
. ,

,
, .
.
,
, .

,
, .

.
1.
2. ()
3.
4. ,

5. ,
6 . ,
7.
8 .

.

-.
461

85

^ ,
, . , -
0 .
, ,
.
, , ,
,
, .
,
. ,

.

(Bill of
Materials, BOM). ,
,
. ,
, ,
, ,
.
, 18 .
. (
) ,
18 , ,
.
,
, ,
. , ,
,
.

,
.

, , : ,
, , , -
. -
, , ,
-. -
11 ,
^ . -
, , , -
 86

, 1
, .
,

.
# (material
requirements planning, MRP), .
,
.
, . ,
, - .
,
- .

.
, , ,
.
,
, .
,
.
,
.
. ,
,
, *, ,
, , , FOB (. . 10
), , , .
,
, , ..,
, .

.
, ,
. ,
**
-.
,

. *

87
, ,
,
,
, .
, ,
.
, ,
.
.
,
, ,
, .
,
.
,
,
, . ,
, ,
,
. -
I , , ,
.

3.

,

,
, . . 6 7.

RFx
,
. :
( (request for quotation, RFQ); (2)
(request for proposal, RFP); (3) (request for bid, RFB)1.
, ,

, -
. , -

RF, -
RFx. - . .
 88

,
, , ^$;

, RFQ ,
,
, -, (stock-keeping
unit) -, ,
RFQ .
, ^
, ,
, ., RFQ
,
. , ,
.
, , ^
, .
-,
, .
.

,
RFP.
, RFP.
, , ,
,
. ,
RFP ,

,
, . RFP
,
.

RFP , '
, .
'
, RFB.
, .
, ,
?
, ?

89

. , ,
.
.
?
?
? : ,
,' ?
? ,
?
,
.

4.

. -
,
.
.
. 7,
. 8 9.

5.

(
, Honeywell Flight System,
. 3.1),
.

. , , ,
. ,
.
,
, -
.
, ,
, ,
, .
 90

<I ,
>.

N.

> , il Requirements ( QCS 210 apply ~1
noted
General Pacfceprg and inslrucuons GPSI-
too m *f e V *** ***** pacMgng code*

teerm This Piuchaso Order or CIwiiqoOfdo, includng ug 7

a n MvHioa visions sol loclh hereon and any coiulnuallon shoeb are,
addondums and Buyers thon ctiirem Purchase Ow*T
l /N /t l Garwal Tam* w* be deemed a* b,mg occaMedb>t
SoOor upon the initiation ol poifoimanco hereunder im.
loss specifically requested on the (ace hereof aeknom
cdjcmenl by sefer is nol requreo

3.1
Honeywell Flight System

;
,
, ,
. , ,
, , ,
,
.

. ,
, . 12 .

,
.

,
 91

, , , , -
.
, ,
, .

. ,
.
1. , ,
, - .
2. , , :
, , ,
.
3. , ,
, ()
.
4. ,
.
5. , ,

.
6. ,
.
7. , ,
, .
8 . , ,

, .
9. , ,
.
, , ,
, , ,
.
10. , ,
,
.

.
; ,
, .
, ;
,
.
, ,
. (
 92
)
.
(, ^
, .
.
,
.
.

. ,
, ,
, .
, ,
, , ,
, ,
. ,
,
, .

,
.
.
. ,

MRO ,
.
, ,
- ,
.
.

, .

.
,
, , ,
,
. . 3.2 ,
.

: Raytheon C o m p a n y

. 3 .2
-

5.

X
X
X

 94

, ,
,

, , ,
(supplier-managed inventory, SMI/vendor*
managed inventory, VMI), , .

, , ,
, ,
. , ,
, ,
.

,
, MRO.
, ,
, -
. ,
, ; ,
,
( 24 ),
, -
, , '
,
. , ,
.
,
, - . ^

, .

.
, , ,
.
,
,
.
. . - <
1. , *
, .
2. ,
.
.
3. . I '
4.
.
^ . 95
, ,
.
5 .
. 1 1
7 - -
, ,
g
.
9 ,
, , ,
, .

.
MRO .
,
.
.

,
.

, .

MRO

MRO, .

6.
, , ,

.
.
,
.
(follow-up)
, ,
. , ,
,
. ,
, ,
, , /
. , -
. , -
, -
, -
. 3.3.
 ' : ' : > 97

(expediting)
,

, .
,
,
, .
, ,
, , ,
- . ,

.

( ) ,
.
, ,
. ,
, ,
. ,
.
.
,

. ,
,
.

7.

.
;
, -
. ,

. ,
, , -
,
, .
. 6 .
.
 98
:
J) , ;
2 ) , ;
3) , ;
4) , ,
;
5)
.
,
,
. ,
.
.
,
,
.
, , ,
, .
,
, ,
.
, ,
.

, ,
.
,
, .
, , . 5, . 8
,
,
,
. ,
,
. ,
,
. ,
, ,
,
.
.
,
.
 ** 99

_ , ,
. , -
caNl q acTO -
.
* , .
, :
J!!# . , -
,
, : ,
; ;

. ,
, ,
. , - ,
.
, , ,
.
1.
, .
, ,
.
2. ,
,
.
,
, ,
,
: ,
, 5%
25 . . ,
,
.
-
,
. , ,
, ,
.
, -
, -
*, , -
j * , .
, , -
^ . -
___^!1^ ^ !^ ^ ,
 100
.
. , *
. -
, ,
, .
!
, .

.
,
.
.
.
, ,
.
. ,
, :
.

,
. ,
, ,
,

,
, . ,
,
: ,
,
,
.

.
1. ,
. -
, .
2.
.
, ,
. ,
, .
", 101
3
,
, , ,
.

.
I .
2 .
.
3
, ,

,

,
, , ,
- ,
, .
,

( ,
).
,
; ,
. , ,
,
, ;
- , ,
, .
, .

(electronic funds transfer, EFT),
, ,
,
.

9.

, -
, .
, ,
5
nlMei(iic-------------------
 102
. ;
, *4
.
^
. , *
;
( ), .
,
.
1. , ,
.
2. , ,
3. ,
(, , , , ). *
4. ,
.
5. , .
6 . .
7. .
.
1. , (
) .
2. (
), ,
, .
.
3.
.
4. , ,
, , ,
, ,
.

.

. ,
. . 4 ,
,
. ,
, , -

103
^ , , ,
. -
^ , , - ,
, , . ,

, ?
. 13.

, : ,
, .

, ,
.
.
. 13.

,
, . . 3.4 ,

.
, .

, :
, .
, , .
, .
( )
: .
.
. 6 .

-
.
. ,
, -
, .




:
,
< ,
,

1 ,

, ..

.
, / '
1

X
! !

()

: I
,
. 3.4

1
105

, , ,
. ,
,
.

. -,
, ,
.
,
. , -
(1) , (2 )
, (3) ,
, (4)
. ,
.
,
. , ,
, .
, ?
,
, ,
. , ,
, , ,

. , ,
, , ,
.
. ,
,
,
,
.

.
, ,
70% 1 0 %
. ( , ABC,
. 6 .)
, , 7080%
1015% .
,
 106
, . 0
50 0~
, 5000 0
,
. '
,
,
.
. ,

(
),

. .
1. , /
.
M R O ( . ).
2. ( - ) ,
,
.
3. ,

;
- .
4. ,
,
.
( . . 4 ).
5.
,
,
,
.
6 . ;
.
7.
.
8.
.
9.

.
10. ,
.
11. , 0
,

107
.
,
.
12. . J
13. , .
14. ,
.
, .
( ,
),
,
.

( , -)
,
. ,
: ,
.
,
, ,
, .
,
. P-


.

.
( )

.
, , , .
, ,
,
. , ,
, : ( 1)
,
, ; (2 )
, ; (3) ;
(4) , .
,
.


 108 *
. ,
- . 7
:'^"

; (2 ) ,
; (3)
; (4) ,
, ; (5)
, ,
.

, ,
,
, (
).

. , ,
,
, !.
,
, , .
, ( . .
12 ) ,
.
, ,
, ,
. , ,
,
. ,
.
, ,
, .
, ,
, -
, .
,
, , -
, . ,
,
.


,
. ,
, . -
, ,
,
, ,

. ,
, ,
, , ,
. .
, ,
, , .


.
,
: ;
;
;
; ;
; ;
; ; ;
; ;
; ; ;
; , ; ,
; ;
; ;
, ; ;
; ; ; ; ;
; ; ;
.

,

.

.

, ,
.
 110

1.
?
2.
?
3.
: *
; , ?. ;
4. , ,
,
?
5.
, , ?
6 .
?
/
?
7. ,
?
?
8 .
?
9. - ?
? ?
10.
?

Bovet, David, and Joseph Martha. Value Nets: Breaking the Sup
ply Chain to Unlock Hidden Profit. New York: John Wiley & Sons,
2000.
Heijboer, Govert. Quantitative Analysis o f Strategic and Tactical
Purchasing Decisions. Enschede, The Netherlands: Twente University
Press, 2003.
Hughes, Jon; Marie Ralf; and Bill Michels. Transforming Your
Supply Chain: Releasing Value in Business. London: International
Thomson Business Press, 1998.
Institute for Supply Management. Glossary o f Key Purchasing
and Supply Terms, http://www.ism.ws, 2000.
Rozemeijer, Frank, Creating Corporate Advantage in Purchasing.
Eindhoven, The Netherlands: Technische Universiteit Eindhoven,
2000.
Simchi-Levy, David; Philip Kaminsky; and Edith Simchi-Levy.
Designing and Managing the Supply Chain. 2th ed. New York:
McGraw-Hill / Irwin, 2003.


111

3.1

, Wesley Printing,

.
. ,
,
. ,
.

WESLEY PRINTING
Wesley Printing ,
. 1905 .,
, .
Wesley Printing
. , ,
. Wesley
, .
,
. Wesley ,
,
,
.
Wesley .

. ,
, ,
, , ,
.

WESLEY
Wesley Printing .
, , .
,
, ; , ,
; ,
; , ;
,
, , , .
, -
 112
. ,
, .

FINE FOODS

, 14
, 14 , , Fine Foods
.
Fine Foods 60 .
, ,
.
, , 19.00
,
. .
.
,
, Wesley ,
,
,
, .
,
.
,
. ,
, .

, 15
F in e F o o d s ,
W esley, .
,
,
.
. ,
, .
, ,
.

, 16
-
, ,
.
, W esley .

113
, 17
,
. ,
, , ,
. ,
- .

, 18

Wesley, ,
. ,
, ,
,
, .
.

, , ,
, , .

, , ,
, , .
- ,
.
, ,
.
. Fine Foods ,
- ,
, . ,
, .
, .
,
20 . .
, , ,
. Fine Foods
Fine Foods,
150 , .

, , ,
, - . -
, F in e F o o d s, , Wesley Printing
- , , ,
,
_! U___________________________________________ I____ __1 I 1 P rin lln ,, /11/-,
 114 *

,
, - . ~
, . -w
, w
.
- ,
. ,
, Wesley ,
. : ,
? Wesley
ISO 9000,
. , ,
, .

3.2

UIL Inc.
, UIL Inc.,
, .
, ,
, , , -
.

UIL
UIL .
UIL Inc. Marin Inc., . UIL
,
, . UIL
, .
,

.
, .

UIL , ,
, ,
, .
, ,
, . ,
, .
 ^ . 115

1 , -
5 , (MRO).
^ ib H b ie ,
3 ,
0 , .
, , , -
3311 , , -
,caCv 0 .

- , , , -
, ,
, - . ,
, ,
. -
, . , ,
,
. -
.
.

,


1 25
4 60
8 73
30 94

,
, .
,
, ,
.
, ,
, .
.
, ,
, , ,
, , ,
. , , ,
* , . ,
,
,, ,
.
 116

,
.

, ,
: ,
MRO. ,
.
,
. '
,
36 . ,
637 3454 . '
.
, ,
, .

.
.
,
, , .
- ,
, UIL
,
. , , ,
, , ,
,
.
, , ,
, *.
, , ,
. , *
- , .
,
,
.
, - .

0-
, .
,
. , , -
, , , .
 ^ ,
117
HP01

3 .3

Southeastern
, Southeastern,
^ ,
^ - > 6 , ,
. ,

I]
1
, . -
I .

Southeastern , -
1 25 . 3500
. ,
.
, -
.
,
. ,
100., .
,
1 0 0 0 .
, .

: ,
. -
I , . ,
, , -
I , .
, , -
I , ,
I 7500 .
, 15 . .
(RFQ ) .
Q , , ,
- . -
* * * , RFQ 100 . . -
8 ' 1 ,
.
* 1200 .
I ^ . . ( - . -
 118

50%;
25%;
20 #;
5%.
,
. . 1.
, 250
, ,
. 75 .

1

,
. :


.
, -
, , -
,
275 '
 ^ ' 119

. -
. # * ' , , -
D'aUl' b .
, *.
*
0
0 163 . -
. :
, ,
! .
5 0 6 0 ,
. ,
.
,
,
.
14 .
, ,
, .
,

.
,
.
: 10, 11 15 . .
.

,
, ,
. ,
,
.
, : ,
. , ,
.
. ,
.
, ,
.
. , , -
11,
. :
, -
. -
,|( , .

J

,










4.1 Cable and Wireless pic ()
4.2

Deere & Company
4.3 Hemingway College
 * , ?
?
EDI- XML?
.
, ,
?

?
, ,
?

25 ,
! ) , -
, . -
, , ,
, ,
- ,
, , - .
, ,
.
, ISM/Forrester, , 89%
, ,
, 72% .
,
, , ,
12% 13%
. , -
, ,
1.

,
, ,
-. , ,
, , -
.
) ,
" .
-
1,1111 , -

Dtvwt on Technology in Supply Management: Q3 2003. Forrester

 122

^^
. #
. , 6

.

,
. :
,
, . :
,
;
,
,
.
.
(, ) (,
).
, - I
.
- !
, ,
.

1
,
,
, ,
.
(, ),

,
, .
, , - |
. *

1 . . Laudon, J. P. Laudon, and . . Brabrton, M a n a g e m e n t '

mam System: Managing the Digital Firm, Upper Saddle River. NJ: Prentice Hall, 2002, PP 4047-


^ -
.
0 , -
. -
: (. 4.1).

^ecutive support systems, j ESS),
* (managent information systems, MIS)
(decision support systems, DSS);
,
(knowledge work systems, KWS),
(office automation systems,
OAS);
(transaction processing systems, TPS).
,
| , .
, ,
, , , -
I ,
. ,
.
,
.
(MIS)
,
, ,
. MIS ,
,
,
.
MIS, DSS
, .
; DSS
, ,
, .
,
. , DSS ;
,
", ( -
), .
, , ,
, .

ESS - - -
-
_________________________

1 MIS


I DSS
- -


(SKU)


1 KWS *
1 OAS

I TPS

tr tr

* .

4.1

,
,
.
: (1) ()'
,
, ; (2 )
, ; (3)
; (4)
, , ,
.
-
 ^

** .
, , -
(
30531 ), ;
* * , .
0 ,
^ , , , -
^ ,
^ , , .
0
** -
^ (enterprise resource, planneng system, ERP),
.

,



.
1.
,
,
. , Raytheon,
,
, ,

. Raytheon,

7 . 1
2. ,
,
, ,
, .
3.
,
.

.
4-


.
 126
5.
. ( D ~
), ,
!
.
6 . ,
,
,
.
7.
. IBM ERP-
, .
. IBM,
,
, ,
, ,
,
1.
, ,
, ,
.

, .
, ..
, ,
. , ,

.
.
, .. ,
,
, ,
,
, .
.
,
-

,
,

1IBM Tracks Benefits of Centralized Sourcing Data*, Purchasing, March 21. 2002. pp- S2 S6-

127
-, -

-
.
-


,
-

" 1*0^ _ 0 , .. -
0 . -
}0u ( iiurbA m i2H 1U r\U U L1V TA V im n/xrtfft
-- __
-
ERP, SAP, Oracle, J. D. Edwards
.............
rPaNl Soft , -
|o p l e , ,
- ,
05 . -
,, 10

10 ___ , -
... 111 UD OliOTOll
.
ERP- 1
t


|^,
(supplier relationship management systems).
,
L b .
ERP-
, , Ariba, 12
FreeMarkets,
. :
, ,
,
, ,
. ,
1.
,
.
, ,
.
I , -

.

, ,
, -, -.

2004; - Procurementand E-Sourcing What Will it Take to Break the

inc., December 12,2003.
 128

.
, . r J
. , ,
, -
0{.
.
-. -
, ,
. .
,
, -
, -
. - , - ,
.
(multifunction product, M F P ) . M F P
- ,
. M F P - ,
(Tagged Image
File Format, TIFF) , .
, ,
, , ,
.
, ,

.
. (e-mail)
, .
,
,
,
(RFP), .
. ,
, , ,
,
.

,
> .
,
, .
-. -
,
, .

-, '
 .
,0
**'
129
, -

* . , -,
^ : , , -
. -, -
1|1,
-
-
.

.
I , *.
-
,
- -
. , Wal-Mart Target, -

(radio frequency identification, RFID)
,
- .

, EDI,
,
. ,
EDI, ,
. EDI ,
, ,
,

, .
EDI,
. EDI-
,
, , ,
(Value-Added Network, VAN). VAN ED1-
,
, .
1 EDI, , VAN,
EDl-
, -
. ,
I , - -
EDI.
 130 4
, , ,

, ,
EDI, *!,
EDI, , EDI . *
EDI-,
'
. ,, -
, ,
.
EDI ,
IT- .
-EDI, VAN
-EDI . VAN, GEIS
Harbinger, -,
-,
-EDI ,
2002 . Wal-Mart 2003 .
EDI- ,
Applicability Statement 2 (AS2)1.

,
- HTML ( ,
WWW). HTML
. , HTML
,
. ,
WWW (XML), 1998 .,
(),
.
-, XML
.
, XML, EDI,
2 , .
XML,
.
, ,
(Document Type Definition, DTD),
, ,
. -

1 A. Bednarz, Internet EDI: Blending the Old and New, Network World 21 no. 8 , February 23, 2004,
pp. 29-30.
 ^

I EDI -
I * .
I , -
: XM L EDI* -
I< ^Dl- , , -
I ^X M L ,
I^
I 0
.

I
I , , -
I ^. , -
I ; -
I ; ; -
I ; -
I .
( , -
I ) ,
. , , -
I -. ,
I , ,
I -, .

.
-
.
, ,
; .
, -
-,
.
, ,
.
, ,
I , , -
.
| -.
- -
,,1 ,
, - . -
,
, ,
/
** ,
, -
, , Microsoft
 132

-, SAP.
, Microsoft, MS M arket (MSM), ^
1996 . ^
,
,
. MSM ^
, -'
, -
. 1997 2003 . .
, ^
. , MS Spend ^ .
!^ 3 ^
, , , ^ .
. MS Inquire -

. M S Vendor
,
, . MS Contract
,
. 1996 . ,
. MS Expense
, ,
.
.
, M icrosoft
,
, , ,
,
, ,
, , ,
.
. , ,
,
25 50%. 20
:
, .
,
60 . 1996 . 5 . 2002 .

. 2002 Microsoft .
800 . 1. .4

11 Leendcrs and F ^hnson, Major Changes in CPO and CPO Reporting Line, CAPS Research-
* .
 133

* -,
0 -
. The ISM/Forrester
2003 . , ,
, -
1.

, . *,
, , Global Healthcare Exchange
Xheoilsite.

.
, ,
, ,
. *,
Pantellos Quadrem.
-
, , , .
,
. ,
-.
,
.
,
.

,

, ,
. : (1)
; (2) .
, ;
, ,
.
,
, ,
. ,

1Andrew Bartels, ISM /Forrester Report on Technology in Supply Management: Q3 2003, Forrester
^search, Inc., 2003.
 134 4
Business Depot, Dell Computer Cisco
, .-/
,
.
^
,
. ,
.
, ,
.
- ,
, ,
.
, , -
.
-
.
.

.

,
. , , *
,

. :
, -
.
, -.

,
.

,
, ,
, .

, ERP-
,
.
.
( )
(, ,
);
, ,

135
I ,
.

, ,
.
0 /'
, , ,
I . ,
, 0,50 .
,
.
, -
I ,
,
.
, Wal-Mart, Tesco Target,
R F ID - .
-
;
; ,
; .

R F ID -,
, .
, R F ID
,
, .


. RFID-
.

. .

, . ,

,
,
, ,
[ . -
 136 4

-, ,
, .
, 2003 . ISM/Forrester
, 25%
. , , ,
, , .
1.
-
, ,
, .
^
, ,

.
.
,
.
.
:
;
; (best-and-
finaJ-offer, BAFO) ,
, ;
.
,
.
, ,
, .

,
, .
, ,
-,
.
, , ,
(
).

1 Banek. ISM/Forrester Report on Technology in Supply Management: 0 3 2003. Forrester Research

Inc., 2003.
 ~7

1(
. -
^
^ , ,
3 fP/RFQ. , -
. -
, , .
ne j ,
, .

, .
, ,

.
3. , ,
.
4 .
5 . , ,
, .
6 . .
7. ,
.

:
, .

, , ,
, ;
( )
, ;
; ,
, .

. ,
,
| .
,
.
.

? . ,
,
;
 138 4
. ,
: ,
. '
,
, - !?

, , - , .
.
.


. ,
, .

.


. , ,
,
,
.
,
. ,
,
.
,
.
,
- .

, . ,
,
. , ,
, ,
.

,
, .
.
1. ,
.
2.
, .
 .
* 1 I
3 .
.
,
.
1 . .
2. ,
.
3 . , .
(bird
watching),
.
,
, .
4 .
.

, ,
, .
,
.

- .
,
.
, .
,

. ,
, .

, , ,
. ,
,

.
.

,

,
.

*' Johnson, Supply Organizational Structures, CAPS Research, June 2003.

 140

.
,
. , w ?
,
.
. , ,
, (
, )
.
,
,
.

. .
, ,
, , -
, , RFP
RFQ.
,
, RFP RFQ. ,
, ,
RFP -
RFQ.
.
.
, ,
, , ,
, ,
. 2004 . (Hur) (Mabert)

.
,
,
.

- .
,
, , 1

,
,
, , .
 ^

, .. , ,
,
\, , .

1 , -
0 . ,
5 , ,
.
, ,
, ,
.
, ,
. ,
, ,
, .
1. : ^
,
. ,
, ,
, , ,
, ,
. , , , ,
,
, ,
. ,
, , ,
,
, .
2. '?
,
? ,
MRO ,

.
(. . 6 , )
,
.

, ,
.

,
, ,
.

?
 142 4

. $ jq.
( )
,
, RF.

.
,


.
4. ?
,
.
: ;
;
( );
;
.
, :
, ,
, -,
.
5. , , ,
?
,
. ,
,
, ,
.
, (
), ( ,
,
),
. , :

,
.
,
,
.

,
-
,
, ,
 *

0 ,<K
^
[
, ,
. ,
, , ,
, ,

.


.

1. EDI? XML?

. XML
EDI?
2. ,
EDI- -?
3. ,
?
4. ,
,
-?
5.
, ,
?
6 .
,
? ?
7. -
?
8 .

? , ?
9.
2 ?
, , ?
10. ,
RFID?
?
11.
?

Bartels, Andrew. ISM/Forrester Report on Technology in Sup-

ply Management: Q3 2003, Forrester Research Inc., 2003.
Beall, S., et all. The Rote of Reverse Auctions in Strategic Sourcing,
Tempo, AZ: CAPS Research. 2003.
 DeHoratius, N. Inventory Record Inaccuracy and REID*. The
15th Annual North American Research Symposium on Purchasing and
Supply Management Conference Proceedings. Tempe, Arizona, March
2004, pp. 69-76.
Farhoomand, A., and P. Lovelock. Global e-Commerce: Text and
Cases. Singapore: Pearson Education Asia, 2001.
Flynn A. E. Raytheons BuyerlessTools*. Practix 6, CAPS Re
search, March 2003.
Hur, D., and V. A. Mabert. Getting the Most Out o f E-Auction
Investment*. The 15th Annual North American Research Symposium on
Purchasing and Supply Management Conference Proceedings.v{Tempe,
Arizona, March 2004, pp. 16379.
Johnson, P. F. Supply Organizational Structures. Critical Issue
Report. Tempe, AZ: CAPS Research, 2003.
Laudon, . C.; J. P. Laudon; and . E. Brabston, Management
Information System s: Managing the Digital Firm, Upper Saddle River,
NJ: Prentice Hall, 2002.
Percy, D. H.; L. C. Guinipero; and L. M. Dandeo. An Analysis
of E-Procurement Strategy: What Role Does Corporate Strategy
Play?* 13th Annual IPSERA Conference Proceedings. Catania, Italy,
April 2004. pp. C21627.

4.1

Cable and Wireless pic (A)

, Cable and Wireless pic
,
. 10 ,
.

CABLE A N D W IRELESS P LC

Cable and Wireless pic (C&W)

. C&W Global - (IP)
, -
, .
C&W ,
-, ,
.
9 . . S5 . .
C&W - .

IP-, *

" 145

1 , , ,
.

C&W
:1| eGo. , -
Global Services, , -
, , C&W
. eGo
, .
: (1) C&W
; (2 )
,
; (3)
, , ;
(4) ; (5)
, .
,
, .
C&W,
, - .
, -
.

I , , ,

. ,

. :
2 0 3 0 % , ,
.
,
, .
8 -
I rBbie . ..

I C&W .
* ,
133 . . . .
, , ,
^ . -
,
 146 4
, ,
(RFQ), ,
. ,
,
RFQ, , ,
1000 . . . -
C&W.
, 423 . . . 36 ,
CJauws Records Services.

C&W
4 . .

C&W : ^ ^
, C&W
.
1,2 . .
CAW ,
,
. Engler Paper
C&W ,
. ,
C&W
.
,
.

, ,
,
. ,
. .
1-, -
,
.
,
250 ,
. 1- 12 . . .
, 25 .
50 . .
1- ,
.
 .
147
procure * * -
. e-Procure Systems
' 50 .
& .
, , 3 * 500 . . . , 2% 500 . . ., 1*
' ' 3 3 ?'
i x a 1596 , -

' , 1- e-Procure Systems, -
' , , ,
^ .
,
, .

I . ,
, , .
I , ,
, - , -
I . ,
, ,
, ,
, .
,
.
-
I , .

4.2

Deere & Company

2000 . Deere & Company - , . ,
: 2003 .
7 . . (Paul Morrisey),
,
Deere.
,
. ,
, ,
* Deere .

& COMPANY
fcr** ^ Company, 163 ,
, ,
 148 4
. ,
60 , 160 .
39 . . 1999 . Deere 0
11,7 . 13,8 1998 . ,
1998 ., 1,021 ., 239 . '
. ,
, ,
,
.
, : ,
Deere. : (
) , (
1400 -).
144 Deere
, ,
. 1990-
(EDI),
2000 Deere 90%
.
.
.
Deere
, , Deere.
: 50
Deere, 50 .
: , 14 ,
Deere. , , *.
Deere *,

. - Deere
.

20 Deere
.
-. ,
. -
Deere. ,
,
. ,
.

Deere.

|() 149
< 0" 2 . ,
, .

,
. ,
. , ,
.
. -
., Deere , ..
^, -
! ' , -
Z . ,
- , -
^ *5 .
, .
Deere -
}||(. EDI,
,
gcex . .
,
let .
.
, Deere .
, Deere -
| (. 1).

[, ,


( Deere
|
1

.]
Deere & Company

70% Deere 7,1 .

. -

| .
 150 4

,
, 1200 ; 78% . 1999 .
82% ,
, 13 , 2 2% , ,
, ; 1% .
Deere , *
, .

Deere
, Deere (Deere Electronic
Commerce Council), : ...
Deere,
, ,
. : 100%
, -,
-.
Deere
. ,
. -
Deere -. , ,
Deere , ,
, , . ,
,
.
,
. ,
. ,
, .
Deere SAP, IBM Microsoft
,
.
, , ,
, , -

, , , Deere
-.
,
,
, , .
,
. Deere
, ,
, , , .
, ,
.

151

5 , Hemingway, -
, . , -
^ -, .
, -
^ (ERP),
. 6 , ,
*^1 , ,
, ,
, .

H E M IN G W A Y C O L L E G E

Hemingway College , 12 . -
.
, , , , ,
, ,
, , ; ( )
. 78 -
, .
, -
.
, -
. 11 ,
, , ,
.
,
.

to ERP-
.
, ,
, .
, (, -
* ),
, .
-
Jtof - -
^ ..> .. 11 .....
 152 4

, EduSoft,
. , ERp.
, ,
. ,
, ,
.
, ,
.

EduSoft
, .
, ,
.
. EduSoft
,
.
EduSoft,
,
EduSoft, , -, .
,
, .

,
.
,
, .

,
. , ,
.
,
.
1520
, ,
,
. ,
, ,
, .

,
 * ^

1 . -
, -
^ 1 -
. -
^ ,
. -
\]0 -
.
3
. -
^ .

, -
0 . -,
, ,
. -
, .
,
. ,
3 . . ,
2 . .
. ,

, .
EduSoft .
,
.
EduSoft 12 . . .
, ,
- .
,

, .
 ,

'
ISO 9000
Malcolm Baldrige











,



5.1 Bright Technology
International
* 5.2 Air Quality Systems Inc.
5.3 Synergy Metals Inc.


155
^

: IL
?
?
?
.
f ?
, ? .
# ?

: ,
, , . , -
0 .
.
.


, .
;
,
.

- ,
.
,
, , , ,
.
.
(MRP), *
,
, .
,
, . -
,
, , -
| .
, -
^ , -
1) .
,
,
 156 5
,

, .
, ^
,
,
.
^ ,
. , .
.
, .
,
. ,
. -
, ,
, . ,

, .
, ,
. ,
, , ,
.
, ,
, .
, .

, ,
. , ,
, : , (.
5.1).
.
.

: ,
,
.
.

,

. , ,
,
, ,
,
.
 I. 5.1 ~

,
. ,
, ,
.
, , 70%
: (1)
; ( 2 ) .
, -
| ( . 5 .2 ) .

IV . 5.2
^

 158

,
, , ,
, . -
,
. -
- ,
,
, ,
, -
.

, -
, ,
, , . |
, ,
, ,
, . ,
,
, ,
, , ,
.
, , ,
, .
,
.
,
.
.
.
1. .
2. .
3. .
. .
. .
. .
4. .
5. .
. ( ).
. .
6 . .
 0
159

, , -
.
, - .
-
, . ,

0 ,
,
,
, .
,
, .
1.
, .
2.
,
, .
3. ,

.
4. ,
, ,
,
.
,
, - .
, ,
, ,
, .
,
, 50 100% .
, ,
,

, .

, ,
,
38 *. -
-
*> ,
, .
 160

- .
.
. ^
, ,
.
-
, .
, ,
,
.

.
1.
, .
2. ,
,
.
3.
.
4. .

.
,
.
5. ,
.

.
1. ,
.
2.
.
3. ,
.
4. - , ,
, .
5.
,
.
6 . ,
, ,
.
7. , ,
, , .
 ,
'
& * * " * *

, -
1,2 ,
|
. ?

.
, ,
, ,

. ,
.

. - ,
. , ,
, , , .
, , , , ,
.
(RFQ) ,
,
.
. , ,
.
-
,
.
,
. ,
,
.

,
. ,
, , ,
. , -
, ,
-
 162
. , ,
, ^

.

: fo.
) .

. 1, ,
.
.
.
,
.
,

.

.
:- ,
, ,
. *!
, .
,
, , ,
, ..

,
. ,
, .

1 , , ,
.
,
,
. , ,
, .
 gOi ...
, 163

,0) : (1) -
, ; (2 ) , -
, -
; (3) .

,, , , ,
, ,
. , .
:
,
. ,
,
, ,
,
, ,
.

,
,
.
, ,
.
,
. , SAE
,
.

. ,
.
, .

.

, American Standards Associa-
tl0n>American Society for Testing, American Society of Mechanical Engineers, Ameri-
Can Institute o f Electrical Engineers, Society of Automotive Engineers, American Insti-
le of Mining and Metallurgical Engineers, Underwriters Laboratories, National Safety
uncil, Canadian Engineering Standards Association, American Institute of Scrap Re-
cyclin8 Industries, N ational Electrical Manufacturers* Association .
 164
s
]
.
National Bureau of Standards
. The General Services Administration /
^ 2
. .
.
The American National Standards Institute, ANSI,
, ,
, .
, .
, 1. ;
, ANSI
NSSN, 250 . 600
)' . ANSI ,
-
2.

, ,
,
,
,
. ,
,
, ,
.

.
, , ,
, .
.

,
. (Robert S.
Mullen), Harvard University,
,
1 0 0 0 .,
.
.

American National Standards Institute, www.ansi.org, January 2001

.: www.nssn.org or www.ansi.org.
^> 100

. -
>,eJ1 . -
^ ,
' , -
, ,
^ ,
.

-
0 , , , ,
. ,
, .
.
, , .
, ,
, ,
, .
,
, , .
,
, ,
. ,
,
. ,

,
.
,
. ,
,
.
Sasib,
- , ,
, Coca Cola
Heineken.
.
, ,
,

, , .
, ,
. , ,
, ,
 166

. , ,
. cjtv
, ,
, .
,
. -
. ,
,
1.

,
-
, , ,
. ,
, .

, .
, .
,
, ,
. - , , ,
, ,
. ,
, ,
.

,
.
,
.
. , , ,
, ,
, - .
, .

1 Michiel R. Leenders and . Fraser Johnson, Major Structural Changes In Supply Organizations (Temp
AZ: Center for Advanced Purchasing Studies, 2000).
 ,

, -
, .

,
.
,
:
, .
, ,
20 50 500 2 .
, (Weibull),
, U - (
,
), ,
.

. ,
;
.

. , ,
,
.
,
50% , ,
, . ,
, , *,
,
, , ,
. , ,
, ,
.
, , ,
. , ,
. ,
.
(David Garvin) Harvard Business School ,
.
I- . , .
 168

2. .
3. . .
4. . . J
5. . .
6 . . . .
7. . , , .
8. . .
, , ,
, .. '
.

, ,
. ^
,
, .
, , , ,
.,
.

, , , .
,
, .


, , - . ,
.
0,70 . 1,50 ,
.
,
- . ,
, ,
.
, ,
, ,
.
, ,
, .
, ,
-
, . ,
:
, .

, .
 .
169

, , ,
. ,

, .
,
, ,
,
. ,
,
, ..,
.
, -
| .

,
,
, U - (. 5.3).
,
, .

5.3----------

.. ~? ,
 170 5
.
,
(. 5.4).

5.4

,
, ,
, ,
, , ,
. ,
. ,
,
, . ,
, .

!

,
. ,
, ,
,
. ,
'
, .

. , -
,
. '

 , 11 ' ' rl w v u j m n o a n B B 171

, , -
11 .
,
.
, ( )
.
,
,
,
.
.
, ,
.
, 1
,
.
,
, . ,
,
.
: , ,
- - .

,
, .
,
; ,
;
; , , ;
;
; , ,
, .

, ,
, ,
.
, ,

.
,

Ul' . 1|| ' ) .- , .
 172 5

, . ( - ,
1 , , '
.)

,
- .
, , , ,
- ,
,
, ,
. '

,
.
,
, .
, ,

.
, . ,
,
,
..
. -
,
, ,
. ,
, ,
.

,
. ( ^
) .
,
.
-

, , ,
,

1^| >
.
,, . - -
.

. ,
30 40%
4 . , -
.

{kaizen),
.

(total quality management, TQM).

,
, , , ,
- ,
.
,
,
{plan doch eck act), .

. .
.

.

Honda's .
( . . .),
(best position), (best productivity),
(best product), (best price) (best partner).
13 ,
,
, .
Honda,
1.

1 Nc,S0| Mayo, and Patricia Moody. Pomred by Honda (New York: John Wiley & Sons,
 174 5

ISO 9 0 0 0
MALCOLM BALDRIGE1
The International Organization for Standardization, ISO (
), - , ,
, . ISO
American National Standarts Institute, ANSI (
), Canadian Standards Association, CSA (
). ISO 9000 1987 .,
1994 ., ,
. 2001 .
300 . .
2000 . ISO
ISO 9000, ISO 9000:2000.
,

,
. ISO 9000
: ,
.
ISO 9000:2000 ISO
9001,9002 9003 ISO 9001:2000.
ISO 9000,
. ISO 9004:2000, , ,
ISO 9001:2000, ,

. ,
.
ISO 9001:2000 ISO 9004:2000
, ,
:
, , , ,
, ,
.
Malcolm Baldrige National Quality (
) ,
,
,
,
, ,
, , -
.

1 The International Organization for Standardization -

www.iso.orq.
 ,
175
Baldrige
* , ,
?00 . .
, Baldrige,
, ,
. ,
Honeywell, Motorola, Southwest Bell Cummins Engine,
Baldrige .
.

. ,
Deming Prize ( ),
.
.

(TQM) ,
. TQM
, ,
, . TQM
, - ,
,

. -
, TQM :
1)
;
2 ) ;
3) TQM ,
,
;
4) TQM 1.
TQM ,
. TQM ,
, , ,
. , ,
,
, .
3 x 0 ,
2. TQM -

, F* lanStuart and P. Mueller Jr.. Total Quality Management and Supplier Partneiships: A Case Study.
2*^'national Journal of Purchasing
and Materials Management 30, no. I (Winter 1994), pp. 1421.
Stuait and Mueller, Total Quality Management and Supplier Partnerships.____________________
 176 s

, ,
. (quality function
deployment, QFD) ,
.
,
, .

(QFD) TQM.
,

QFD. Toyota ^
,
, ,
, .
QFD


.
,
,

. QFD : .
1 ) ;
2 ) ;.
3) ;
4 )
.
QFD
:
( 1) , ,
; (2 )
; (3) ; ( 4 )
; (5)
.
,
TQM QFD,
.

;
(. . 19).

, , TQM QFD
. , -
 477
1 *'

,
Kfia , -
03 ,
. ,
,
.

. , ,
, ,
. ,
, .
,
,
.

-
, .

, .
, ,
, :
, .
, ,
, ,
, .
, .
. -
.

. ,
, ,
, , ,
, .
- . -
,
; ,
, .
* 0 , . -

^ : ,
W ,
.
 178

.
, , ,
,
, , ,
. _
,
, , -
, . , , ,

.
,
, ,
.
, ,
.
, ,
, ,
.
. , ,
, .
, ,
.

, , ,
. ,
, ,
. ,
,
,
.
, ,
, .
,
, .
, ,
; ,
,
, .
, ,
.
, , >
, .
,
179
,
. .
?

, .
, ,
, , , ,
. ,

* . , ,

, , .

, ,
.

, ,
. , ,
,
,
. ,
, ,
, . ,
,
.


.
.

.
, .
.
, .
. , ,
- , .
, ,
.

.
 180

;^
, ^^
. :
, , ,
: ,
#
.
, (),
, ^.

.

, ,
, ,
'
.

. ,
.

, ,
.
.
, , ,
.
, ,
,
.
, , ,
, , ,

. ,
. -

.
, .
, ,
.
,
. , , #
, ,
. , ,

10 ' ": ;' 181
, ,
.
!
,
. , -
TQM,
.

. ,
, 1950-
( statistical quality control, SQC) .
, , ,
, -
, ,
. SQC
,
.
(process capability)
.
,
.
: ( 1 ) ,
; (2) .
(statistical process control, SPC)
,
.
, , ,
, . ,
,
,
.
. .
-

.
, , -
,
,
. ,
,
.
-
,
, .
 182 *$

, ,
.
, , '
, , , '
, , .
, ,
. <

. ,
.
,
R.
(upper control limit, UCL) (lower control
limit, LCL) ,
- ,
, .

. 5.5. ,

X , . R
.
, ,
,
.

0.034

0,033

0,032

UCL
^ w X -X s X"
LCL

0,030 -----------

- - - - _ _

0,028

0,027
3 4 5 6 7 8 9

. 5.5

 , |||

-
-
,
.

0 .
, ,
, ,
, .
,
,
, ,
.
-
, , , ,
, .

,
,
.
:

X


X

X ,

(process average1)- ,
, ..
. , 1,0,
, , 1,0 ,
. -
* . , Cummins Engine
, 1,67.

() .
 184 s

(6 ), G E Motorola?
.
6
, 2,0.

: ,
.
,
100% - , . .
, 100% -

. ,
, , 2 0 0 - 3 0 0 % - ,
.
,
.
. ,
,
. - ,
0,75 ., 50, .
( S h ig e o S h in g o )
, ,
- { yoke),
100% .

, .

.
.
.
.
,
. ,
,
. , 1000
, , , ,
, 50 . ,
, , , 10%
.

lot)
, -
0 , , -
( )
^ , (
' ) .
^ , -
- , : ,
.

-

. : ..

.
: , .
(A. Wald), ,
, , ,
.

10% , , .
, 10% ,
.

.
. -
-. ,
I ,
, ,
I , (operating characteristic,
I ) .

-
. -
, ,
L , .
, , -
^ , , , -
I ^ , ,
I0 . -
* .
 186 5

,
, ,'
. ,

, . :
,
- . ,
,
.
,
. ,
,
,
,
, .
:
.
: ( 1 ) ; (2 )
; (3) , .

. , ,
, ,
,
.
.
, ,
. , , ,
, .

,
.
, ,
; , ,
, , -
,
, .
/ ,
, .
,
. , ,
, ,
, -
.
,
,
. , - -
 10 ^

, -
:1111' , ,
,
qadH001

, ,
,
, . ,
, .
, , ,
,
.
, ,
, ,
. -
,
.
6 ,

, ,
,
, .
,
, ,
.

, ,

.
,
. ,
, -
. , ,
,
.

, .
.
.
, -
, ,
. -
,
>
 188 s

.

,
.

,
, , , , ,
, MRO,
. .
. 17, ,
,
. ,
.
,
,
. .
, ,
, , , , ,
, , , ,

- .
,
,
.
, ,
.
,
,
.
,
, ,
, .

, ,
, ,
.
, ,
, , , 0*;'
.

. , ,
.
 0
189

, ,
.

,
.
*,
.

, , , , ,
.
,
, ,
,
.
,
.
, .
,

, .

1.
,
?
2.
?
3. ?
4.
?
5.
?
6 . ?
7.
ISO 9000 : 2000?
8 .
?
9. ?
10. ?
?

American National Standards Institute, wvw.ansi.org.

Askin, Ronald G., and Jeffrey B. Goldberg, Design and Analysis
o f Lean Production Systems, New York: Wiley, 2001.
Besterfield, Dale, Quality Control. 6 th ed. Upper Saddle River,
LNJ: Prentice-Hall 2001.
 190 " 5

Bounds, Gregory. Cases in Quality. Burr Ridge, IL: Irwin, 1996

Choi, Thomas Y., and Manus Rungtusanatham. Comparison of
Quality Management Practices: Across the Supply Chain and Indus
tries*. Journal o f Supply Chain Management, Winter 1999, pp. 2027
International Standards Organization, www.iso.org. ;
Juran, Joseph ., and Blanton Gogfrey. Juran's Quality Hand
book. 5th ed. New York: McGraw Hill, 1999.
Leenders Michiel R., and P. Fraser Johnson, M ajor Structural
Changes in Supply Organizations (Tempe, AZ: Center for Advanced
Purchasing Studies, 2000).
Nellore, Rajesh; Klas Soderquist; Gary Siddall; and Jaideep Mot-
wani. Specifications Do We Really Understand What They
Mean?* Business Horizons. November December 1999, pp. 6369.
Nelson Dave; Rick Mayo; and Patricia E. Moody. Powered by
Honda. New York: John Wiley & Sons, 1998.
Prahalad, . K., and M. S. Krichman. The New Meaning of Qual
ity in the Information Age*. Harvard Business School, September Oc
tober 1999, pp. 109118.
Ritzman, Larry P.; Lee J. Krajewski; and Robert D. Klassen.
Foundations o f Operations Management. Toronto: Pearson Prentice
Hall, 2004.

5.1

Bright Technology International

, Bright Technology International,
Electronix MJ10012.
. , . . , 11 ,
.
,
. ,
, MJ10012 BTI
.

1 . , . .
,
. 1980- , BTI 1989 .
. , ,
10 .
BTI *,
, , , ,
.
 , ^
4

^ .
1 , , , ,
J , , ,
- ^ -
, ,
rtpyKiYP
. ,
^ : _

,

, . ,
50%

.
BTI , , ,
.
BTI 80 , 20 45 .
, - ,
1 .

BTI

, , BTI
. .
, BTI
. 1 80%
. 400 ,
.
,
. , ,
,
.

.
, , ,
,
.
.
, ,
41061,1 . -
,
.

0012
0012 , , -
ct0 BTI. -
. . -
2 0 0 0 .
 192 5

BTI , Steyn Technologies-

Abram Industries, BTI, Steyn,
MJI00I2 Steyn,
Electronix.
, , MJ10012,
, .
, .
4,95
3,50
2 ,0 0
1,69
,
, , , 30 .

Electronix,
. ,
. ,
. ,
Electronix, ? ,
50 ., ,
.
,
MJ10012 ,
.
, . ,
- , .

5.2

Air Quality Systems Inc.

, Air Quality Systems Inc. (AQS),

, . ,
.
, , ,
. , , , , 0'
. , 6 , ,
.

1984 . AQS
________ .
 0, ^
(
.
1 , -
'jj;
.
* ,
: , , -
1 . AQS
55 . , ; -
ISO 9001.
- .
, , 12 .,
jpoTH .
60% 34 , AQS
, , 40% -
.
,
, ,
, .
; ,
.
,
, , .

AQS 300
^Purity. , , , -
.
.
AQS.
.

, .
' , -
.
, ).
( 95300 . . ) -
|!) , ( -
)5002500 . . )
". AQS
, , . -
^ 550 750 .
2U AQS
^ , -
*1 . -
^biedninu... 1 i - _____________________________-
 194

,
. AQS Suffolk Industries
(Suffolk), . AQS
Suffolk ,

.
, AQS,
. ,
Suffolk, .
, ,
, ,^
AQS, ,

.
.
,
,
, .
, .
, , ,
. ,
,
, , .

, , .
, Suffolk,
.
, .
.
, ,
,
.
, , ,
. ,
-
.

5.3

Syne rgy M e ta ls Inc.

, 21 , , Synergy ^
, , ,
^, -jgg

.,-ppiiK (Charles Herrick), DaimlerChrysler,

' :
. ,
, . -
0 , , *.

SYNERGY m e t a l s
Synergy Metals Inc. (Synergy)
, ;
; ;
. ,
.
5000 .
,
, , , .
60% .

( )
, , , .

: ,
, , .
, , ,
.
Ford, General Motors,
DaimlerChrysler, Honda Toyota. , ,
140 , 18 . .
Synergy 15 .
, ,
.

, ,
, 3755, . 3755
, ,
General Motors DaimlerChrysler.
. Synergy -
^ 20 . 3755.
Metal Products (), ,
, , ISO 9000 QC 9000. -
Synergy .
10 . .
20 . . - ,
.
Synergy, ,
 196 5

3755 ,
DaimlerChrysler,
. , ,
, 1 00 % , ,
.
3755, . |
#
,
.
;
, , ;-
. , -
.
, .

.
, 25
.
.
, Synergy
.
, Synergy
, .
,
, .

.
,
, .

, ,
3755, ,
. -
, .
,
3755. ,
.
, , Synergy
3755.

. , -
,
.


()
:

MRP

MRP-
MRP

ABC *
,
JIT
JIT




6.1 Connecticut Circuit
Manufacturers
6.2
6.3 Sedgman Steel

:
?
, ?
?
:
?
?
?

, ,
, ,
,
, .
, ,
!

.
,
. '
, ,
, , ,
EDI ,
, .
, ,
, . ,
, . .

, . -,
, ,
. ,
, .
, -, . -,
,
. -,

. -,
. -,
.
, ,
- 0'
.
,
 : . .^ 199

, -
. 1 0 , 18 19.
*10

. ,
, .

.
, ,
, . 3.
,
, ,

. -
,
,
.
,
, , -
I , (,
) .
| , , -
I ( 1 ) ,
( ), (2 ) -
I ,

.
,
, (,
,
) , .
I ,
I , - ,
, ,
, ,
, . -
I * , . -
I [
(, , -
I ) , ..
I ^.
, ,
** (MRP)
( ).
 200 6

,
, ,
; ; ,
; ; :
; ;
;
: MRP; ;
.
,
( )
,
(. . 1 ).

:
,
, ,
.
, .

,
.
.
, ,
,
,
, . ,
,
.
, :

;
,
;
,
;
.
,
.
, (transit/pipeline inventory),
,
, ,
. -
 2 q^

. , ,
,
. ,
, ,
,
,
.
(just-in-time)
,
,
,
.
(cycle inventories) -
, ,
.
.
/ .
,
.

.
, ,
(buffer/uncertainty inventories/sofety stocks),
. ,
M RO
, - , ,
,
, , , ..
,
..
.

.
, ,
,
.
- .
,
, -
.
-.
. 8 .
,
, . -

.
 202 6

. 6 . 1. , ,
.
.

,


.;,


:-

6.1

(anticipation/certainty inventory).

. ,
.
, , ,
. , -
,
, ,
.

,
. ,
,
, .
, ,
. -

2 03

.
(decoupling inventories)
.

,
.1
, ,
.
, ..
,
, .

. ,
.

.
,
,
.
. , ,
.
? : -
.
,
. ,
. ,
20% - ,
,
,
.

-
- , .
: ( 1) ,
; (2 ) ;
(3) ; (4) ; (5)
. ,
, (. . 11 ,
).
, ,
, , -
Ull||i I | | m o pi m nnc .
 204 6
,
, -
.
. ,
.
,
M R O .
,
,
. ,
,
,
. ,
,
.
.

25 ,
. . 6 .2 ,
, ,
. ,
,
. 25 , ,
, ,
.

, .
: , ,
, .

, ,
,
,
.

. ,
,
, , .
,
.
 S S
5 II S P i

is
a u
1 4

*!
lsi I
2

|
J 5 s o5
Ls g

is f s i
i s g

isI

s
c
3
il Equipment Manufacturer ( ) .
 206

-
.
. : ^ -
, .

.
, -
(. ), -
, , *,
, 1,4.

,
.

,
,
. ,
. .

.
, :
, .
, , ,
. ,

.
, ,
, .
,
,
;
/ , -
. ,
, .

, ,
.
, Dell, Wal-Mart H ew lett-P ack ard ,
, ,
. ^
-
, ^
.

207
^- , ,
.
,
, -

(. . 4,
-
).


.
,
, ,
, .. ,
.
,
, ,
, . ,
, ,
.
. ,
.
,
.
,
, .


. , ,
, ;
.

.
, ,
, ,
, .

ABC

. X IX . (V. Pareto)
, , ,
.
, , ,
. , -
, ,
.
 208 6

80-20,
A B C ,
: , .

,


10 7 0 -8 0
1 0 -2 0 1 0 -1 5
7 0 -8 0 1 0 -2 0

. .
,

. ,
30.4 . .

,
,
% , %
. .
1095 1 0 ,0 21 600 71,1
2168 19,9 5 900 19,4
7 660 70,1 2 900 9,5
10 923 100 30 400 100

, , ,

.
,

.
(, = )
.
( . 6.3).
?
,
.
, ,

.
, ,
.
(
),
.


209

. 6.3
, ,

, , ,
, .
, ,
. , -
, - -
, .

,
,
. ,
,
.
, ,
. ,

. ,
,
,
.
I , ,
, .
. ,
 210
. -
, .
, -
, ,
5 . . ,
, .

, carrying, holding,
( possession costs)
;
; , ;
, ; ; ,
- , ; ;
.
,
.
. ,

25 50% .
.
, : ( 1 )
, (2) , (3) , (4) ,
1.

,
:

= N
;
=
= ;
= Q / 2 I,
:
;
Q , .;
;
I .

( ordering orpurchase costs

) PaC'
, , ,
, , , , , ,. "
,
. ,
? ,
. '

1 Doug . Lambert, James R Stock, and Lisa M. Ellram, Fundamentals of Logistics M a n a g e m e n t, ^ur
Ridge, IL McGraw-Hill/Irwin, 1998.


211

. -
, .
,

(E D I) .
(setupcosts) ,
. .
, ,

, ,
, , ,
,
..
, .

.
- (stockout costs). ,
, .
,
, ;
;
; ..

, .
.

. , -
.
,
. , ,
, . - ,
,
.
(variationsindeliveredcosts) ,
, ,
, .

.
-
,
.
. 9.
,
. ,
, . ,
 . ^
,^
. , *1
, , ,
?
, ,
?
,
,
.

,
. ,
, , , , .
, .
, .

, ^
. ,
, , , .. ,
. ,
, ,
:
?
, ,
, , ?

?
?
, , , ,
,
. *
, 11
. , , oil
(
), . JW*
, ^
.
, ,
. 0'
.
, ^ ,
, : ?

213

I
I , -
^ ,
, - .
I . -
I , .

I , , -
-
. ,
I - , -
.
I , -
II . , , -
I , , -
I . .

,
. , .

.
, (casual models ),
,
. ,
, ,
..
.
. ,
,
- .
, ,
, .
,
( )
- ().
| (timeseriesforecasting)
.
: ( ),
( ),
, , .
: ,
.
(quanti
se approach)
, . ,
,
 214 g

..
.

, , .
, ,
,
.

,
. ,
. ,

.
- .
,
,
,
.

, ,
.
.
.
: (R), L
( ),
S
( , ( ),
() .
(),

(Q).

.
()
,
:

=RC+ +
Q 2

Q( 011X11
, EOQ):

215
I , .
^ .. ---



. . 6.4 6.5 -
-
, - ............
: -
I .
" -
I R= 900 .;
= 45

= 25%;
5 - 5 0 . .

'.

6.4

1
 216 6

$
, 1 0
, 250 ,
:
L = L R / 250 = 10 9 0 0 / 2 5 0 = 3 6 .
3 6 .
8 9 .
.
89 / 2 = 44,5 . , , -
, . ,
(. . 6.4) (
). ,
89 ., 96 ( ) 100 .
2,50 6,25 .,
41 500 :
.
, E O Q ,
, .
, .
,
, .

,
, . ,
, , , ..
.
!
.
.
,
.
().
. / R
, ( , ) / R.
EOQ,

,

217
2 -5 0
- 0 , 1 , 10 .
900 -0 ,2 5 -4 5
250 25 , 1
. EOQ 9
90 . , ,
.
, .

0,08, 72,
23,77 . .

,
. ,
, , -
.
. , ,
.

()

, , ,
, ,
.
. -
400 372 ,
372 / 4 0 0 = 93% .
,
. 372
- , 28 ,
372 + 140 = 512 .
372 / 512 = 73% . ,
.
, ,
.
, .
- , ,
. -
* ,
-
.
218 6

,
, , ,
. -


, , 95%, , -
19 : 1.
,
, .
,
, ,
, . ,
- ,
.
, .
,

. ,
.
,
. , ,
, .

. . 6 . 6 6 .7 .
. 6 .6 :
1) ;
2) , ;
3) ;
4) .
6.7 EOQ , ,
,
.
95%,
,
.
, *
, , . . -
.

.


, .

. 6.6

, .

95%
. ,

,
 220 ./a H |

,
. ,
.
, . ,
.
, . ,
, ,
.
. ,
(M R P ),
.
MRP-
,
, .
, MRP-
.
,
.
, MRP-
.
, ,
.
, ,
,
, M R P
. M R P -

.

MRP
M R P .
'
( ), -
, .
.
,
/ ,
,
. ,
, , **
, , ,
.
 . . ^

M R P ,
. ,
. MRP-

, ,
, -
.

M R P . , ,
,
, .
:
, (lot-for-lot, L4L);
(E O Q ); (least
total cost, L T C );
(least unit cost, L U C ).
.
,
.
.

()
. EOQ
, ,
( ).

,
. .

.
( ) .
M R P .

, -
1.

^ M R P -
MRP-

. MRP-
(capacity requirements
 222
planning, CRP). CRP ,
MRP . MRP-
, CRP
.
.
, ,
.
MRP (closed-loopMRP)
.
CRP- ,
.
.
.
(m an u factu rin g resource
planning, MRP II)
. MRP II
, -
,
.

(ERP), MRP-, 1 -
. ERP- ,
(, , , ,
) .
ERP , ,
. ERP-
,
, ,
, ,
.
. 4.
, MRP-
, .
,
.
, ( , )

(, - ,
, ). ,
, ,
or *3'
. ,
, , #
, , 3
, .
 . . 223

M R P

, M RP, , -
^ , ,
,
. MRP- -
* . -
' ^ ,
, ,
.
.
M R P - , -
, ,

. MRP, ,
,
,

.
, .
,
, .

, ,
. , ,
MRP-, ,

, . M RP-
, ,
. -
, MRP,

.
M R P , ,
, . , -
- MRP,
,
.
, .
M R P -
M R P ,
.

^ (lean supply) ,
,
 224 6

.
, T oyota.
,
, Delphi M anufacturing System )!#
, D elphi C o rp o ratio n .
,
Toyota.
,
, (just-in time
, JIT). J IT -
, ,
. ,
. J I T MRP:
,
, .
M RP , J IT , ,
. JIT
, J I T ,
, ,
.
JIT
: ?
.
, '
.
, . ,
, ( )
, . U -
, ,
, ,

.

.
,
.

,
, . J IT
,
, E O Q .
, ,
. ,
, J IT '
.
* , '
, *

225
. -
* , -
111
, ; ; , ,
, ,
. , ,
.

, , ,
. JIT

,
-, ,
. ,
.

,
.
,
.
-, ,
, ,
. .

.
. ,
, .
-, J I T
. ,
, ,
. ,
, , , JIT,

, .
.
JIT
, -
. JIT, ,
, -
5* , ,
^ ,
, .
1 . -
,
.
,
 226

,
, 0~
, ,
. , ,
. , ,

.
, ,
-
.
JIT ,
, . J I T
.
.
, .
,
.
JIT ,

, .
. JIT
,
, .
. .}

, ,
JIT . JIT ,
, .
- ,
, - j
, Toyota, i
.
, 0
JIT, . 0
. ,
, 3'
,
, . |
: ^
(-)
(-). ^
-.
.

227
1. ,
- .
,
, -, ,
.
- .
2.
,
, .
3 . -
-.
, *
.
(
) . , ,
. ,
*
.

JIT

,
, . ,

. JIT
, ,
, -
. ,

,
, .
,
.
, .
, ,
, .

JIT
JIT ,
, ,
.
, JIT.
J IT .
, -

. , *
.
. ,
JIT ,
6 2 0 ,
. ^
, * $ .
,
, , ,
.
J I T
, .
JIT
, .
JIT , ,
.. , .
/
,
.
JIT
,
.
JIT, , ,
, ,
,
, . ,
JIT,
. -
, . I
, J1T, , I
, , .

, .
,
, , , , ,
. ' ,
, I
, ,
. * |
, 0" |
, , ,
.
 , , 229

1. ABC?
2. ?
. ?
4 ,
,
?
? ?
5. ?
6 . , ?
7.
? ?
8 . MRP JIT ?
9.

?
10. .
?

Davis, . .; N. J. Aquilano; and R. . Chase. F undamentals

OPeratlonsManagement. 4th ed. New York: McGraw-Hill/Irwin,
Lambert, D. .; J. R. Stock; and L. M. Ellram. F undamentals
ofLogisticsManagement, Burr Ridge, IL: McGraw-Hill/Irwin, 1998.
Lyman, S. B. Supplier Classification Systems. InsideSupply
Management 14, no. 7 2003, pp. 1011.
Nelson, D.; P. E. Moody; and J. Stegner. T hePurchasingMa
chine: Howthe TopTenCompanies UseBest PracticestoManage
TheirSupplyChains. New York: The Free Press, 2001.
Ritzman, L. P.; L. L. Krajewski; and R. D. Klassen. F ounda
tionsofOperationsManagement. Toronto: Pearson Education Can
ada, 2004.
Stunza, T. Propping the Supply Base for Leaner Supply Sys
tems*. Purchasing 128, no. 9, 2000, pp. 6268.
Womack, J. R., and D. T. Jones. From Lean Production to
the Lean Enterprise*. HarvardBusinessReview 27, no. 2 (1994), pp.
9 3 -1 0 3 .

6.1

Connecticut Circuit M an u factu rers

1 1 (Jack Veber), Connecticut Circuit
Manufacturers (C C M ), ,
. , ,

"
230 6
, ,
. .

C O N N E C T I C U T C IR C U IT M A N U F A C T U R E R S

Connecticut Circuit M anufacturers (C C M ) 1980

.
: .
,
1980 .
, .
4 5 . . .
10% . ,
.
.
,
. ,
. ,
500 1000 . ,
40% . .
.
;
,
. ,
,
.
,
. ,
.

.
.
.
.
, , ,
.
. , 1
, .. '
-
, , ^
.
, 7 . .

12 . ^
. ,

2 31

, ,
, , .

30 .
, ,
.

.
, , ,
.

.
, .
,
.

. 15 .
.
,
,
.
. ,
. -
.
,
. , .
, ,
.
.
, .
. , ,
, .

. ,
,
.
, .

,
(. 1 2). ,
.
 232

,
. .

50 250 000 *

500 50 000

7 000 105 000

14 000 35 000

8 000 24 000

, , 44S000 15 680

1
Connecticut Circuit Manufacturers:

* B C D *

15 10 20 3 25 73

15 40 18 12 10 95

4 3 5 1 ' 20

1 4 3 1 5 15
2 2 2 0 4 10
, , 8 12 10 10 10 50

46 71 58 27 61 263
, . 135 50 80 14,68 2 00 479,68

* .
2
Connecticut Circuit Manufacturers

,
. .
-
, ,
. ,
, '
.
,
.

233
6.2

17.00. , 15 . ,
P e n tz In tern atio n a l Inc. ,
. ,
,
.
2 ,5 . . ,
.

1920- ,

.
.
:
, , ,
.
1928 . ,
. , P entz International Inc. (PII).
, ,
P I I , .
1980 . P II
, ,
,
, ,
.

. 1990 . PII
Redmain In d u stries, ,
Redmain H eat T ra n sfe r G ro u p ,
15 . , .
P II Redmain,

.
240 , , , 50 .

PII .
, ,
.
,
. ,
.
 234 1 6

, *
. (
) ,
PH, :

.
. ,
.
.
P II 3 .
P II, .
,
.
, ,
. , ,
, ,
. .
, .

.

.

.
,
,
, . ,
, , ,
, . , P H
20% .
, .
.
, , P H ,
. ,
50 .

,
. , ^
, , **
MU.IH i . , 1 * '

235
, . , , ,
, .
,
, ,
, .
, , , ,
, , ,
, ,
. ,
, .
,
, , ,
. ,
,
, .

, ,
. ,
. , PII
B D -S 17 26,75 .
2 . .
500 .

, .
, .
, ,
, , ,
, , .
,
P II . : ,
,
.

6.3

Sedgm an Steel
, Sedgman Steel (Sedgman),
, . - , ,
, ,
. , Sedgman,
 236 & 6
, *,
, . , 17 ,
.

Sedgman Steel Inc. - *

. 1,7 .
125 .
, -
.
Sedgman ,
(, ) .
.
. ,
,
. ,
, (JIT ).
S ed g m an ,
. 2 4
.
, , JIT .
Sedgman Steel Inc. ,
.
65 70 . .
,
.
.

,
, ,
. 12 ;
350 . S ed g m an
15 ,
.
,
.
80 . .
Sedgman 0
Fehr Logistics Company, . F e h r
,
50 . . ,
.
 / . - 237

F eh r ,
.
,
Fehr.

.
,
20 .,
, :
.
? , ,
.
, .
.
, . , -,
. ,
.

,
. , , ,
,
. , ,
,
.
, .
, .
 ^

\ 1

FOB Incoterms , ^











7.1 The Great WesternBank
7.2GeoProducts
7.3PennerMedicalProducts


239

:

?
FOB , FOB
- ?
?
:
?
, , ,
?

, ?

, ,
, , ,

.



.
-

.
. 4, . 6 .
.
. ,
, , 2002 .
910 ., .. 8,7% .
, .
,
. , 1981 .
16,2%*. ,
, ,
,
, .

.
, -

1R- V. Delaney and R. Wilson, J4th Annual State of Logistics Report, June 2003.
 240 ,7
.
, ,
(third-party
logistics, 3PL), ^

.

,

, . -
,
, ;
,
.

. C o u n c il o f Logistics
M anagem ent, , ,

,
, 1.
: ,
;
.
- ,
, ,
,
, ,
, ,
.

. ,
: , ; ,

; ,
. ,
.
. , ,
. '

1 C o u n c il o f L ogistics M a n a g e m e n t ( C L M ), D e fin itio n o f L o g istics , h tt p :// w w w .c lm l.o r g .


241

, ,
, ,
.
,
, ,
, ,
.
. ,
,
F O B , ,
, ,
,
,
.
, ,
.

F O B IN C O T E R M S

F O B , -/{freeonboard),
,
. FOB, -
I . 7.1*.

Incoterms ( . . 14), , International Chamber of Commerce
( ) 1936 . Incoterms
, 2000 .
FO B,
:
1) ;
2 ) ;
3) ,
;
4) .
FOB , ,
, .
, , ,
, .
,
, .

FOB INCOTERMS. -
, FOB INCOTERMS
. . . 509. . , . .
 T O l s i

c l s ' t s l i '

I I
!

CQ
s.

. a

3 ;
2 . |
1
* 2

*
* 5
= *
5 >1

>.

1 -
-

.
X X
I


X
.

g

a
*
fit.
| &&
2 g >
X
. . .

* X
8X

S3
|5 5 V
* I &
l Jg 1 If
is s = 3 >
6
g 5 t I
7 >

2 . I*I;
X
XX - z 2

|J3 | | 5
|
1
|

. --

243
FOB , ,
(
Incoterm s,
) 'board namedportofshipment),

, .
,
, , FOB ,
, .
: CFR CIF. CFR ( ,,
cost andfreight) FOB ,
: . CFR
, . CIF ( ,
, , cost, insurance,freight ) ,
. FOB
.

.
:
,
. Incoterms . 14.

40%
.
, .
, , ,
, ,
1% .
, ,
.
, ,

.

, .
, . -
,
, .
, ,
.
* :

.
,
.
-
.
 244 7

,
. J I T (. 6 ), (. J4)
(. 1S). J I T
, .
, ,
, .

,
, .
, , ,
. ,
.


,
, ( ) .
,
,
, ,
.
- ,
, ,
, ,
, .

-
.
,
, ,

.
,
.
, (3PL),
,
,
.
. , 2 0 0 2 .
65 . , 1995 .
31 . 1
, ,
, ,

' R. V Delaney and R Wilson. 14th Annual State o f Logistics Report

 24 5

30 , , ,
1.

, -
(, .
. -,

: , ,
. , CAPS 2004 .,
, 284 ,
, 56% - (
: 1995 . 51, 1987 . 40%). ,
, 43%
( 2003 .), .. , 1995 .
39, 1997 . 31%.
, ,
, ,
,
, , .

:
/ . 100
,
, ,
.
, ( ) , ,
, ,
:
; ;
;
, . 1970-
,

.
, ..
, , .

- J- Langley, . r . A lle n , a n d G . R. T yndall, T hird-Party Logistics Study: R esults a n d F in d in g o f

c S ix th A n n u a l S tu d y , Cap G e m in i E rnst & Y oung, 2001.
 246 7
,
^)
. ,
, ,,
.
,
11 . ,
(International Ship and Port Facility C ode)
, ,
.
, ,
,

.
, , ;
,
.

,
- !
: , ,
. , . -
.


.

.
,
. ,
.
, ,
, ,
, .
,
.
,
, '
, .

,
.

247

, ( )
.

; ,
, , .

, ,
.
: ,
, , .
,
.

, ,
. 80% ,
.
, ,
.
,
. ,
.
:
(less-than-truck load),
(tru ck lo ad ) ().

, ,
,
.

,
.
, ,
.
, ,
.

(co n ta in e r-o n -fla tc a r) (truck trailers on
flatcar)1.
. ,

. - . .
 248 7

, .
~
.
,
.

.

, . 1
.
,

.

, ,
,
, , .
, ,
. ,
,
, .
!:
, , , -
. - ,
.
.

.

,
, .
, ,
.

, .
, FO B

249
.
, , ,
.
, ,
(
), . ,

,
.
( , , ),
,
. . ,
- , ,

, .
( ,
, )
, , .
. ,
,
.

, .

.
.
.
.
, .
, .

,
.
JIT
.
.
, , ,
. , -
" : ( 1 ) ; (2) -
; (3)

.
.
.
, ,
. ,
 2 50 7

. ,
.
. ,
- ^

, , .
, , ,
, .
,

.
. , A irb o rn e Express, UPS
Federal Express, .

.

. ,
,
.
, ..

. ,
, , . '
.
, ,
.
, ,
, ,
.

.
, .

. .
.

, , , ,
, , 1

, .
.
, .
>
.
.

.
 ' f 251

, -
, .
' *.

.
, ,
,
, .

, ,
: ,
.
.

. ,
,
: (class rates), (exception rates),
( ) (com m odity rates) (miscellaneous rates).

,
.
,
, . ,

(carload) . ( 50,8 ,
112 ; 45,3 , 100 . ..)
, .
,
,
( ,
, pool ).
, -
, .
,
33 , (unit train). ,
,
, ,
. ,
.
.
, .
* ,

.
 2. , , ,
,
,
.
3 . .
, -
.
4. ^
, .
,
(
) , .
,
,
. ,

.

.
: ,
,
.
. ,
;
,
.

,
.

,
.
,
.
. -
,
,
.

. , ,
, ,
, , ,
,
.

253

0 -,
. -
1 , ,
federal Express, ,
. ,
.
*,
, , - Airborne Express, UPS Federal Express.

.
, ,
. , -
- , ,
.
-
,
,
,
. -

,
. ,
. , -


.

.
. ,

,
,
.

. ,
, -
, .

, .
.
(bill of lading). .
,
, , . -
, - ,
 254 7

,
,
. , -
, , .
, , .
, -
, ,
.

.
. ,
.
,
. , .
,
. ,
.
( ) !
. ,
.
.
,
, ,
, ,
,
.
(freightbill)
. ,
, ,*
.
;
( ,
) .

, .
(freight claim) ,
, 32-
- ,
, .

,
. * '
(
) ,
.

2 55
FOB ,
.
FO B ,
, ,
,
.
(unconcealedlossordamage)
, ,
.
, ,
, . ,
, , .

.
(concealedlossordemage)
,
, .
, ,
.
, ,
, , (
), ,
.

. , ,
5 20% , .

.

. ()
, -
, ,
.
.
- . -

,
. ,
.
,
. -
(
I .> i.i i t ) 11 ( , -_________ L Si
 256 7
) , .,
. '
, or/
, .

,
,
. )
,
.
. ,
, .

(
) , , .. ,
. ,

. ,
, ,

, - -
.
, -.
.

, ,
, (
) ( )


, .
*
.
, ,
. ^
. ,^

. * 1?
 2 57

.
.
,
.
. -
jyr .
jlT
, .
. ,
,
. :
(1) ; (2) ; (3) / ; (4)
.
.

, .
.
.
, ,
,
.
, .
. , ,
, ,
, , ,
, , , .
, , .
,
,
,
.
.
, ,

. , ,
,
,
,
.
, ,
.
.
, ,
^ / .

, ,

.
,
, ,

, ,
.
*

.

.

, , |
.
,
, ,
.


,
,

. ^

1.
?
2.

? ?
3. ,
?
4.

?
5. 08'
?
6 .
? ?
7.
? ? ' ^
8 . FOB?
FOB? .
9.
t_______________________________________
 25

=--
10. ,
?
11.
JIT? V
12.
:
, , ?

Ballou, Ronald . BusinessLogisticsM

anagement. 5th ed. Upper
tvdo Saddle River, NJ: Prentice Hall, 2004.
SupplyChain
Bowersox, D. J.; D. J. Closs; and . B. Cooper.
LogisticsManagement. New York: McGraw-Hill/Irwin, 2002.
TheManagement
Coyle, J. J.; E. J. Bardi; and C. J. Langley Jr.
of Business Logistics: ASupplyChainPerspective, 7th ed. Toronto,
Canada: Thomson, 2003.
Johnson, James C,; Donald F. Woods; Daniel L. Wardlow; and
Paul R. Murphy Jr. ContemporaryLogistics, 7th ed. Upper Saddle
River, NJ: Prentice Hall, 1999.
Rambuig, Jan. ICCGuidetoIncoterms2000. New York: Interna
tional Chamber of Commerce (ICC) Publishing Inc., 2000.
Stock, James R., and Douglas M. Lambert. StrategicLogistics
Management. 4th ed. New York: McGraw-Hill/Irwin, 2001.

7.1

The G r e a t W e s te r n B a n k
The G reat W estern Bank -
Data-Max Corporation
, . . G reat Western 9500 .
FOB ().
Yellow Freight,
Data-Max -
.
Data-Max Great Western
ank 12 , , Yellow
Freight. Great Western . -
, , 2%, Great Western
, . -
.
 260 7
, , -
, . ,
. .
, D ata-M ax , :
, F O B ,
,
. . ,
Data-Max ,
Data-Max : , . ,
. .
, ,'
, .
,
.

7.2

G eo Products
, | | Geo
Products (Geo), . , ,
.
, .
15 .

Geo , . G eo
, .
, ,
12 G eo .

. , 20
: 1 .

Geo S tar C o rp o ratio n (S ta r),
.
. Star,
- .

.
30 . .

261

,
.
,
. Geo
E astern Leasing Company (Eastern)
, (TSC).
E astern, G eo TSC, .
G eo , TSC
,
.

.,. ,
. ,

, .
T S C . Geo 11 .
,
. 1 . ,
. G eo 200 . . TSC
160 . .
, ,

, T S C .
T S C .
,
, .
G e o 80 . . .

12
, , , ,
. ,
. -,
,
. Eastern . ,
-
,
.
, ,
, 15 ,
.

10 _
_'
 7.3

Penner Medical Products

, P e n n e r Medical
Products (Penner), , . ,
, . -
. ,
. , 14 , ,
.

PENNER

Penner ,
50 .
30 . . 120 .
, 10%.
Penner , ,
, .
P e n n e r,
200 ,
Penner.
, -.
Penner ,
,
. ,
.
Penner 30 . . ;
2 . ,
, ,
,
, . 15
. . P en n e r ,
.
.

S T IN S O N D IST R IB U T IO N C O M P A N Y

Stinson Distribution Company (Stinson) , ,
. , Stinson P e n n e r,
'
. Stinson ,
Penner.
, S tin so n ,
. ,
 263
. ,
. ,
1 5 % .

S tin s o n , .
9 10 . , ,
.
15 . . ,
55 . , ,
. ,
.
, ,
.
11 ,

,
. 30
. , ,
. ,
2 5 % , Stinson, - ,
.

, -
. United Parcel Services (UPS)
Stinson, .
, : U P S
. 1000
. , ,
.

, ,
. :
.
, , *.












/



8.1MasTechInc.
8.2ChevronCorporation:


, 8.3:

8.4

 265

:

?
?
?
:
?
?
, ?

, ,
, . *

.
, .
, ,
.
, , ,
, ,
. ,

, .
, ,
, .
,
,
.
, ,
.
. 9.
, .

,
. * ?
,
,
.

, .
, ,
, . , -

 ,

.
-
- , '
.
, ,
.
, ,
, ,
.
, ,
-
.
,
, , .
,
. ,
,
,
, , ,
.

, ,
?
, , ,
. ,
.
, , ,
, .
?
.

,
.
,
. 1
,
( , ) - .
.
,
.
: .

 267
(direct costs) ,
,
( 5 ) , ,
30 .
,
,
.
,
.

, .

.
(indirectcosts)
,
. ,
, ,
, ,
, , - .
(overhead).
.
,
,
.
(variable costs),
. , ,
5 , 10 . 50 .
(-) (semivariablecosts)
;
, . ,
90% , ,
, 50%,
.
(), , ,
- .
(fixedcosts)
. ,
, ,
1 . 100 . .
.

. ,
.

(
),
 . -

.
, . .

5,500
+ 2,000
+ * 2,500
- 10,000
+ - 1,500
3 11,500
0,920
= 12,420

( ,
) .
,
,
,
.
, :
? , .

. ,
? ,
. ,
,
. ,
, .
,
,
. ,
, , .
,
, ,
, .

.
!_________________________________________
 269
, ,
: .

,
,
.
:
,

.
, .

.
, , ; ,
, . , .
, ,
,
,
, .

, , - .
,
, ,
,
, ,

.
, .
, ,

, : ,
. ,
. .

,
, .
( ) . ,
,
,
.
 ,
.
,
, , ^ '
, , ^
.

.
. , -
,
.
,
( ,
), ,
.
, .
, ,
.

,
, , .
. ,
,
,
. ,
, ,
.
? .

,
.
, .. ,
, ,
.
, .
, (S h e rm a n a c t)
(R ob in so n P a tm a n a c t). -
(1890) , , .
.
 2 71
,
( ) ,
. ,
. , .
( 1936 ., ,
) ,

. . , ,
. ,
: (1) ,
;
( 2 ) ,
; (3) ,
.
,
.
, ,
,
, ,
, ,
.
,
,
(Federal Trade Commission),
. ,
.
,
, ,
, .
, -
, ,
.
,
, .

, .
,
, .
.
, ,
,
.
,
. , ,
 272 8

, ,
,
.
, (

).
,
, .
, ,
, . ,
, , ,
, .

.
?
. .
1. . :
(sensitivecommodities) , , , ,
,.. .
2.. ,
,
.
3..
, ,
, ,
.
4. .
, -
.
, , .
,
- ,
.
5. . ,
,
,
.
. 16 .
6. . '
, , , , ,
, , ,
. ycflyf
.
. 17
7. . .
 273
. , ,
.

, ,
.
.
, .
. , , ,
; , ;
, ; ,
.
, ,
, . , ,
,
, . ,
.
,
,
.

/
,
.
, , ,
. ,

.
: IronAge Chemical MarketingReporter The Wall Street
,
Journal. ,
.
, .

,
.

,
.
,
,
.
, ,
,
.
,
.
 274 8
. ,
, ,
, ,
.
,
. 13.

,
.
, , .
,
.
,
,
. -
,
.
.
,
, ,
.

,
, , ,
.
,
.
. , ,
. . ,
,
.
.
,
. ,
. ;
,
. ,
,
.
,
 275

, ,
,
. , ,

.

.
, ,
, ,
. ,
, (
) (
), . 4.

.
( , )
.
,
,
. , , , ,
, ,
, ,

- ,
. ,
,
,
- , ,
.

, ,
,
.
.
.
,
, ,
.
.
. 4, ,
.
, -
 276 8
:
, .

.

, . -

.

.
,
. (
, . 3 ,
. 4.)

, ,
, , ,
.

.
, , ,
. , ,
,
.
.
- ,
, ,
.

,
. ,
, ,
,
, ,
. 3.
, ,
, , -
. ,
, ,
,
. : *
. '
,
, .
 277

,
- ,
1000 . , ,
. ,
, (. . 15
,
).
,
.
, ,
, .
, ,
, , ,
.
, ,
. ,
, .
, ,
, .
,
.
.
. ,
.
,
. , - .
,
; .
, : (1)

;
(2) ,
; (3 ) , -
; (4) ,
. ,
. ,
, .
.
- .
- , -
^ , -
, ,
, .
 I.IU

, ,
, , ,
, .
, ,
, ,
, . , ,
, , .
. ,
,
, , , .
,
- .
, ,
,
,
, , , ,
.
.
,
, , ,
. ,
, ,
, .
, ,
. ,
,
. ,
, .
, ,
, , .

.
,
.
.
, ,
.
.

,
,
,
. ,
,
. '
, , ( . . 4).
 279

, , ,
, ,
.
,
.
.
, ,
, ,
. ,
,
. , , ,

,
.
, .
,
, .
.
. ,
, .
,
, . ,

, ,

,
. ,
.

, , ( , )
,
, .
, ,
,
,
(best-and-fmal-offeres, BAJFO).
,
.

* ,
3 -
, . ,
, ,
 ZbU 1^aea

, :
.

, , (.
Hampton Manor . 17 Loren . 19),
,
.
. , .
.
;
,
,
. ,
, -
, , .
, ,
, . , ,
, , .
,
. ,
, .
, ,
: ,
, ,
.
,
.
,
, , ,
,
.
,
,
, .
"
. ,
, .
FOB , :
. ,
. *
, , ,
. *
,
 281
, -
.
,
.

,
, ,
.
,
. ,
- ,
. , ,
, , .

.
, ,
- . ,

. ,
, .
,
, ,
.

,
. , ,
, ,
.
,
, , :
1) ;
2)
;
3) ;
4) ,
;
5) ,
, ,
.
-
1, . -,
,
 . - ,
, ,
. -,
. - , ,
.
,
, -
. ,
,
. :
1) ;
2) , -
3) ,
;
4) , ;
5) , ;
6) , .

; ,
,
. ,
.
.
, ,
: (1) ,
; (2)
( ); (3)
, ,
,
; (4) ,
. - , ..
,
, - ,
, *
( . . 9).

^
, ^
(>
Loren . 19). -

283

, ,
,
.
, .

, ,
- .
.

, , ,
.
, , ,
, ,
.
: -
, ,
,
, ,

, , ,
: .


.
1970- ,
, ,
,
,
.

, :
;
;
, ;
, , ;
.
,
-
. , ,

,
 284 8
.
. -
. >, , , -
, Iron Age Chemical

Market Reporter.
,
, .
, ,
. , ,
.
.

, ,

( , -.
) , (
).
, ,
. (

, )
.
_ 200 _ .
, ,
,
.

. ,
V I (
) ,
.
, , .
(
,
)
.
_ 200 _ .
-
.

, ,
, , 1*
, , ^
. ,
^3^0)
. . ^
,
 285
,
.

. 19
, (firm-fixed-price, FFP),
(cost-plus-fixed-fee, CPFF),
(cost-no-fee, C N F 7) (cost-plus-incentive-fee,
CPIF).

,

, ,
.

.
,

, .
, ,
. ,
, .
,
,
.
. ,
, , .
, ,
, .
, , ,
,
, .
, .

, -
,
. - -.
,
. ,
,
.
 286



,
. <
. . ^

, . l l f f ^
,
.
. , ,
, ,
, .
, .
. .
. ,
,
. :

. ,
, ,
.
TheWallStreetJournal
,
.

.

.
.

,

, ,
. .
, ^
, ^
, , . ,
, . ^ ^

**
8,
. ,
, .
 287
*
^ , ,
, .

, -
.

. -

, ,

. .
(Chief Executive Officer, CEO)
,
.
C E O ,
.

, , .
.
.

, .
-,
,
, ,
.
.

,
. ,
, , -
, . 1.
,
, . 2. -

, ,
. 3. .
 288
*
,
. .
31 50% ;
, . 4 .
,
, , ,
. 5.


, ,
.
, .
, , .
,
. , ,
. , ,

. .
,
. , ,
,
. .

. ,
.
, ,
. , ,
,
, , ,
, , ,
.
,
.
1. , ,
.
2. ^
,
.
,
.
 289
1.
.
2. .
3 . ,
.

, , ,
, , , .

, .

The Wall
,
StreetJournal.
, (Chicago Board of Trade)
(Winnipeg Commodity Exchange),
,
(L o n d o n International Financial Futures Exchange)
(Sydney Futures Exchange).
- , , ,
.
, , .
- ,
, .
, ,
: , , , , , , ,
, , , , , , , , ,
, , ; , , ,
, , .


. , ,
, .

.
, .
,
410 ,
, . ,
,
, ,
, , .
. ,
 290 '
, ,
.
, ,
, 8
.
.
. , ,
, , '
. ,
.
, ,
, .
,
, , , ,
.
, ,
.

, , ,
-
.
(hedging).
, ,
,
, .

.
, .
.

___

1 :
5000 '
5000 , 4,10 .33
4,00 .
( )
20 5000 ^
3,95 -
, ,
5000 3,85 . 15
( )
15
 291
,
, .
- - ,

.
, ,
, ,
,, .
, , ,
( ,
).
68 .

. , ,
, -
,
,
.
.
,
,
.
, ,
.
, ,
- , ,
.
,
.
, ,

, ,
.
.
,
.

.
,
.
:
,
.
,
. , ,
,


, ,
*

.
, -
, ,
, . ,

, ,
, -, ,
.

?
,
, .,
, , ,
.

, - , Moody's
Investors Service. , , ,
.

.
,
, ,
Federal Reserve Bulletin, Survey of Current Business, Business Week, Barron's Wall
Street Journal. ,
Iron Age Chemical Market Reporter. ,
(producer
price index, PPI),
(Bureau of Labor Statistics).
(wholesale price index, WPI). PPI ,
,
.
: , 3
,
(consumer price index, CPI). ,
.
,
, , , *
 293
, ,
.
,
. ISM
(R eport o n Business, ROB)
. Ivey Purchasing Managers Index.
,

, , ,
, .

.
,

. , ,

,
. ,

.
,
,
,
.

, ,
.

1.
?
2.

?
3. ,
?
4. ?
3. ,
() * ;
() ; ()
; () ?
6.
.
?
7. , ,
?
8. ?
? ____________
11 V __
npwuHiic
 294

9.
?
10.
?

Dubois, A., and . . Pedersen. Why Relationships Do No

R l int0 Purchasing Portfolio Models A C o m p ariso n between the
Portfolio and Industrial Network Approaches. EuropeanJournal of
Purchasing < Supply Management S, no. 1 2002, pp. 3542.
Gelderman, C. J. and A. J. van Weele. Strategic Direction
through Purchasing Portfolio Management: A C ase Study. Journal
ChainManagement
o f Supply 28, no. 2 2002, pp. 30 38.
Handheld, R. B.. and S. L. Straight. What S ourcing Channel
Is Right for You? Supply Chain Management Review 7, no. 4 2003,
pp. 6270.
Mabert, V. A., and T. Schoenherr. An Online RFQ System: A
Case Study. Practix 4. Tempe, AZ: CAPS Research, 2003, March
2001, pp. 1-6.
Schlosser, M. A., and G. A. Zsidisin. Hedging Fuel Surcharge
Price Fluctuation. Practix 7. Tempe, AZ: CAPS Research, 2004,
May 2004, pp. 15.
Zsidisin, G. A., and L. M. Ellram. An Agency Theory Investi
gation of Supply Risk Management. Journal ofSupply ChainMan
agement 39, no. 3 2003, pp. 15 29.

8.1

MasTech In c
, M asT ech In c .,
, . ,
, . M asTech,
,
, ,
,
.

MasTech Inc. O m ron C orporation, *
10 .
Omron , G eneral Motors
Ford DaimlerChrysler,
Omron 50 . 170 ,
 295
, . ,
.
M a s T e c h Inc.
.
2 8 0 . ,
.
MasTech 10 .
,
. ,
60% .

FO RD

.
, , *.
,
3 5%.
M asTech
F ord, .
3% .
MasTech 130 . ,
Uxbridge Steel (Uxbridge), . MasTech,
U xbridge , Uxbridge
30 . 100 FOB MasTech.
. (
, ) Uxbridge Vaughan Steel Processing
(Vaughan) MasTech.
M asTech
, 4 8 . MasTech

. , 1500 . ,
M asTech 300 . . .

Vaughan.
, Vaughan 75% ,
M asTech, ,
10%. : Vaughan
, , , ,
.
, ,
, . Colgon Steel
. Colgon
.
24,75 . FOB
Ashgrove Steel Processing (Ashgrove).
 296 8
Ashgrove , 4 ,7 5 .
100 . MasTech Ashgrove
. , .
, ,
MasTech.

Uxbridge,
, . Uxbridge
29,75 . 100
24,75 . F O B Ashgrove.
,
3%

, ,
.

8.2

Chevron Corporation:

, C hevron In fo rm a tio n Technology,

, , 25 , - ,
. . ; ,
, Chevron,
(CSQIP), .
,
Chevron. 23 ,
, ,
.

CHEVRON CO RPO RATIO N

Chevron Corporation . -
- , . . -
,
90 . 34 . .
,
Chevron, ,
Chevron . **
( ): |
Production (CPDN), , ; C hevron Produc
 297
Company (C P D S ) ; ,
,
C h e v r o n Overseas P etroleu m Inc. (COPI), Chevron Chemicals
C o m p a n y (C C C ) .
,
C h e v r o n , -,
Chevron.
Chevron In fo rm atio n Technology Company (CITC), -
-, - , . ,
Chevron, .

, ,
,
.
, 1 -
. ,
.
, C IT C .
Chevron
. ,
,

. ,
,
. , - , ,
, ,
.
,
.
-,
Chevron.
Vision Study ( ).

. Global
Information L ink ( ),
G IL .

G IL
G IL .

Chevron.
I L 30 . 700 90
. G IL ,
, -
- Chevron:
, , ,
. G1L.
 ,
, C hevron G I L ,
. D esktop Life C y cle M a n a g e m e n t <Jw
pep C hevron P ro d u ctio n C o m p a n y ; *
C IT C ; ; C h e v ro n Petroleum
Technology .
, D e sk to p L ife C y c le M a n a g e m e n t -
:
, G I L
-, G IL .
, ,
. ,
.
. ,
G I L
150 . ,
90 . .

:
G I L .
, , ,
. ,
.
,
.

CHEVRO N
, , C P D N ,
, .
C P D N ,
(P C ) , G lo b a l Technology
C om pany (G T C ). C P D N
G T C 2 0 .
C P D N :
C P D N . #
PC Glop
Technology Com pany. T ric o n In c .,
, , # 11
. G T C . *

60 . T ricon ,
, . ^
C P D N ,
.

299

Desktop Life Cycle Management 22 .

.

,
, .
. Chevron
25 . PC 5000 . 90%
, Chevron,
: G T C , S ab a C o m p u te r Company, Vytec Inc. Cassin Technologies. Saba
,
, , , ,
. - -
, . . 40 .
Vytec, - - , . ,
; 25 .
Cassin 10 .
,
. - , . .
. ,
20 .
, GIL.
, 25 ,

, .

C S Q IP

, , ,
Chevron ,
, -, ,
, ,
.
CSQIP ,
; ,
, .
, . CSQIP
, ,
, , ,
.
8 10%, 25%
. , Chevron
2,6 .
 300

C S Q IP -
. , . -
, ,
. C S Q I P

,
, , ,
, .
C h ev ro n , ,
C S Q I P .
, CSQIP
.

C S Q IP

C S Q IP , :
.
. C S Q I P . 1, ,
, . 2.

1
C S Q IP
 301
,

, ,
, ,



,



-

,

, ,

, ,

.

,
,
-

,



I ,

. 2
CSQIP
 302 g

, ,
.
. -,
. O utsourcing G u id a n c e R eview , *
C h ev ro n
. -
; ; -. .
,
Chevron.
25 ,
- C S Q I P
, C h e v ro n .

.
,
.

, ,
.

8.3

:

.
, - (M a rtin ),
, .
50%
,
. .
- -
.
, ,
, , , ,
, .
, ^
. *
, . ,
. ,
; - ,
.
 303

. , ,
, ,
.
, .
,

I , .
, ,
.
.
200%.
4,76 .
. 1.
3
. , 10%
7 13%.

17 - - ' ' *
16 -
15 -

1

 - ,
60%
. 55% .
. -
.
, ^
, . .1.

, , ,
, .
-, ,
,
, ,
15 . ,
,
. , -
, 48 ,
13%,
. (, 49 ,
12 , .)

, -
,
.
1 - ,
1 . 2, 3. ,
1,2 .
, ,
.

1

( 1 )

22 - 8% .
*
39 ,
21%.
.
, , -
.
,
,
, 100 . ,
, , A ccra -
, 1
 305
,
.

. ,
,

,
.
A ccra ( ) -
24 . : 44,50 22 , 33,50
56,50 14 . 10-
- 38 054 ( 30 000 )
10 28 700 , 29 500.
-
45,04 , .. 40,44, 22 .
46,22 41,84 22 .
4 7 ,0 8 , 49,44.

G ill and Duflus, Ltd., -
1214 . , 20% ,
. ,
(
) 1414 . .
83 . (6 ,2 % ) .
, 1%,
212 . . 1
, , 366 . ,
.
68 ,
.

.

. 275 .
, 100 . , , 46 52
.

1300 . , 6086 .
, .
( ) 435 475 . 410 .
572 . .
, 200210 . 182 . -
294 . ,
- . -
 306 'Bag
. , 120 150 . 1i2
145 . .
, , ,
130 135 . ,
158 . . , -
, , - 1
' 6075. . I
, (283 . ). ,
12501350 . ,
.
, , ,
' . , I
, , ,
.
,
, - , ,
.

45,04
46,22
47,07
47,84
48,62
( ) 49,44
: 48,0
2
(1 )

- - - 7 I I I I f n i I I II I I II I I I I ...

. 3
!
1
 307

-
.
, - .

0,4 .
, ,
.
- ,
,
.

,
- - .
,
, . ,
50 . ,
50 . , 110 . ,
10 . .
, ,
.

-
,
. -
.
5%
.

- (
).

, .
, .
( ) ,
200 . . ,
, , .
 308
1. :
,
, 6,0 , 2 0 0 .. ^
.
2.
6 ,
1 , 200
.
? ,
- .
, ,
, . ,
,
.
,
.

,
. ,
, . 4 ,
.
,
.
12
. , ,
,
.
,
,
. , ,
,
.

,

1- .
2. .
3. .
4. , 1,2 .
2000 . ,
6 ,
2000 . .
5. 48 13
. . (
1 1 , .)
6. , .
,
.
7. 200 . .
 f L o f f aHtnXmatradii be 1 (p,
| daWEBd UNHdBWwI^

(
0 ^ ) ) & . %)
BtfBlDffl daWEBj

r/ifoD ( woHqiroLBlTHdxo <

Ql-Dl) nB03W 4 mq9Hdu a

ifiroff (5 . z) be
qinagHdu a tfBirxa jptfngo

mroff
ainagHdii a DBirxg

Ififo ( 0 S)
amrexcdatfoo 1

iriroff (900 9)
Hdu hxbc(ib

( < 1
)

- 1
- 0002 -
be ' 0021
(
)

*01 (z +1)
BaxoffoaEHodu
Badno .

- o ja m X H M ira d u 0
_ aifBhBH ^!31^

 310

, (
, , .

, ,
.
-
. 1 - ,
. , 1 54
, ,
. , ,
. ,
. , 3 0 0 . . ,
50 . , , - ,
350 . 5 4 .
.

7 50 000 ( . 5 )
2 350 .
3 400 .

4 450 .
5 -0
5 50 .
7 3000 .
8 -0
90,07 .
10 24 500 .
11 3000 .
72 21 500 .
13 1075 .
14 1075 .

-
450 . . 400 .,

0,06 . . , -
, ,
.

7 0 ( . 5 )
2 1100 .
3 1100 .
4 900 .


5 200 . - i 311
5 -0
7 -0
8 800 .
0 ,1 2 8 .
]0 140 800 .
800 .
12 140 000 .
13 7000 .
14 8075 .

1 . 200 .
.
. , -
8075 . .
, , . 5.
.

__________
1
, .
, .

. 5

8.4

*
,; , -
,
, .
. ___. -
1 .
1.
?
? 5 .?
2. ?

, . .
312
J.
? ?
4. _

?
? ?
? - ?
?

1. ,
. ,
.
.
2. .
.
3. .
4. .
. ( , )
.
.
.
. ( )
.
(),
( ),
.
. ,
.
5. 16.30
.

1. 5 .
.
2. .
.
3. 2%
.
4.
,
. ..
5. ( ) "
.
 ,

, ,
,







9.1
Deere
9.2McMichaelInc.
 314

:
?
?
,
, ? ,
:
? .\

?
?

-
, ,

- ( . 1).
,
, .
,
, ,
.

. ,
, . 2 3.
.

,
, .
, .
, ,
.
,
,
. , ,

.
, , .
,
.
,
. '
,
.
 315

,
.
: ( 1 ) ,
; (2)
,
; (3)
; (4)
; (5) ,
; , ,
, , .
, , -
, , ,
.
,
, ,
. , ,
,
, . -,
, , ,
-, ,
, .
,
.

.
, ,

.
.
. ,
, ,
, .

. .
.
,
.
, , , -
, - ,
.
. ,
.
, -
1 ,
, .

. ,
,
,
,
, 11
.

, ,

. ,
, ,
(
) ,
. ,
,
.
,
, , ,
. ,
,
.
,
.
. ,
, .
. ,

. ,
,
, .
,
0'
, , ,
, .
,
. ,

, , '
.

, 8
. ,
, .
, -
, ,
 3^7

. , ,
,|0 , , , -
00 0 .
, ,
.
.

,
(to tal cost o f ownership, TCO).

, ,
, , ,
, , , , ,
, , . ,

, .
, ,
,
, , ,
. ,
,
.
,
,
. ,
,
, (
. . 16, ).
,
, .
,
, : (1) -
; (2)
; (3) ,
; (4 ) -
; (5) -
> ; (6) ,
; (7) ; (8) -
| .
,
.
0 , .
-
.
 318 9
, , , ,.
,
.
.
. , (standard cost mod
els), ,
(uniquecost models),
1.
,
: (1) (
. , -
) ); (2) (
. ,
): (3) ( ,
, )2.
.
. ,
.
, , - .
,
,
,
, . , i |
; ;

,
,
.

. , *
- ,
,
.
,
, .
,
, 10

1 Lisa Ellram. Taxonomy of Total Cost of Ownership M odels, Journal o f Business Logistics-v0^'
no. 1. 1994. pp.171-91. ,p g .
2 Lisa Ellram. Total Coal of Ownership: Elements and Implementation. International Journal J
 , 319
, .
0 : -
1 , .
. ,

. , 200 .,
60% ,
, 120 200 . .
10%,
, ,
(10% 120 ., ..
1]2 .). ,
108 .
.

. (1)
; (2) ; (3)
. ,
, -
J r o ;

.
,
;
, ;
.

. ,
;
, ;
. ,
,
.
: (1)
; (2) , ; (3)
.
, ,
,
.
, .
, ,
,
1. The Role o f Supply

. . .
320 *9
Management in Target Costing ( *^,
CAPS, - ,
^ !^ ' j
, '
1.

,
.

.
, ,
, ,
. ,
.
,
, ,
, :
1) ;
2) ;
3) , ?
;
4) ,
;
5) ;
6)
;
7) , ;
8) ;
9) , ,
.
, ;
.

. , , 90% -
. , ,
90% *
. , ^
800 . , TpJJjJ*
. v*
1000 .
90%-, 9 0 0 , 4
90% 900 , .. 810 .

1l i s a
h 1999*
EUram, T ht Role of Supply Management In T im e t mm T * m n * AZ'. C A P S Reeeiu
 ,
321
: 95-, 90-, 85- 80%- ( -
J0 T , ), ,
, .
, , ,
, 95%.
8090%, 70-80%.
,
, ,
.
, .
,
, .
,
.

,
. ,
, .

, ,
1.
(activity-based costing, ABC-)

, . ,
, ABC-,
,

. ABC
,
( );
( );
( ).
, ,
.
, ABC,
, .
,
.

John . Lere and Jayant V. Saraph,

Activity. Based Costing for Purchasing Managers' Cost and Pricing Determinations*. International Jour-
nol of Purchasing and M aterials Management, Fall 1995, pp. 2531.
 3 22 9
, ABC ^ ^
, 0
,
.
( ),
( ),
( ) ( )
,
,
. ,
, ,
. ,
,
, ,
, , *
, . ,

,
.

.
,
, , , .
,
.

,
. -

.
,
. ,
. ,
. ,
, , ,
.
,
^
,
 ,
323
, ,
. ,
.

,

,

,
.
,
; , , ,
, . ,
, ,
.
, , ,
, ,
, .
10 30 , 2%
36%.
10- ,
, 20 ,
20 2% ( ).
18 ,
2 18 = 36%.
, ,
-
,
, ,
, ,
,
, , ,
.
,
, .
.
, ,
.

( ) ,
.
,
, . -
- \ , -_________
 , , .
.
,
.
.
, ,
, , ,
, . ,
, , ^
, ,
, ^
, .
, ,
,
, . ,
,
.
,
( ).
,
, : (1)
(original equipm ent manufacturer)^ (2)
; (3) ,
.
, ,
, ,
. ,
.

() . , 10, 10 10 ,
, 100 ., ,
, (100 . - 10%) - 10% (100 . 10%) - 10%[( 100 ."
10%) - 10%(100 . - 10%)] 100 . - 10 . - 9 - 8,10 . * 72,90 -
, 10, 10 10 27,1%. 6
, 0
.

11>< i '__ !' I- __. ' . ll __ "!>< I - 1 1' < v 1 ^

 , 225

, :
,
, .
: (1) (
) ; (2) .

, ,
; ,
, .
,
, .
(,
).

. ,
, ,
.
,
. , , ,
,
.
.

,
.
,
. -.
, :
, ?

. (EOQ)
,
. (EOQ)
,
. , .
,
.
= 900 . ( )
~ 50 . ( )
= 0,25 25% ( )
 326

100 200 400

40 500 38 700 37 350
, .
562 1 075 2 075
, .
450 225 112
, .
, . 41 512 40 000 39 537 40 056
, 2 250 4 300 8 300 16 000
.
EOQ, . 89 92 * 93* 94*
. ^
: = 45 . 0199 .
= 43 . 200399 .
= 41,50 . 400799 .
= 40 . 800 . .
, 100 .
200 . 4300 2250 = 2050 .
40 500 38 700 = 1800 .,
225 . (450 225).
2050 . 2025 ., ..
100%,
, 25% . 4 0 0 . 800 .
7700 .,
1406,25 .
, 25% ,
. ,
400 .,
200 .
EOQ, *, ,
. ,
EOQ = 92 . 45 . 200 400 .
43 . EOQ
. (
) E O Q 89 >
0 199 .
EOQ , ,
EOQ-
,
EOQ = 89 .
40 500 .
500
500
41 500 .
 , 327
EOQ = 89 .
200 ., -
400 . .
,
. ,
,
.
.
:
, ,
, .

: , , ,
.
,
, .
.
, .
,
.
,
. , ,
, , ,
.
, .
,
,
.
. , ,
. ,
.

, . , ,
,
,
, .
- , ,
,
,
. ,
, , ,
.
, -
 , ; ^ -.
, . ei|

, ,

, *
.
, . ^
, ,
. ,

. ,
,
.
. ,
, , -,
.

, ,
. , ?

,
.

, .
,
.
,
. -
.

, *
, . ,

/ , , ,
. -
, 1.
. ,
. ,
. ,
,
-
I [ . . I I- . 1 1 _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
 , 329
-
.
, ,
- ,
. ,
,
,
;
, ;
,
,
,
ISM ,
.
. ,
, , ,
.
,
, , ,
,
. ,
, .
,
,
.

,
. ,
:
1) ;
2) ;
3) ;
4) ;
5) .
,
, -
, .
/ -
. .
 ip iN C iiu p m

FOB



,
/








I





>


'
,

,
, ,
,
. ,
. ,
.
, ,
.
, ,
, , .
1. , ,
, .
2. , .
,

.
3.
.
4. ,
.
5. .
6.
.
 , 331

7, , ,
, .
g. ,
, .
9 . ,
.
10.
.

.
. 9.1 .
.

: : :

(-

/
-
N

/
^-
\

. 9.1

1. () .

, , .
2. .
.
3- , .
, . ,
-
332
, 20,10 . .
, .
4. . |00
, ^
,
. ,

300%, , pj.
240%, ^ -
.
5. ( ) . ,
, ?
?
? , -
, ,
. ( ),
, , 12
24 *, .
6.
.
,
? , , ?
: ()
()
.
, .
, ,
, . ^
,
.
, , , -,
,
; -,
(. 9.2). , '
, - , ,
.
7. . *
? ?
(
,
)? *
,
. ,
,

 , 333

,

. ,
,
, .

,
- ,
.
g , .
9 . ,
.
10. .

I.
:
240 280 .

220 240 250 000 280 000 .

:
220 000 250 000 .

2.

j____________ |
220 000 250 000 270 000 300 000 .
: :
220 000 250 000 . 270 000 300 000 .
. 9.2

,
. , ,
.
, ,

, ,
,
. ,
 334 * g
,
, .

, ,

,
. , ,
,
-
. ,
, ?
,
.


.

.
. f


,
.

1. ?
?
2. ,

? ,

? .
3. , ,
?
? ?
4. ?
5.
?
6.
? ? ' " ,|-
7. >^
(ABC)
? .
8.
?
 , 335
*

?
10. :

, .

^ Cooper, Robin, and Regine Slagmulder, Target Costing and

,n n Value Engineering, Portland, OR: Productivity Press, and Montvale,
NJ: The IMA Foundation for Applied Research Inc., 1997.
Ellram, Lisa M. The Role of Supply Management in Target Cost
ing, Tempe, AZ: CAPS Research, 1999.
Ellram, Lisa. Strategic Cost Management in the Supply Chain: A
Purchasing and Supply Management Perspective. Tempe, AZ: CAPS
Research, 2002.
Ellram, Lisa. Taxonomy of Total Cost of Ownership Mod
els*, Journal of Business Logistics 15, no. 1, 1994, pp. 17191.
Ellram, Lisa. Total Cost of Ownership: Elements and Imple
mentation, International Journal of Purchasing and Materials Man
agement, Fall 1993.
Ferrin, B. G., and R. E. Plank. Total Cost of Ownership Mod
els: An Exploratory Study*. Journal of Supply Chain Management, 38
no 3, 2002, pp. 18-29.
Fisher, Roger, and Danny Ertel. Getting Ready to Negotiate: The
Getting to Yes Workbook. New York: Penguin Books, 1995.
Fisher, Roger; William Ury; and Bruce Patton, Getting to Yes:
Negotiating Agreement Without Giving In. New York: Penguin Books,
1991.
Lewicki, R. J.; D. M. Saunders; and J. W. Milton, Negotiation.
3rd ed. Burr Ridge, IL: McGraw Hill/Irwin, 1999.
Ury, William. Getting Past No: Negotiating Your Way from Con
frontation to Cooperation. New York: Bantam Books, 1993.

9.1

D e e re

1 8 ,
^ & Company, , . , ,
.
, ,
, - .
^ , , .
 336

Deere & Company ',

, 'Koi^gn
!
. 160 14 .
^
. , '
. , .
,
.

.
Deere ,
.
.
.
, Saunders Manufacturing
(Saunders), , . . Saunders ,
, . Saunders
Deere, ,
,
300 .
, , -
.
(. 1).
.

, . 40,00 36,25 30,00
, . 21,25 22,61 24,12

, % 53 62 80
, . 475 000 410 000 350 000

.
^ 0-
. , 1^
11,6 , 46 ,
 ,
337
. , Saunders 20% ,
. ,
Saunders
.
, ,
.
,
28,00 . ( 45,3 )
.
, Saunders 3,5 . ,
, 3% ,
.
,
. Saunders .
. , *.
,
.
,
, Saunders. , 42% ,
13 , 6 20%
.

,
, , . ,

50 50.
30,00 ., ?.
, ,
. ,
. ,
,
.
, .

9 .2

M c M i c h a e l In c .

, McMichael Inc. (MI),

.
.
, ,

.
 338
McMichael Inc.. , .
, ,
. , .
, MI
. , ,.
MI 0,36 . FOB .
MI. ,
, .
,
MI, , ,
.
,

, , ,
MI. OSA Inc., ^
, , ,
,
. OSA Inc. '* ,
, .
,
, . M I
,
.
56 . ., , ,
MI.
0,27 ., 30 . . 300 .
.
.

16
3
* 8
27

* :
1
1
3
, , , , - 3

36 . .,
, , (24 ) *
12 -1
, ,
, .
, ^
: , 15
 ,
339
. ,
, *.
, ,
,
, ,
.
, ,
,
, 100 . . .
,
, .
,
, 40 .
., ,
.
, ,
30 . .,
40 . 5% .
,
. ,
0,27 . : ,
.
. .
, , -.
, ,
. .
, 0,27 . *.
 !

,',


,

, ,







10.1 Quotech Inc.
10.2
10.3 Somers Office Products Inc-


341

:

?
?
?
:
-
?
?
?

. -
,
, .
(stategic sourcing),
.
,
.
,
. ,
, .
,
, , , .
- .
,
,
.
,
.
. 20,
. 13 . ,
. 18 19, ,
.
, ,
. . 18 ,
, , . 19
.
 342

. .

.
,
, , .
,
,
, , , , ,
, ,
. ,
, , ,
. ,
, ,
, . ,
, -
-. ,
. ,
, ,
, .

.
.
,
, ,
,
, ,

.

. . 10.1 *
,
,
. ,
, ,
.
, ,
.
,
.
0,6 343

. 10.2.
,
, ,
. ,
, ,
.
, , ,
.
,
.
, , ,
.
, -.

,
.
,
,
, .
,
, * . -
- ,
 344 * * 1 |
, ,
. ^^
.

-
. ,
, ,
- .
, ,
, , ,
.

10.2

0 b l6 o p
345

,
, , .
,
, ,
, , .
-,
.
Chemical Abstracts, http://www.chemistry.org/acs
American Chemical Society ( ).
, ,
, .
Institute for Supply Management (ISM), http://www.ism.ws
.

,
,
Morgan Global PMI .
Purchasing Management Association of Canada (PMAC). http://www.pmac.ca
Ivey Purchasing Managers' Index,
.
Ivey Purchasing Managers Index, http://iveypmi.uwo.ca Canadian Purchasing
Managers Index Richard Ivey School of Busi
ness University of Western Ontario. ,
.
, http://www.canada.gc.ca/
^
.
Primark Financial Information Division, http://www.primark.com

.
U.S. Securities and Exchange Commission, http://www.sec.gov
,
10Q
10, .
D&B. http://www.dnb.com D&B
,
.
Thomas Register, http://www.thomasregister.com
,
.
,

-.
173 . 8 .
- .
 346

Worldpages.com. http://www.worldpages.com ,
,
350 .
.
(800 / 888) .
World Wide Yellow Pages. http://www.yeIlow.com/
.
Ziff Davis Media Publications, http://www.zdnet.com ,
.

, ,'
.
, ,
.
( . 4).
: ,
,
,
. -
, .
,
.
,
,
.
, - .
. -
,
;
.
, . ,
.
, ,
,
. ,

. ,

.
.

347


. , , ,
. ,
,

, .
1) ,
-,
; 2)
, , .

.
,
. ,
, ,
, , , ,
,
. ,
, ,
, , ;

.
, .
Thomas Register (http://www.thomasregister.com), MacRaes Blue
Book (http://www.macraesbluebook.com) Kompass publications (http://www.kompass.com).
, ,
,
,
, .
. , Central Contractor Registration
(www.ccr.gov)
,
, -, , 8(a), ,
, .
(SIC
Standard Industrial Classification), , ,
, , .
Diversity Information Resources (http://www.diversityInfororesouices.oig) -
,
, (
, ), ,
9800 M/WBE (,
),
 348
, - .
, ,
. - (Women's
Business Enterprise National Council, WBENC, http://www.wbenc.org);
, (National Women
Business Owners Corporation, NWBOC, http://www.nwboc.org);
-,
(National Minority Supplier Development Council, NMSDC
http://www.nmsdc.org),
, (Office of Small and Disadvantaged
Business Utilization, OSDBU, http://osdbuweb.dot.gov).

, ,
, .
:

. ,
, , ,
.

, .
-,
,
,
.

, , ,
. , ,
.
.
,
, ,
10
, *
,
.

, *
, , 310^
.
, :
; *
 349

; ,
. ,
, .
,
.
(ERP)
. 4.

,
, , .

, ,
- .

, ,
.
, , ,
, , :
, ,
?
, (1)
; (2)
, , ,
, ; (3)
.
, ,
,
.

.
, .
, , ,
. ,
: ?
?
? ? (.
. 5.)

-
-. -
 350 |
, ,
.

.
. , ?
. -,
, -
. -,
,
. -, ,

. , .
. *
? , , ,
.
?*
, ,
: ,
, ,
?
:
, ..,
?*1 . ^

, ,
.
, ,
.
, ,
, .
33'
. ,
.
, '
.
0
.
1. - 0
, ?

1 Chuck Stefanosky, Don't Be Afraid to Dig Deep, Purchasing Today, November 1999. PP- 111

35 1
2. ,
?

. , , .

?

,
,
.

, ,

, .

. , ,
,
, ,
.
,
. ,
, , ,
,
.
, ,
.
,
. ,
, ,
, ,
,
.
-,
.
,
,
, ,
,
. ,
. ,
/,
,
, MRO
.
352

^ ,
,
, * ^.
, ,
. -
?
,
, , ,
, ,
, ,
, .
, ,
, .

, , ,
.. , ,
,
,
, , ,
. ,
.
,
. ,
,

.
,
.

. , ^
; -
,
.
, 0

.
, .
,
.

, .
, ^ .
, ^
,

353
,
, ,
, .

, ,
,
.
, , ,
, , , ,
, ,
, ,
. ,
.

.
, , ,
,
. ,
, ,
, ,
(. . 13 ,
).
Dun & Bradstreet (http://www.dnb.com) Hoover's (http://www.hoovers.com).

.

.
, , ,
, ,
.
,
, ,
,
.
,
, ?
, ,
.
. ,
-. ,
, .

, .
-
,
. -
, , ,
 354 ** to
, |
.

.
,
.
-
,
. , *
.

,
, ,
. -
. .
.
,

. ,
, .^

,
- . X? -
,
.
, ,
;
.

,

. *


, ^
.
. ,
,


355
, ,

.
,
, ,
, -.
,
.

, -
. ,

.

, , ,
, , ..
.
(),
.
,
,
. , ,
.
,
.
, ,

,
, .

,

.
, ,
,
.

, ,
,
, ,
.
 356 m
:
?
, - :
. , .
?
-

. ,
.
. ,
, , ,
, ,
.
. ,
,
,
.
.

.
'
, .

,
,
(. . 5).
,
( , ),
.
, ,
.

(, , , ).

;

;
;

 357
,
. ,
, , ,
. ,
;
.
,
. ,
15 100, ,
15% . ,
.

15 > 98%
10 9597,9%
5 9094,9%
0 < 90%

, ,

, ;
.

,
.
, ,
, , .

,
.
.
,
, ,
, , ..
, ,
( ),
, ,
.
,
, .
,
, ,
.

,
13 :

, -
, ,
*

- , .

, ,
,
.
,

,
, .
IPC . 13 ,

.
.
-
.
1. .
2. .
3. . :;
^
. ,

. , , - , ?
. ?
.
, .
, (--1
3 6). *
, , 0

^
. ,
|
, ,
. '
)
, ). * ^
______________________________________________________________________________________________ ! !! ! , ! I . .1 IS ( \ m il 11

359
,
, 100%.
, ,
,

.
,
,
.


, ( )
,
.
, .
, ,
,
.

,
,
. ,
.
,
.

,
, ,
,
,
. , ,
,
.

,
.

.
,

. .
,
 3 6 0

. ^
,
.
1. ,
?
2. ?
3. ?
4. , , ,
?
5. , , ,
?
6. - ?
7. ? ;]
8. ! .
?

?
.
?
1. ,

.
2. -

,
.^
3. ^ )*' I
, ,
- .
4. ,
.
5. 30
, . . ^
6. ,
,
- .
7. - . .
, 8 ^

. 00
. *1
.
 361
9. *,
,
(EDI).
10.
. ,
. |
1 1 .
.
,
, , ,
.
1. ,
, ,

.
2. , ,

.
3. .
, , -
- , -
, .
4. ,
.
5. ,
.
6. ,
,
.
7. ,
,
, X Q
Y, R
X.
8. ,
.
9.
, ,
.
,
, ,
.
10.
.
 11. , , <

.
12.
.
, .
, -

. , ,
. -
,
. ,
! :
( , 20 30% )
.
,
: .
. '
.
. ^
,
. , ,
#
,
**.
, ,
,
, .
,
. ,
, : -
.

- , ,
?
,
, .
.
, ,
. j -'
,
, .. , .

 363
,
,

.
, ,
,
.
,
.

.
. , ,
, , .
, ,
,
,
.
,
.
. ,
, .

, .
,
,
,
, *.

,
.

,
.
,
.
.

?

. . -,
, ,
. , -
, , - ,
 364
,.-,
, ,


, .
, - , .
, .
,
. -
^-
. ,
,
.

, .
, . ^
, ,

. , -
, , .

,
.
, . (
,
, ,
. , ,
.
, , .
: *
. ,
-
- ,,
*. ;$|110
, ,
, , , ?'
,
. ,
,
. - *
, .
. , $| |
, , ^10 0
,
^

365
, (.
. 1 4 ).

(,
)
- ?
? (. 10.3).
,
, , ,
. ,
, ,
, .
,
, . ,
.
.
, ,
.
Hispanic Business, 100
.

. 10.3

, , -,
,
.
-, -

366
. , ,
, - ^ *
.
,
^
,
, ,
' . ! .
, ,
.
. , ^.
,
.

, (.
. 12 ,
). , 2000 . CAPS Research,
(Carter) (Jennings)

, ,
, , ,,
. , ,
1.

,
.

, *
, - .

, ; |
^
. ,
6"
, ^
, (
. ^ ^
,

Ihlt
1 Crwg R Carter and Marianne Jennings, Purchasing's Contribution to the Socially Respond
gmetu <the Supply Chain (Tempe, AZ Center for Advanced Purchasing S tu d ie s . 2000), P' g
 367
. ,
,
,
, ,
. -
.
,
,
, . ,

,
, , , .
,
,
.
. 19.
,
, .
(
),
.
- , ,
. ,
. ,
,
,
.
[SBA U.S. Small Business
Administration, http://www.sba.gov].
,
[The National
Minority Supplier Development Council, http://www.nmsdcus.oigJ
.
Minority Business Entrepreneur (), http://www.mbemag.com.
Hispanic Business, http://www.hispanicBusmess.com.

:
?
.

() .
, .


 368 ' -

. .
,
,
,
.
, ,
.

12$ , ,
?
,
,
.
. .
.

?
, ,
( )
. ,
,
. ,
,
.
.
.
,
,
,

, .
-

,
.
, , 11
. , , .
.



. , , 1^
:
(, - ),

369
(> , ),
( , ) (
, ).
,
, ,
, .
.
:
, ?
: ,
,
? ,
?
:
, ?
, ,
. ,
,
: , .
:
, , -
.
,
, , ,
, ,
.
: (1)
; (2) :
,
; (3) ,
; (4) , , ,
, ; (5)
, , ,
. ,
,
, , .
, ,
,
.
. ,
,

- . -
,
 370 .
, ,
.
,
, .
, (. . 11 ,
). $
: ,-v.
- , -

.
,
,
, , .
, ^

.
,
. , 1982 . Rocky Mountain Institute (R M I)
, , -
, , ,

. , -
RMI
,
; ^)
,

, ^
,
-.
(U .S Environmental Protection
Agency, , http://www.epa.gov) ,

, , '
. 2000 . : '
0 0

(The Lean and Green Supply Chain: A Practical G uide for Material M a n a g e rs an
Supply Chain Managers to Reduce Costs and Improve Environmental
^
*
,
. ;
"*.
, jfj*
. (
 371
Strategies Program)
. , (office
of policy, economics and innovation, OPEI)
, ,
, .
,

, ,
, ,
. ,
,
,
(http://www.epa.gov/oppt/acctg).
(U.S. National
Recycling Coalition, http://www.nrc-recycle.org)
,
,
, ,
. ,
(Electronics Recycling Initiative),
, ,
,
, ,
.
ISO 14000, ISO 9000,

. 1999 . 1999 CAPS
, ISO 14000, ,

1.

.
,
,
. , ,

.
, ,
.
: , ,
.

1 Steven A. Melnyk, Roger Calantone, Rob Handfield, Robert Sroufe, and Frank Montabon, ISO 14000
Assessing Its Impact on Corporate Effectiveness and Efficiency (Tempe, AZ: Center for Advanced Purchas
ing Studies, 1999).


.
, ,
,
.
,
, ,
.

,
.
.
, ,
- .

. .
. ,
.
, ,
,
, , ,
.

, ,
,
,
,
.
,
, , >

, .
, ,
.
,
. ,
, ^'
.
, 00
. 0
,
, . , 0 ^

373
,
,
, ,
*.
, , ,
. , , ,

, ,
.
,
,
.
, ,
, ,
.
,
, , - ,
, ,
, .

,
. ,
, , , -
, , - .

, .

,
,
. ,
,
.
, ,
, .
,
, , ,
. ,
,
,
.
, ,
, ,
, ,
, . ,
 374
,
.
, ,
, ^
, , ,
, , .

. ,
, . ,
(. . 6),
,
,
. , ,
,
.
, . 10.4
. , ,
, ,
,
, , ,
.

,
, .
, ,
-.

,
. ,
,
.

,
, .
,
,
,
.
,
.
- ,

.
 375

^ 1 1



-
/



,

,







| -

-


, ,

. 10.4

: Peter Kraljic, Purchasing Must Become Supply Management, Harvard Business Review,
SeptemberOctober 1983.

* ,
*, *
,
. , . 4,
.
,
,

, ,
.
*,
, - ,
. , ,
,
. ,
 376 *(1
. ,
. 2, , , . * ^ '
, '
. , ^

2 ,5 . 2 5 ^
, .
,
,
.
, * .
, -
, ( )
.
, ,
, . :
, -

. ,
, . ,
,
,
, - ,
. , ,
, ,
.
,
, .
,
. -
,
,
' ,
. ,^
. ,
, ,
, .. ,
. ,
,
, . , 11'
, , 3
,
. , *
,
.
 : 377

, .
,
,
- ,
, .

, , ,
. , ,
, , ,
, ,
-
. , ,
, , -
.
, . 3 4 ,
,
,
.

,

, :
;

;
;
,
; .

.
,
. 18 19.
.

1. -
^ 110*
?
2 . ,

?
3.
? ?
4 . -
^ TOB? - '- : . . : . .
 in
378 -
- 5. '^
, - I
?
6 . ^
?
7 .
?
8 . .
?
9 .
? . .
10. ,

?

Carter, Craig R., and Marianne M. Jennings, Purchasingi

Contribution to the Socially Responsible Management i f the Sup-
pfy (Tempe> c a p s Research, 2000), p. 7.
Carter, Joseph R., and Ram Narasimhan. Environmental
Supply Chain Management. Tempe, AZ: CAPS Research, 1998.
Flynn, Anna E. Knowledge-Based Supply Management*, In
The Purchasing Handbook, ed. J. L. Cavinato and R. G. Kauff
man, Chapter 8 , 7th ed. New York: McGrew-Hill / Irwin,
2005.
Hawken, Paul; Amory Lovins; and L. Hunter Lovins.
Natural Capitalism: Creating the Next Industrial Revolution,
Boston: Little, Brown and Company, 1999.
Krauze, Daniel R.. and Robert B. Handheld. Developinga
World Class Supply Base. Tempe, AZ: CAPS Research, 1999.
Mclvor, Ronan, and Marie McHigh. Partnership Sourc
ing: An Organization Change Management Perspective. Journal
of Supply Chain Management, 2001.

10.1

Q u o t e c h Inc.

Castle Metals *^
Marmon Keystone, ?*,'' ^
, Quotech Inc., ^ *
, .
, Marmon Keystone,
 ' 3 79

. 700 . .,
.

UNITED D O M I N I O N IN D U S T R IE S Q U O T E C H IN C .
Quotech Inc. , Materials Handling Division (MHD)
Halgus Holdings (HH). HH
2,15 ., 98,4 . Materials Handling Division
18%.
MHD 42 . 388
. 38,9 349 .
.
,
. .
. , ,
: ,
.
,
, .
, ,
.

Q U O TEC H

Quotech ,
, , .
Quotech 17 .
,
. Quotech
.
,

500 . . 2000 .
, ,
.

2 7/8 , .
. , , ,
.
, , ,
. ,

. -
. , ,
 380 -
, 35
. - 700
., ^^^
.

MARMON KEYSTONE, Q U O T E C H

Marmon Keystone M armon G roup,

. ,
Quotech .
, M armon Keystone,
Quotech Marmon Keystone.
Quotech. Quotech . M arm on Keystone
,
, Quotech.
|-
.
. |
, , .
, / Quotech,
,
Marmon Keystone .
, Marmon Keystone Quotech,
.
, ,
Quotech . M arm on Keystone,
.
,
. Quotech ,
.
;
Marmon Keystone. ,
*.
, ,
- , .
, Marmon Keystone |, 3
. ^
Quotech 300 . . , M arm on Keystone
Quotech, , ,
Marmon Keystone.

C ASTLE M ETA LS

Castle Metals , ^
. Castle Metals.
30 . ^
,
Marmon Keystone 300 . .

381
Quotech,
Castle Metals. ,
,
. Quotech
, ,
.
, Castle Metals
, , . ,
Castle Metals , Marmon Keystone,
18 . . ,
, Castle Metals 2 7/8 .
,
, .
,
, Marmon Keystone,
. ,
240 . .
. Marmon Keystone, Castle Metals
, ,
. ?,
, .

10.2

, Custom Equipment's ()
, ,
. ,
[ , ,
| .

, ,
,
, .
, ,
, ,
. , ,
.
,
.
.
, ,
.
 382 fiiai

(Wire Management Program UfMb

, *
. ^
, . ^

. , , !
, ,
. ,
. ?
, , ^!

,
Newflex*. Newflex*
Premier Cable Corporation (), Bannister Electric Eastern Electric.
, State Electric, Kelvin
Newflex*. - Kelvin
Newflex, , Kelvin* . ^

-
,
. ,
,
. , S . .
, ,
, ISO 9001,
(. 1). ,
.
(. 2). , ,
.
,
, (. 3).

Bannister
Eastern State

-


(,
)

/






............ : 383

(,
)




,
. 14 117 51 225
MRP



15 45 30 30


/




ISO

Eastern State Bannister

* 20 17 14 16 0

35 30 27 24 33

15 10 13 12 12

(
) 15 10 12 15 0
10 10
EDI EFT 10 0 10

** 5 2 5 5 4

100 69 81 82 59

* , .
** ,
, .
 384 *" iq
3

,
, , ,
.
.* .* ,

Premier Cable 322 762 519 435 (2 0 0 0 ) '

Corp.
Eastern Electric 295 841 558 233 (5000) 849 074
State Electric 305 593 577 152 (5000) 877 745
Bannister 285 090 538 791 (4000) 819 881

* ,
0 .1 0 . 1 .

,
Custom Equipment, .

Premier C a b le C o rp o ra tio n ( )
,
. -
. .

Newflex*.
Newflex* .
,
. ,
, . ,
: ,
*. -

,
.

- *
. , 0
. **
Newflex
Newflex, - .
, .
,
,
.

385

, .
,
.
, .
,
... .
... .

Eastern E le c tric
Eastern Electric (Eastern), ,
. ,
.
Eastern , ,
. Eastern ,
. ,
.
.
.
Eastern ,
, ,
. Eastern
, ,
.
Eastern Electric, ,
, ,
Newflex. .
Eastern Electric ,
.

B annister
Bannister ,
1950- .
Custom Equipment, . -
, ,
.
Bannister .
Bannister .
.
Bannister ,
. , -, , ,
, .
,
Bannister .
,
Bannister. ...
 , 0.
. Bannister ,
*.

State Electric
State Electric (State) - , ,
, .
Eastern E lectric,
State Electric. S ta te
.
State .
, ,
. ,
- . S ta te
,
.
C ustom E q u ip m e n t .
,
. , -, .
, , State ,
Newflex*. Kelvin,
, , , ,
Newflex* ,

. Kelvin ,
K elvin .
*) , K elvin, ,

.
Kelvin* ,
, ,
Newflex*.
Kelvin, .
Kelvin* .
, S ta te K elvin

Kelvin*. , ,
8 12 . .

. ^
1 I.:- - ..... - - !__ !___.-------- *

387

1 0 -3

S o m e rs O f f ic e P ro d u c ts Inc.
, Somers Office Products (Somers),
, , ,
. Fairmont Canada,
Somers, , MSC Inc.,
Somers.

SOMERS OFFICE PRODUCTS INC

Somers Office Products 1920 .
1975 . , .
Somers ,
. ,
. .
80 , .
: ,
.
, ,
.
, .

.
, Somers,
, .
, ,
, , ,
.
Somers ,
Fairmont Canada Roancroft
Stationers. Fairm ont Canada
150 . Roancroft ,
, 3,5 ., Somers
. ,

.

somers ,
. Somers -
. -
98%, .
 388 J,aea

-
. Somers Roancroft Fairm ont C an ad a. ,
Somers 4,5 .
. Roancroft 25 . Som ers
, , R oancroft; ,
Roancroft. Somers -
(EDI). , 16.30, Somers (
, ) 10.00.
Somers .
Fairmont Canada Somers 100 -
2 0 . ,
17.00, .

FAIRMONT C A N A D A

MSC Inc.. Somers, , ' Fairmont

Canada, Fairmont Inc. .
, Roancroft F a irm o n t In c .,

Fairmont Inc.
, ,
.
, Fairmont Inc. ,
, Fairmont Inc.
.

, Fairmont Canada ,
; ,
.
Somers W ahby International (Wahby),
, ,
. Wahby
. W ahby
FedEx,

,
Wahby 1 ., , ,
,
. .
, , S o m ers, '
Somers

. ^
- ,
.
 4 ,

ISO 14000







11.1 Miltec Inc.
11.2

 390

:

?
?
,
?
:
?
, ^
?
-?

,
, ,
. .
, j
, -
.
, ,

, ,
. ,
,
.
,
, ,
. -
.

.
, ,
. ,
,
.
(
, ),
( , 0
), (
) ( *1
, - ).
,
,
,
,

391
, ,
^ , ,
.
,
.

, (,
)
(,
).
.

?
:
25% ,
5%. ,
.

, .

, : (1)
(Resource Conservation and Recovery Act); (2)
(Toxic Substances Control Act);
(3) ,
(Comprehensive Environmental Response, Compensation and
Liability Act); (4) (Clean Air Act).

(Environmental Protection Act) (Water Resources Act).
.
1. ,
, , : () ,

(); ()
,
; ()

.
2 .
, , ,
.
3.
, ,
 392 ^ ^
*,
. *-
4. , ||
, ^ ^ ^ ^ '
, ; '
, ^'
a * 01*1
:
- (http://www.epa.gov).

,
,
. ^
* (Environmental Preferable Purchasing, EPP). EPP ,

. .
,
.
,
, .

,
, .
,
, ,
,
.
. -
-

, *
,
,
, . 1
, - h ttp ://w w w .em aw eb site .o iE -

ISO 14000
ISO 14000 ^
ISO 9000. .
. ISO 14000 *
1996 . 2003 . 13
 393
60 . , 3,5
. 1,3 . - 1.
ISO 14000
(e n v iro n m e n ta l m a n a g e m e n t sy stem , E M S ),
,
.
, ,
,
, .
ISO 14000 ,
. ,
EMS .
ISO 14000 , E M S (IS O 14001
ISO 14004) ,
, ,
.
( . 11.1). E M S
,
2.

: Steve MeJnyk et al., ISO 14000: Assessing Its Impact on Corporate Effectiveness and Effi
ciency, Tempe, AZ: Center for Advanced Purchasing Studies, 1999.

ISO 14000

1 ISO World, http://www.ecoIogy jp/isoworid/english/analyl4k.htm, May 2004.

2 Steven Melnyk et al., ISO 14000: Assessing Its Impact on Corporate Effectiveness and Efficiency, Tempe.
AZ: Center for Advanced Purchasing Studies, May 2004.
 ,
ISO 14000. ^ n ep q w ^
, EMS, , ^
. 1 ^
EMS,
, ^
. /
, . (
. 12.) , 0
,

.

, *,
. , *
. , , . %
, I
, , , * I
- , , -, I
-, . , I
, I
|
, .


. I

, :
: ( 1) I
MRO
; ( 2 )
I
; (3) , # I
,
, ; (4) ,, I
; (5) on I
, I
; (6 ) , I
, ^ |
; (7)
. _ I
^, i
, * I
.
 395

200 . . ,
, .
,
.
,
,
.
.
,
.
, ,
,
,
, .
.

; , ,

1.
, ,
, ,
, .
,
, - Xerox,
DaimlerChrysler IBM. Xenix
90% ,
,
,
, 300
400 . DaimlerChrysler, 4,7 .
,
, OmniSource.
DaimlerChrysler 2.
!
. , IBM
. IBM (0
, ; 12) ,

1Amy Halpeit, Germanys Solid Waste Disposal System: Shifting Ibc , Geotpttawn Inter-
notional Environmental Law Review. Fall 200J, pp. 13559.
Robert D. *Classen and P. Fraser Johnson. The Green Supply Chain, in Vndrniattdlng Supply Chains:
Concepts, Critique and Futures, ed. Roy Westbrook and Sieve New. Oxford. UK Oxford University
Press, 2004.
 396
; (3) ^
1.

, , jw,
, , , , 11
. ,
. , ^
.
, ?
,
, , ^,
* ,
, , ,
.
, ,
, , ,
, ,
, , ,
. ,
. .

, *
. -
- ,
. -. ciye
, ,
, *
, .
. , <
. , ,
, *-
. **
,
, *10
. ^
, -
, , , .

5^
1 Lisa Ellram and Wendy Tate, IBM's Supply-Base Efforts toward Sustainability, Proct^
search, August 2003.
*
397

, *
. , , , ,
, , ,
, , -

,
, -
.
,
, ,
.
-
. , ,
.
,
.
, ,
. ,
*
. .

-

, *
. *
, ,
. *
: -

70% ,
.
,
.
. , , :
,
, ,
, , ,
. ,
, ,
-
. ,
, ,
 398 ^

( ^
), ^ ^
, .

, ^
. 8 9
,
. -
:
, /
, , *,
, . ,
,
, , ^
, **
.
, *
,
, , , *
; .
, r
. , , -
. - I
* I
. I
( ) , I
)- I
. , ,
** I
, .
. *
, **
, , -
: (1) I
; (2 ) , , ; (3) #**
; (4) . ^ I
, , , ,
.
I
, / * |
, , , , I
. ( ^ |
) (, /* |

 3
399
,
u g c .
, .
*-

, -
- ,
. , *
- .
. , *
- , , -
| - , , *
| , -

I , *
| , ( ,
! ). .
, - , *
,
. , *
,
. .
, ,
;
.

,
: , , ;
. - ,

.
. ,
( - ),
,
(
).
Institute of Scrap Recycling Industries ,
1
I. , , .

The Institute o f Scrap Recycling Industries. Dealing with Potential Hazardous Waste and Potentially
'on-Recyclable Materials, http://www.isri.oig.
 2. , ^
, .-^
3. , ^
, ^ ^ *
4. , ?!^
^**
.
im
(H asS l
Materials Transportation Act, HMTA). ^
(T ransportation o f Dangerous 5
Regulations), .
, ",/
(Hazard Communication Standard, HCS), (right-to-kw
. <
(OSHA) *
, ,
, May
(M SD S).
MSDS , **
,
, , , >
. MSDS
, ,
. , *
,
, ,
.
, , , *
. ,
, .
.

,
, . , * '
, ,
, ,
.
.

, .
.
, ,

401
ffcfl , . -
, , -
. mv

, .
gm paucJK toA CAPS 2003 .. , *
284 *
,
, 36% *
.
,
. *
p r (I) ; (2) *
,
, (3)
! *
| , ;
i (4) ,
| , . ,
[ .
*
[ ,
I . .
-,
I . -
, *
I , ,
, *
I , *
[ .
, *
( , , *
I , -
[ , - ,

[ .
: ,
, -
I , ,
, , , ,
, -
I . *
, - , ,
I .
 402

,
. <^"
^*
, 1
.
,
, iZ ?
, .
. , , .
^
, ^
. y e * J
. , , -
, ,
.
, &
, **
.
, .
, , . |
, ,
.

. *
.
1. . *
* *
, ,
. , ; *-'
, . *
, , &*_
, *
,
.
, ERP- (. . 4),
, ,
3aKjrna^
, 1*
. ^
2. . - \ , {
1970- , 1 9 8 0 - ^
1990-

403

, * , ,
. , . , *
-
tax'- , * -
.
, ,
; -
,
, , -
, a -
. ,
,
.
. *,

,
. ,
, ,
,

3. -TO
-
.? . -
, -
* *

, *9.

.
. * yen*



. ,
,
.
4. .
, , , on
? ,
,
,
. , .
. ()
-
.
 404

5. .
, .
; .
. Bpo**?
, , ^
, , -
, ^
. - ^
,
. *
-, * /
.
6 . .
, , jfc
*
( 1) , , *
; (2 )
, ; (3)
; (4) ! i
.
7. ,


.

,
.
,
, , . - '
?
. ,
,
,
. Investment Recovery Association, *
,
,
.

, ,
.
,
4* t
. *** ^
,
, .
-gparr
405

c n q r ,
,
.
*. .
: , \ *
, , ,
-
!
. ,
, ,
* , , , ,

. , *


, , , .
, .
, *
. *
. , .
*
, ,
,
,

,
. ,
- *
,
toe *
; ,
,
* , *

, ,
,
, -
*>*** ,

, .
,
***** FOB
. , , -
**** , -
 . ,
^
, ^
*,
. , ^
,
, ^
!
.
.
. rmj

.
, : ,
, , , utc
.
, ]
.

, ,
, 3

,
. , !
, 2003 ., , N
85 1 0 0 . ( 18%),
, 75 62,50 . ( 17%)*.

. ( ),
, FOB, ,
. , *
, .

,
, *
.

, .
. -, *

. -,

1 American Metal Market, Recycling Manager, AMM.com, April and September 2003.
^ : | 4(J?

jH%au I
| .
*
^.
; :v_ccc , , , *
. -
0 0 ,

, -
. - , *
; 0 0 0 , , . *
, at -
'
,
1 ;
I ipain ; , '
; i *,
j flpotrpa
>!\ , . prtnwn, *
I . Doe A InAUM
. .
( .
I
| ,
.
, , *
, , -

.
j ,
; . ,
; , -
*
*

.

,
,
. , -
,
. , *
,
.
,
.
 ,


,
.
-
,
, , , -
, :

, -
.
,

.

1.
?
2.
?
3.
?
4.
? .
5. , ,
, ,
?
?
6 .
?
?
7.
, ?
8 . ,
?
9. >
?

Carter, Craig R., and Marianne M. Jennings, Purchasing's^^

tribution to the Socially Responsible Management o f the Supply
Tempe, AZ: CAPS Research, 2000. ^
Carter, Joseph R., and Ram Narasimhan. Environmenta
Chain Management, Tempe, AZ: Center for Advanced
Studies, 1998.
 . ^ 409

Ellram, Lisa, and Wendy Tate, IBM's Supply-Base Efforts To*

wards Sustainability, Practix, CAPS Research, August 2003.
The Environmental Protection Agency (EPA), The Lean and
Green Supply Chain: A Practical Guidefor Materials Managers and Sup
ply Chain Managers to Reduce Casts and Improve Environmental Per
formance, EPA 742-R-99-003, February 2000, httpy/www.epegov
The Environmental Protection Agency (EPA), Enhancing Supply
Chain Performance with Environmental Cost Information: Examples
from Commonwealth Edison, Andersen Corporation, and Ashland
Chemical, EPA 742-R-99-002, April 2000, http://www.epa.gov
| Institute of Scrap Recycling Industries, Scrap Recycling: Where
Tomorrow Begins, http://www.isn.com
Melnyk, Steven; Roger Calantone; Rob Handfield; R. L. Flint-
mala; Gyula Vastag; Timothy Hinds; Robert Sroufe; Frank Mon
tabon; and Simc Curkovic, ISO 14000: Assessing Its Impact on Corpo
rate Effectiveness and Efficiency, Tempe, AZ: Center for Advanced
Purchasing Studies, 1999.
Performance Benchmarks for Investment Recover}', Tempe, A/
___________________ Center for Advanced Purchasing Studies, 2001.

11.1

M iltec Inc.
, - Miltec Inc.,
-.
, - .
Miltec, ,
, - -
. - Miltec
, . ,
27-
. ,
,
, .
.
,
.
, .
1973 ., .
, -
, , Miltec. ,
,
.
410

,
, ,
, -
. - .
: .
Miltec *
.
*. ,
-
, -. *,
Miltec
.
, ,
.

.
.
?*
.
, i
, . .
.
. ,
, 1 0 . . .
. *
, .

11.2

(Greg Saunders), , *
, . , , 6ft
, , ,
.
, , "
.

ORNEX

, , *,
.
, , . *-
150 ,
1 2 .
 411
: -
I ^ , ,
, , .

I 0%
j FE Metal Powders Inc., ,
I Simpson Powders Inc. -
I , ,
I
-
I , . 10
16
. -
. - *
j .


6-120 . ,
, .
, , ,
, *
I .
' .

-
. -
, .

*
* FE Metal Powden 400
> 0,60 . . 16
4 . 100 . .
. -
, , -
***" . 3
***** .
****** . FE Metal Powders ,
300 . .
3artac . .
412

, 300 . ^
, . , ,
. -, . FE Metal Powders, *,
, , .
. FE Metal Powders *}
. , ,
0,20 . . FE Metal Powders , *
. *
, .

, .
,
, .
.
100 . . (-
, , 18 .
, 2% ?
. , , -
. , ,
, ,
. , , , FE
Powders
.


!






6*0












111
112 Lancaster Uft Insurance Co.
 414

:
?

?
*
?
:
?
?
?

, , , *
,
, ,
, pt&
. *
, :
,
. ,

.
.
,
.
, *
, .

*

*
.
,
, **
.

.
,
.

? ^
, , ^
. . *1
 415
I . , ,
. ,
(. 2.2 2.3). -
I . ,
i 0 *

| , ,
, ,
, )
, , -
-
, *
,
,
, , ,
,
) .
,

. , .
.
, -
-
. , , ,
,
.

,
,
, -
, *
* .
, ,
.
,
, ,

**6 .

, .

*
*- .
, , ,
- , -
,
 , . 7 *.

^
. , *^
, ^,
. ^
(m averick buying). , i

, , * 1
,
. * 1
, , OTjtv
, ,
. , *
,
, - |
.
, , .
, ,
. ,
:
, , ,
, , ecu
.
-
, ,
.
, , ,
, ,
. *
, **
.
. ^
,
. *
. **^
, , k
.

,

: ( 1) ^
, * ^
, ^
; (2 ) 6 '

417
, , ;
(3 ) ;
(4 ) ,
; (5) ,
,
. , ,
, ,

. ,
.

, ,
, , .
, ,
.
, ,
,
,
.
, ,
, ,
. , , ; (I)
; (2)
; (2)
, ,
, .

,
, .

, .

,
.
, ,
, ..
. , ,
,
, . , -
* ,
, ,
, ,
.
 418 na^,

, , ,
, ^ * 6
. , . ^
. , ,

, *?
*
. *
, ,
, .
&
, - *
,

.
,
. -

, *
-, ,
.
*
, **;
, . ,
*
, fpw*
. , <* I
, , , ***
.

, * 1
, *^
, . ^ ^
, '^
gjg^
. ^ I
,
. 1
.
. ^ |.0 *
, < m < _______| __

419
nix . ,
KiXiiw ,
e>oai\ . -
'Hcvrb
American Law Institute ( ttpa-
gi) National Conference of Comnuaonen on Uniform State Uwt (
no )
(Untfotm Commercial ,
) - UCC - -
mta ,
(Commercial 1
Stnupf) Uniform Law (
j ( t u c m ) ,
| -
| , *
I (U N.
| Convention on C ontiactt for the International Sale of Uoodi, CIOS) ca*
| ,
, urn*
,
. CIGS,
,
- . , ,
, ,
, *
| ,

. () ! ,
- 2 UCC. UCC *
American Law Institute National Conference of on
I Uniform State Larva. 1952 . *
*
2003 . UCC ,
.
2 UCC. ,
, ,
UCC. , , -
UCC, ,
ftaa UCC.
2 UCC (. 2-102),
, , -
,
^ , , ,
, ,
0* , -
, ,
*1. ,
, , -
(. 2-103).

:
1) ,
;
2) , ;
3) ;
4) ( ).
,
,
. ,
. ,
, ,
. ,
,
.
, .
, .
, )*
, U C C ,
. *
, ,
.
, *
, , .
.
, , ,
, .
, *
,
UCC, *
* .
, , , *
.
, , , *
,
1
.

421

,
: ,
-
,
, .
,
, ,
.
, ,
.
, , . ,
,
, ,
, ,
.
,
, .
, ,
,
. , , ,
, , *
.
, ,
. , ,
, .
,
, .
,
*1.
-,
(EDI), -
, , -
, ,
, , , .
,
, , -
. -
,
, .
, 2-207 UCC.

Uniform Commercial Code, Article 2-206.

 (1) ,
, ,
, , *^
, , ^
v
.
(2) *
. ,
, :
() *
;
() ;
()
, I

(3)
, -
. to-
,
, , -
1.


, , ,
, ,
,
. *#
, , *
. ,
, '
, ***
() , *
, , *

, fSWJf
. 2-201
.
1. , 5 W
. :|
2. ,
, 1 0

1 Uniform Commercial Code, Article 2-207.


423
uuw-
1.
, ,
. * ,
,
, , -
.
(promissory ). , ,
*, - ,
, -
, ,
, ,
,

,
,
. , ,
, ,
,

. ,
, -
. npnnin ,
, ,
, UCC ,
. .
, ,
. ,
^
,
,
. ,
- , ,
,

,
; , ,
.

' ('"niform Com m ercial Code. Article 2-201.

, Article 2-316 (3).
 ^
. ^^
, , v>,'
'
, UCC *
, , ?
,
, ,
, *
.

, *
. ,
L,

, , |
.
, , , id
- *
. ,
,
.
1. , ,
$
,
, i
2.
, '
- , (I)
; (2 ) ; (3) **
. , , *
, . ^
, W*
3. , *
, , caMbJjl '
, .
, , ^
. ,
.

1 Uniform Commercial Code, Article 2-607.

2 William A. Hancock, The UCC Notice Requirement, NAPM Insights, October 1990. P-
3 UCC, Article 2-601, 2-602.
 425

- , mm
, >
LmuLiKiium, *
. ,
* *
.
' ciyalii 1 jpynw
, *
m ,
I . . , , *
*
( . *
* ,
,
, .
[ < - - .
*! *
I >

I " ! !,
, , ipuapMiM
[ >
I . ,

I . .
I , .
I , <, ,
. UCC
c m

[ , .
, ,
. ,
I jpytoi ,
. *
, )
. >

,
. * ( )
.
*
1) ;
2) wkhmhiih;
 4JLQ
3) ;
4) 1.
, ,
.

, UCC
. , oorv.
^ .
*
.
*
,

. UCC , , *
,
,
,
,

,
.
, .

.
UCC
3. I
4, , *"
, ,
. ,
*"
:
*1
. *

(as is) (with all faults*). , -
,
, .

1 Uniform Commercial Code, Article 2-312 2-315.

2 Uniform Commercial Code, Article 2-316.
3 , *
, ,
,
, . (**4'
4 Gaylord A. Jentz, J.D ., Exclusion of Warranties*, NAPM Insights, July 1991, p. 8.

427

: , -
1 -
( , -! ^
[ , . 19 2*120 *
I , *
(FOB. FAS. C1F C&F). (
, ) ,

,
,
, * * ,
, , *
. ,
-
,
, *
, ,
FOB
: , ,

*
/
1 (conditional sales contract),
*
,
- .

*

, ,
, *
. , ,

, -
.
,
. ,

,
. .
< . .)
 428 r*^
. ..
^*1
.

, *^
, .
, , ^^
. ^
, ,
. 1
, , ,
, , , ,,
, ,
; , *
I
? I
, , , I
.
, , I
; I
, :
I
i
, I
, m
, 1 1
,
. I
, I
.

. ,
, -
.

, , , ^ .^ I
. I
. I
, . ^,
, 1
. *v
. , I
5
 429
, * -
*
,

,
I
,
, ,
,
.
, -
j , -
I , -
[ ,
I , , ,
[ 1-71.
-
j . ,
: -
I . ,
[ , *
( , ,
I
,
I *
, . -
[ - *
I
. -
| , .
, .
!
, , ,
, , ,
.

.
, ,
50% .
, 13
,

1 UCC, Article 2-713.

 , . . 1
, 1 I
. (feug,..: I
..
stare decisis ( */
*, )
I
.
, , , - .
. , *
, , ^
, I
.
. ,
, . ,
.
, , * I
, , I
, I
. i |
, , , . I
. * J
, I
.

, , , - I
.
, I
, . 1* 1
, ,
. 1998 . * I
*?
(Joint Statement on Electronic Commerce), , 1
*
... ... _ I
*. *#^ 1
* I
. - 1
. 1
1. * 1 1
. .^ 1
2. I
_________ ._____________________ \
 431
3.
, ,
, .
4 , ,

1,

. ,
(U.N. Commission on
International Trade Law, UNCITRAL)

, ,
,
. ,
,
. UCC
, ,

. ()
,

, ,
.
(digital signature)

. IS
() ,
, .
, .
24 2000 .
( )
, , .

, 2000 .
(Electronic Signatures in Global and National
Commerce Act), ,
.
, -
,
, . ,

^oim Statem ent on Electronic Commerce by U.S. and Japan. -

McBride Baker & Coles, http://www.mbc.coni/cconiJDe/ce.
4JZ
8I
, *.
, ^ ^ 1
. ^' I
, *^ 1 1
: (1) , *
,
; (2 ) *
*^
. *.
, ,
,
.

(Uniform Electronic Transaction :
UETA)
1999 . *,
.
.
, UETA.
UETA ,
UETA.
. UETA
, *
. UETA ,
.
.
.
. UETA , *
, ,
. ,
.
.
,
.
. UETA

, . ,
. **
,
, a UETA , ^
, ,
 433
. ,
, .
, . UETA ,
,
1.

% . 4, 6 (2)
-,
, (Federal Trade C'ommtt-
. FTC) ,

- ,
,
,
. - ,
,
, ,
. ,
: (I)
. - , ( 2 )
, .
, ,
.
; (3) ,
**
,

( ).
,
,
. 2
. , -

rum*e,d Fry. -A Preliminary Analysis of Federal and Stale Electronic Commerce Law*.
yFTX Online, http://www.ueiaonlme.com/doci.
^ American Bar Association Comminee on Cyberspace Law. B2Bt-Markrtpkxxs. Lr&jtUhr Reporters.
- / oqjbu*B*/cfa/kp>m/*rtlLHm}


fcajw
, , ^?
, . 1
?
(World Intellectual Property Organization, WIPO), *?
, ,
, , ,
. , iw
(),

. ^
, , ; ; ?
; , , , ,
. ,
, -
- .
WIPO

, , .

,
, *
, -,
. WIPO ,
,
. WIPO , 16
. 180 .
23 ,
. WIPO
http://www.wipo.int.

(U.S. Copyright Act) , HP

, .
, .
0 (
, , 1^ \5
.
, , , ^ \ ^
. ^
>
 435
, ,
. ,
.
,
() .

.

| (
), /-
| , -
, -
[ . ,
j .
I /: , , -
| , .
j , ,
I . *
[ ,
j . 20 ,
.
,
, , ,
.
, ,
,
,
.
,

,
1. ,

.

, ,

.
,
,

1 U C C , A rticle 2 -3 12 (3).
 , ,
. .

. ^
,
.

1. -, ,
, ,
, ,
. -, ,
(Patent and Trademark 0flit*
USPTO), , , * $
18 .
, ,
, USPTO
.

, /,
, , &
, .
*'

. . |

. *"
,
.
*
, *
. *1
, *
**
. *
, 0^
**
, .

1 T im o th y B a u m a n n , N e w D e v e lo p m e n ts in P a te n t L a w , Purchasing Today, A p r i l 2 0 0 1 , P- -

437

u r n . , ,
, , , . , *
)
.
, , , *
,

.
,

.
, -
.
, * , -
, .
.

, - , -
: . *
-, , , *
, ,



. *
,
(), ( ) ,
( ).
,
, *
.
, *
( )
. *
. ,
, , . -
*
 , , *. q
.* , ,
. , ,^
, - . ^
| |
- *^
.
!
,
. .
(M odel U n ifo rm P ro d u c ts L i a b i li ty a
M U L PA ), . *

( ), 2, 314315, U C C
.

. 6av-

.

. *
, , npto
.
,
, .
,
,
,
**^
( ) , *''
, ,
, . **1
,
*
, , * 1*
.

(alternative d isp u te re so lu tio n , A D R )
, , , ^
, , ^*
,
.11-) > ':1\ ..I - >~ n n n . n i . > '. -^ ~___

439
^* ADR.
. . *!
!
.
. , , -
; [1 *
ADR 35
I (Uniform Aibiiraiioa L n ) .
* , -
[ . 1970 .
I
(U N . Convention on the Recognition m l Enforcement of Foreign ArtMuml
I Awards).
ADR no (Qflke
[ Depute Resolution),
I . , *
ADR,
!
| .
| Interagency ADR Wotling Group, ,
I ADR * *
.
ADR

I *
I . , ,
. , -
I
. , ,
, *
; . , *
, , , ,
* . -
, . *
** ,
. ,
* , *
>. . -
, *
- , , *
^ , *
,
, , -
,
 . , , _
, '
, , , !
, !, 1
, *
.

, . ,
,
, ,
1. , *
? ,
, .
2. ? ,
, , *
, .
, j
3. ?
, , j
- , most
-
.
4.

? ,
, -
.

, * -
,
, ^
.
.

, ,
.
, !
^
. ?!* '
,
'. )\.-1 . ; mvn-i ^' ~____|
 44

- .
, ,

-
- ( S a i b a n c s - O v l e y A c t) , 2002 , >

, .
4 0 1 * -
hjv .
,
, ,
. 404
,
, ,
, ,


,
, .
409 ,
, .
, ,
, ,

, ,
.

flftlrv,
*,
( ).

.
,
.
, , , , , , ,
, .
,
^ .
, . -
* , , ,
, , -
* . , -
03 .
442 M jm jL
.
. , -
. , .
, . /
, , -
, . '

, , , | ^
. ,
, . -
ISM , ,
(. 12.1 12.2).

.
, *
.
1. /.
,
2. .
, .
3. . , *-
,
.
4. . i
, ,
.
5. . :
) , ;
)
;
) .

.
1.
.
2. ,
. -1 -
3. ,
. *
4. , ^ ^
,
.
5. , *1
, .

443
6 . ,
.
7. , *
.
S- *

.
9- .
10. - ,
,


,
. .
. . , -

, ,
.
^ ,
,
; ,
,
.
.
,

.
, ,
, ,
. -

,
. ,
.
. .
,
. .
,
.
. .
,

12.1

 444
*12

,



1. **,
, '
2. , ^ *
.
3. -

.
4. , , ,
,
, ,
, ,
, .
5. *

.
6. , I
.
7. .
8. ,
.
9. , ,
.
10. .
11.
, ,
.
12. .
200.

. 12.2

, ISM

*^ ^
,
, ^
. : ^
00 * ^
, .

445
,
.

. , ,
,
.

, .
, -
, , . -
,
.
.
, , ,
.
,
. , , ,
, (
, , )
. ,

. ,
, -
. ,

?
, , .
, ,
. , ,
. ,
,
. ,
, ,
. , ,
, ,
, .

.
* , , ,
, ,
 , ( |
) ,
; &!*-
.
,
.
, , *,
, ,
. *
,
, *
, - |
. ,
*
,-
. , *
, , ,
.
,
, .
, ,
,
. , *
. , rv
. *
- .
: , ) >
,
.


, **
, , . ^
, .
.**
0*
, *
? ,
,
, , . ,

,
, - - . .
> f
.

447
(1SM)
()
,
. ,
I

,
[ . , -
I , ,
, ,
, , ,

.
,

, .
,
,
. ,
,



, ,


,
, ,
, , .
, -
, .
,
[. ,
[
. , ,
, ,
, -
, . , ,
, ,
.
,
, , . ,
, -
, -
-
 448
. , *^
.
, ,,

, . ^

, , . 4

,
.
. i f e .
, ?
.
, ,
, .
, , , *
,
.
;
; ,
; ,
;
;
;
- ; -
;
. ,
, ,
,
, ,
. , not

, .
*
, - *^
. ,
, ,
.
.
, , ^ ^
,
,
.
 449

0 ,
,
. & *
, p fiftnw .

-
I. -

,
y i n m .

, , : ?
* !
, ,
, *
, )
, !
, . ,
,
, ! .
!
,
.
< ?

,

. ,


, , *
.
. , X ,
X , , X .
X.
, . ,
,
.
,
 (Clayton), 7, , ^
1.

, l
, *.
, *?
. -
, , ^ .
. , ,
, ,
(. . 14 f
).

Business fo r Social Responsibility (BSR) e&
,
, . BSR
,
,
. \

. BSR
, ,
, ,
, .
, **
. . Os
,
, , -, *'
, ,
, .
,
, , **
. , *
, ,
nval
, 3
? ^' .
? s
, ,
, ,

FTC Consolidated Foods, 380 U.S. S92 (1965).

 451

,
, .
, ,
- , ,
, ,
?
, ,
.
, }0Q3 t (Sustainability Report
>003) Royal Philips Electronics NV, ,
, ,
, SO .
, .
. ,
, ,
;

ISO 14001 Philips (Barham )

, ,
, . ;

, ,
,
. Philips
. 2005 .
. 1

,
, , ,
, ,
, .
. , ,
, ,
.
, ,
.
Global Reporting Initiative. GR1 ( ).

(Dow Jones Sustainability Indexes,
DJSI), 1999 . 2003 .

W i ll ia m Baue, P hilip s E xtends Sustainability Expectations to S upplier. Including Child Labor Ban.
*>ciolFunds.com, http://w w w .socialfiindt.com . Match 29, 2004.
 452
50, 40 ,
, , ^
. 2003 . ,
, 2002 ., DJSI World one?
.
*
.
, ,
, , -
.
(Institute for Supply Management, ISM) .

, . 6$.
, ,
: ;
, , , , ,
, .
.

, .

.

. , .-
, >
, .


.

1.
?
2. , -

? ? t
3.
, , *
?
4. * *
?
5. *'
, ? ,
? j j
6. , ,
, ?
 0 453
*
I 7.
,
?
8.
? ?
9.
,
?
?
10. , -

?
11. ,

1
12.
,
?
13. ?

American Arbitration Association 0Up*r-ltWVM* Man-

agement: Improving Economic and Non-Economic Oukome m Slums,
Business Conflicts. 2003. hltp;//www ,-uii org
American Aibitnlion Association. Drafting Dispute Resolution
C lautesi: A Practical Guide 2004. http;//wwwadr otf
Business for Social Responsibility hitp.//ww* 013
Global Repotting Initiative. hup//wwwgiobBlftpoitingocg
King, Donald B., and James J. Rittencamp Jr. Purchasing Man
agers Desk Book of Purchasing Law. 1999 Supplement 3td ed. Engle*
wood Cliffs, NJ: Prentice Hall, 1999.
Office of Dispute Resolution. U.S. Department of Justice.
http://www.uadoj.gov/odr.
Smedinghoff, Thomas J. (ed.); Andrew It Baxllc Jr.; and Geof
frey Gilbert Online Law: The SPA't Legal Guide to Doing Business on
the Internet. Chicago: Addison-Wesley. 1996.
Uniform Commercial Code: Official Ted and Comments Philadel
phia, PA: American Law Institute and National Conference of
Commissioners on Uniform State Laws, Wert Publishing Company.
2003.
World Intellectual Property Organization (WIPO). htlp://www.wi|X).inl/.
Wydick, Richard C. Plain English for Lawyers. 4th ed. Durham,
NC: Carolina Academic Press, 2001.
 12.1

Brassco
, Brassco, ^
,
Brassco. ,
, -
-.

BRA SSCO

Brassco 280 , 100 . ^

. fjjjS
70
, 60% .

*
50% .

(reducing), (reusing)
(recycling), *
. ,

*
, .
, *
. ** *
, *"
, !
.
Brassco
Riddirt, , , *
40 . . .
Riddirt , ***^
^
, Brassco.
,
Brassco .
jP|l > * i n r w w 1C |U
LtfBK H
I jsp *1" * . . , *
ta a .
I . *
! in

!
- wo ** m i

t Cfeaao IU
VM M
J ttfc ifi-
*

, 1 ^ . a a i ^
I * fla a V m a 1

,
I

JB D M T
[ * * liilM
Ib tfn , aat , , 5 *
|
< |1 .
11* * , at la m
[ . < jd *
cm** n a ip a o a .
| .
, *
, a h a y n ..*

fbao . ,
at ,
,
- (
|* . , ,
1 ,
* Miai *
.
 , . ,
, , 0* !fe
Brassco, ,
Riddiit ^
.
.

12.2

Lancaster Life Insurance Co.

, Lancaster Life Insurance Co.,

, , b w a jf i
. !
, L a n c v ic r,^
, * , - .'

LANCASTER LIFE INSURANCE CO.

Lancaster 1,5
6 5 . Lancaster
2261 - 155
,
, **1
, !
. *
, Lancaster.

_ _
, . 0(

618
456
* 326
109
_____________________________________ 1509

* (
.., ).

, -*^ ^
, .
, .
, ^.
 457

. i ^ -
,
% w -
. * ,
[, , *

Lancaster ,
[ 4
[ , ,
1 ,
[ Lancaster * U k m m
100 . .
I is
> ! -
[ ,
1 10-12 ,
I 2
I 20 Me-
[ h i iiipoBamwi
I *
I
-
-
[ V im m c m (
| *
[ , , . 1 10
* *
; nuoupim
[
I ,
Lancaster, *
, , -
: . *
: . ,
, JQ m att ?
Lancaster pawn* m i d ,
,
( ) -
, . , npr
*.

M A S T E R P R IN T E R I N C
Master Printer ( .

 458 r.
,
. . ,
, . ^
. ,
13
. 10 ,
. Master Printer Lancaa?^
20%. , ^
.
,
Master Printer . , ^
, . R ? *
, - 100 . .

, 6 . , *?
22 . -,
. , .





, ,
, - . *
; ,
,

, , ,
. , . - 0
/
, !**!
, , . *
, Lancaster *
.
, *
? , *
? , * 13.1

? - .
, Master Printer,
13.2 Industrial Products Corpora
. Master Printer ^
tion (IPC)
. Lancaster 1 ,
. ^
, -
?
? ,
. ,
 460

:
?
?
, .
?
:
?
,
?
?

, -
, , ,
>

.
: ( 1) j
; (2)
. '

,
.
, ,
, *
, wN I
, v I
.
, ^ I
.
, , 8 1
: *}
, , ***
. . 1 c.f>
: , ^
.
. , pa3p#*v
, , ^ I
, * ^ ^ . I
-, 3311^ I
, ,
, .

461
| > -
LgaTciM . 1 , *
, *
, ipoutcty

, *
,
( ) , -
. pne I I I

()

*|


) S | |


<

(
) ,


4

*

( )
4
,

1 3 .1

 462
, , ^
:
1) , ( );.
2) ;
3) ;
4) .
, ^
. ]
,
. , !
.
,
,
.
, <&
: ( 1) ; (2)
,
; (3)
,
.

,
,
.
, , *
(. 13.2,
Deere
Company).
, 6$
.
. , ,
,
,
.
,
. ^ -
^
, ^
. , ) ^ 1

.

463

Jo h n D eere
:


: ,
/



1. ,
:

;

;

;
.
2. ,
.
3 ( )

4
, :

;

;
Deere
;
,
.
5- ,, , -

13.2

* Deere and Company
 464

, , ^ ^ ^
. '
, . , !*"
, $CBf.
. ^^
, *
^

, *
,
, *
. -
, *
. -*.
, *
- (
. . 2).
:
,

, : ( 1) ,
; ( 2)
( , , *
); (3) *
; (4) *
,
, ; ( 5 )
, ) 53
.
- , , (*
.

, ,
. - ^ .
. 0^
^
, ,
.

465
I , ,
. -
( }
[ j. . ( }.
f 2- . (
).
*! ,
. ,

4. , ,
,
.
5 . ,
6. . ,
; .
, , *
. (I) , , ( 2) ;
(3) ; (4) .

,
, , ,
, , *
.
1 .
,
*
.
2 . , *
,
,
.
3. .
.
4 . ,
.
5.
.
6. . ( ),
.
7-
,
.
8. ,
.
, .
 , ^.
: - .
-
- *
, , |
. * ' I
(Lawrence D. Miles) General Electric - *
analysis, VA) , ? |
, .1
. , * *
, . *1
,
.
- **, I
, *
. , ;
, .,
; , ,
. , ,
, I
: .
*
, , , .
- ,
.
- *
jpas
. . 13.3, -
, .
- *''
,
Ford . - *
(Value Analysis Center) *
,
, ,
, , Ford, *
Ford * ^
. (Larry Denton), , 3 _
: , ^*
, ,
* *.
. , ^
. V F /C (*

1 ,

, ( . .) ________________________________
 ( 1 I * 467

, ). - lineman * * '
00 ,
, 5 ,
1

I VA - -|~ -i . ii >|~ it -~-

I I 1 * 1
(*** iw w a aw , yamm

hi w o . m * -*
*
.
IV 4
1 - *c*w>ioaai **
2 ?
3 ?
4
5 * ' *
6 , !
?
- * ?
9 ,
10
?
11. ?
12 ! ^
13 ? _______________________
14
?
15 * ^?
16 ! * ?
17. + ?
10. ?
19 ?
20 ?
21 ?
22 ?
2 3 tan 1-------------- -------------- ^ *
34 * < *4
cm ?
25 , * )
; ?
20 ................. ran I *
V '- ^
1. I
2
VI ? ____
V I
>^ '

1.

F o n t S tre s s e s Value Analysis to L oam C o m . Purchasing March 7. t9M . 5455

 468
-
?*
. - -
, ^
, , /
. - I
. , ,
,
, |
, , , -
, ||
, , *^

. -,

, ,
. ,
,
, .

,
,
.
.
, ,
, -
. , *
. , rpc6w*

- , , w n j4 P
. *
, *
, , , -
.
Honda of America , **
, 1990- !*
. 70 80% , **
, .
, * *
. *
, , **
. ^
.

+*' ^ W 4 M - m u m
k p j i u m m u u M um*

F fcfM M M * 1 % %
[ , w
- . CTiiW* 1 NN% fNMMUMMV u p
| . npmir | a . -
[ . a n
4 ,
0 >m -
[ .
1 ( . *
. %*
^
pup -
I & 1 1 tU P U M (
I
I t u u m u u t n p
[ HM U U PU . apkUBMMM , M fM un
| , *
PMpMi -
I o c n o p u p f p c n u <11
. ( 2) * . i l l
[ * ) *, 0 t ^ . ( | | *
[ (7) / fc ,
[ ,
1) ,
2) u r i p p M i i i *
I
, b k m p p m m i
*
. | 1 -
te n t !
ofiuviiM ft aw ,
u u n u p u t 15* . *
* 1^ crpewm m o
1 I . *
W I i p m m *

- .

1 . Tkr Rote o f Supph ( 1 . A t

^ n g Studies. 1997.
 *
.
, ^"'
- .

/e*w
, !?**
. /^
I. . , **
, , , , *
.
II. . ,
, , ^
, , ,
, .
III. . , ,
.
IV. . , * *
, , *
( ) , ?
.
V. . ( ,
, , ,
); ( >
;
, ,
, ).
VI. . , *
, , , *
, , , *
- , t
, **/
-.
VII. / . '
, , , , *
,
. **
, , ^
, , , ^,
- / **
.
VIII. . : , ^
, ^ ^
, , .
, .

. 13.4


471

, -
, ) ^ ,
. >*
, , - .
lu c v t
mprroacpw ,
we*
,
>


,

,

. 10 *
.
i I | -
, > *

, UP
nr. , 1, .
,
, ( ,
, '
,
.

1 0 ) 10

-



. ,
. ,
-
', , -
. , *
* ,
* .

,
, ^,?
. now/
. (. . 17 J *
, .)

. **,
,
, *.
,
.
. 10 . 19 .

( -
, &
.
, :
, , , ,
/ , -
/ .
, *
,
, .
. 9 , , i:

*
,
,
. **'
*
, . W
, *^
*
.

, ^ "
, ^
,
.

473

(PPM pans per million),

, -
-

,
.

,

,
,
. ,
,
.

, .

. .

(. . 14, )

,
, .
, .

. ,
-
** , .
,
,
. ( , , -
. 3 4.)
, ,
, . -
1(0 . -
-
. , .
 4 4

; .
^^0^
, , ^
**1* 4

, ^
. *
, ,
;
, , *
, , ^
.
20%
80% .
, .
)*
.

.
*
, 1
,
. .

, , ,
, . ,
, **

. *
,
,
. !1>- -
^

, ^ ?
. ^
,
, . **
,
, .
 L '

( ()
, , -
.
(
. -

I .
*
I *
I . ,
. . ,
. , -
! , -
I , **
()
I MRO , 12 , ,
1 ,
I , ,
I ;
I
u n n u M u t
I ,
I ,
I I ) *
I , *
I .
[ , ,
I
panama foaoaaa *
| , *
I . , *
. , ,
, ,
{ ,
1 w arn , ,
| > - ,
, . -
,

, -
| .
I'Mrra -
1 ,
 . I
.

, I
,
, , *,
.
.
? -
?
? I
.

, I
I
.
, , , I
. - I
, , - I
.
, I
. ,
, I
.
: (1)
,
; (2)
, ; (3) *'
, *
; ( 4 ) , ,
; (5)
; ( 6 ) *
; (7) ^
, ,
,
.

- , * |

477
,

,
,
.
.
, , .
, . , ,
.

. ,


,
, ,
,
,
.

, ,
.
, ,




. ,

.
.

, ,
.

, .

,
33X3, , -
^ . ,
.
,
* - . -
 ,
.
, ? 1^
^^^^^

. ^ ^ ^
, ^
, ^^.
. ^
,
, ,
,
.
,
,
, , ,
,
, , .

. :
,
,
,

. . ,
.

, ,
. w
, 0^ 1{
, ,
. , , ^^
f u t M M u w i p

w n w p fw iM *
v n v i v ,
iiu r v u M iv /iv n ,
i v f /v iv j AlJ ^
, , , *
, . I. 0*
, # ^

. . ^
,
,

479

. 12 ,
.
1 . .
2.
, .
3 . ,
, ,
.
4 . .
5 . .
6 . ,
.
7 . .
8 . .
9 . ,
.
10.
, .
1 1 . .
12. .
-
[ . ,
: ( 1 ) ; ( 2 ) ;
[ ( 3 ) .

. ,
[
' . -
I .
,
. ,

.
,
, . ,
,
, ,
. (
)
, , ,
, , ,
, ,
, .
 h
,0
- . 0
.|.,.' in *
j . i ^,
. 4
,

, ,
,
.

: -
.
,
.

,

, .
. 1.
.
, >
. ,
, ,
.
-
.
1 :

_ _ _ _ _ _ _ _ : ^

2 .
. |
^^ )-
, ^ ^
* 0 ^
, 1 ^
^ ^
.

481

,
. ^

,
- .
, ,
^ .

.
,
(,

), ,
/
.

: , ,
.
.
1. .
.
. (1) ,
; (2)
; (3) ,
.
.
; ,
.
. .
2. .
. ,
.
.
, ,,
.
. .
. .
3. / .
.
- .
482
- .
;1 .
.
. ,
.
. i
.
. ,
. .
,
. .
4 , ,
.

. ,
. ,
.
. , .
3. . '-
. ,
, , .


(, ) ,
.
.

,

.

. *
, &
/,
, ,
, /. 1

, ^
, ,

*
)

483
^

. ,
.
^,
, .
, : (1)
I ; (2) ; (3) ; (4) -
. ,
, , ,
, , ,
, , -
| , ,
^.

-
.
,
.
, , , , -
| . -
, -
,
1 .

, .

, ,
, -
, , -
1 , , -
, , -
.
,
I , .
| . .
.
I. .

, . ,
-. -
 c v r c i w e ^
( . ___
1 M I H n l l W 1 "

2. . /- , |
. jp y J
La


^
.
3. 360.^
( ^
), , # ^
.

- , ^
,
, .

.
,
.
(, , ),
,
. - ,
/,
.
.
I
, , on- I
. . *
, ,
,
, .
, . *
*
. 1989 . C A P S R e s e a r c h #
, *
, ,lt
,
2004 . CAPS Research ^
, , ^
, , ,
, , ^
, , *
o6oF
y a y i . , , .
, , , , 4
_______________________________________________________________________________________________________________________________________________ 1 , 1 , 1.1

485
), ,
.
, .
CAPS Research
.
CAPS
. CAPS ,

20 .
.
, CAPS 20
1.
1. .
2. .
3. .
4. .
5.
.
6 . .
7 . ,
.
8.
.
9. .
10. - /

.
11. .
12. .
13. .
14. , 80%
.
15. ,
, .
16. , .
17. .
18. .
19. .
20. .

C A PS R e sea rc h , http://w w w .capsresearch.oig/standard, August 2004.

7
.,II
486 1

. ^
, , '

. 1
.

, .

.

1. , -
?
2. ,
? , ,
() ()
?
3.
, ?
.
() , () , ()
?
4.
?
?
5.
?
? ?
6.
,
?

?
7.
?
8 .
? ?
9.
? ?
10.
?

CAPS Research Report o f Cross-Industry Standard Benchmarks-

http://www.capsresearch.org, April 2004. ,
Carter, Phillip, and Trish Mosconi. Strategic Measures M
Measurement Systems fo r Purchasing / Supply. Temple AZ: CAT
Research and Me Kinsey and Company, 2004.

487

Hartly, Janet L. Collaborative Value Analysis: Experiences

from the Automotive Industry. Journal of Supply Chain Manage
ment, Fall 2000, pp. 27-32.
Kaufmann, Lutz. -BSC Measuring the Performance of
Truly Strategic Supplier Relationships, PRACTIX, CAPS Re
search, vol. 7, March 2004.
Miles Lawrence D. Techniques of Value Analysis and Engineer
ing. 2nd ed. New York; McHrow-Hiill, 1972.

13.1

, ,

(, ) .
.

700 . 9000
. .
,
. .

3 .
.

: Lamoulin, Richmond Atlantic . Lamoulin
Atlantic .
,

.

2000 .
.

.
 488 13

Lamoulin Atlantic,
.
(. . 1).
25 Lamoulin Atlantic ,
. 2%,
.

(Consumer Price Index, CPI).
CPI.
. -

3 % .
.;

1
, Lamoulin A tlantic

,
,
, . . ,
.

* 9 ,8 0 9 ,5 9 9 ,7 8 3 000

* 8 ,8 0 8 ,5 7 8 ,7 4 6 500

** 1 2 ,2 0 1 1 ,8 8 1 2 ,1 1 3 000

** 8 ,0 0 7 ,8 0 7 ,9 5 75 000

** 7 ,1 0 6 ,9 8 7 ,1 2 250 000

* Lamoulin
Atlantic.

,

,

.
, -

, ,
,
12* , , ,

489

, ,
1,000, 100% (. . 2).
2

!28

3 2 1 1- 2- 3-


(

)
1,0000 0,9199 0,9446 0.9477 0,9410 0,9614

,
(. 3).

3 2 1 1- 2- 3-
1

5,0
7000 6875 4250 4750 5.0
, % 122,2
116,2 121,9 122.0
CPI 111,4 114,7
221,02 236,98
165,38 194,44 218,99
161,82 260,01 269,91
235,55 231,72 258,69
258,06 241,01 239,83
221,41 234,29
236,39 230,50
56,41 58,69
,34 65,04
50,36 52,56

52,91 52,91
52,91 52,91
57,28 52,91
6,00 5,96
6,22
6,08 3,82
4,50 1641,00 1753,00
1663,00
, 1578,00 1559,00 1
178,00 207,09 218,15.
178j92____J201J L -
__19315 5 _
236,06
 490 13

, , ,

.
-
, ,

. ,
.

13.2

Industrial P ro d u c ts C o r p o r a tio n (IP C )

, IPC, ,
,
Branco, .
. ,
.

IPC

IPC. ,
, .
1100 . 100 .,

.

IPC
IPC
, .

-
, ,
, ,
. ,


, ,
, , .
,
(Nonconfonnance Action Report), *

491
. ,
, ,
,
(. 1).
.
, , .

, 4

3 5% ,
2 5 10% ,

1 10 2 0 % , -

0 20% ,

, 1%
/ ; /

5 %
; / 9 0 9 9 %

5 10%
; /
8 0 9 0 %
10 20%
; /
70 80%
20%
; /
70%


(
)

5% (
)
5 10%
(
)
 492 1

1
1020% ( |
)
0
20 % (
_______ )______________
4 (
)
3 5% ,

2 5 10%

1 10 20% ,

0 20% ,

4 ,
,
5%
2 5 10%
1 10 20%
0____ 20%
4 :
5%
,

2 5 10%

1 10 20%

0 20%

30


31 60


30


3160

493

60
, - 4
, ,

2
,

,

, 1,

, , , IPC.
,
. 1 .
IPC
.
: ,
, 50%
.
.
0 4 .
.
(. 2,
Branco). ,
, 4.
.

3
_______ _____

- K0^ . -
___

3 0,65 1.95

,
/ 2 0,35 1 ___ ------------------
2,65 0,50 ,33
 494
0,30 1,20
0,30 1,20
4
0,20 0,80
0,80
4 0,20
4,00

0,50 1,50

,

,
0,50 0,00

1,50 0,20

3
Bronco

3.5

2.5

~
Q1 Q2 Q3 Q4 Q6

Branco
. , , Branco
, .
Branco . ,
Branco
, 3 (. 2 3). , Branco,
, ,
, ,
IPC
Branco . , IPC*
 495
Branco ,
IPC.

I . ,
IPC, Branco
. Branco
'. IPC
. Branco
. IPC 280 . .
.
, IPC Branco .
, 1. ,
Branco, ( ).
, ,
, .
,
.
, , IPC
, .
, Branco,
30% ( ).
IPC 2 . ,
18 . .

BRANCO
, .
,
....
. :
.
.
, ,
Branco,
, -
. ,
, .
 '

Incoterms








14.1 Global Pharmaceuticals Ltd.
/ 14.2


497

:
?
?
?
:
?
,
?

?

.
,
^ .
(EU), ,

(N o rth A m erican F ree T rade Agreement, NAFTA)
.
.
,
,
.

, .. ,
,
. ,
.
,
, ,
.

50 , , ,
.
,
. ,
Purchasing Magazine, , 63%
, , ,
.
, , ,
, 64%
*.

1Global Sourcing to G row But Slowly*, Purchasing, May 18, 2000, pp. 2428.
 498 14
2001 .
6.4 . .
,
. 1.4 .

1948 2001 .: 95 1.
2001 . 1,2 .

. ,
20D1 I
36 17% .

, ,
. ,
,
, . .
,
. (-.
, ,
,
).
10 ,
.

.
,
. ,
, ,
.
,
,
6> . ( )

.

2.
,

, ,
, .

iiu /jiio n . Inirm utiim al Trode Statistics 2002, p. 34.


499

- ,

, , ,
.
. -
, .
, ,

.
,
.
, , ,
, , , .
,
10%
13%
.
,
1.
,
.
.
. ,
1990- , ,
. ,
.
. , ,
,
. ,
, ,
.

.
.
, ,
.
,
.
,
;
, , ;
; ;
.

''lis Pride, Supplier Migration to Emerging Markets. WanPsAuio World, April 2004, p. 28.
 5 0 0 14

, ,
() . 2001 .
731 ., 260 .*
-;
,
, , -
.
, ,
,
-. ,
., ,,

4.
,
, .
,
, ,
,
* (
). . ,
,
.
,
.

5 .
-
, .

, .

6.

, ,
,
.

7.

, -

World Trade Organization. International Trade Statistics 2002, p. 25.


501
^ pi l l
mu- v _
_ /- w iium nnnn;, 1 . v rov
, -

$
, , , ,
-
.

9.
, -

. ,
,
.

10.
, ,
, ,
.
, .

, ,
,
. ,
,
. ,
,
. ,
. :
,
,
.

, ,
.
^,
.
, (-
 5 0 2 14
. 10). (

). ,
.
, .
,
.
. , ,
,
,
!


.
,
.

2.

.
,

A.
.
. -
,
.
B. -
.
.
,
.
. ,
, .
,

.

,
.
, ,
. ,
, , ,
(, , ),
( )


503
. , .
, ,
.
.
,
, ,
^ .

, -
.

3.
- ,
, .

.
, ,
- ,
, ,
.

4.

- ,
, .
, , ,

.

5.

, .
,
. ,
.
.
.
, :
, , .
.
.
,
- .
.
 I4
504

. , .
.
.
.
, .
.
.
,
, , ,
. , .

6.
: ?
,
.

,
, -
.
,
, . ,


,
. ,
. ,
,
, ,
,
.
.
.

. ,
,

.

7.

.

,
. Moiyr . -
i ,

505
, . (),

, .

,
, .
,
,
.

8.
, .
,
. ,
- . ,
,
.

9.
-
. - -
. -
?
? , ,
.

10.
,
( ).

, - .
,
. , , :
.

. -.
, ,
.
, ,
(Harmonized Tariff Schedule).
.
, , ,
,
,
, , . ,
 14
5 0 6

, .
,
, .

I I .
,
, ,

-
.

/2

. .
,
. ,

, ,

,
,
. ,
.
I 1988 .
(C IS G ).
. 2003 . C I S G
62 , , .
C1SG ,
. (U C C ) C 1S G
, .
.
UCC
, .
C1SG ,
.
. UCC ,
500 . CISG .
UCC :
. C IS G *
.
,
.
, C IS G , C IS G ,
C 1S G U C C . C IS G 3
C 1SG -

507

. C1SG,
,
C1SG. , ,
C1SG, ,

. C1SG.
,
, - (Exxon-Florio Amendment)
(Omnibus Trade Competitiveness
Act), (1TAR International Traffic in
Arms Regulations), , ,

(FC PA Foreign Corrupt Practices Act).

13.
, ,
.

.
: ,
,
. ,
,
.
-
.
,
.
-
, ,
: ,
, ,
.
, , , -,
(, - ,
).

14.
.

, - . ,
, -, ,
,
,
. -
 5 0 8 ' *

. , ^
, ,

-.
, ,

IS .


,
, .
.
,
. , , ,

. -
,

.
.

1 6.

. -
. , .
, ,
, .
,
. , -
, ,
.

,
.
1.
, ,

.
,
. ,
.
.

Supply Management, New York: M cGraw-Hill, 1996


509

. , .
. ,
.
.
, ,
.
. ,
, ,
, .

/7.
- ,
, 1977 .
, ,

(Foreign Corrupt Practicies Act, FCPA). FCPA
. FCPA
, , ..
, ,
,
.
, , ,
.

, , FCPA,
1988 . ,
.

IN C O T E R M S

, . (
) Incoterms
,
, ,
.
Incoterms.
1936 ., .
Incoterms 2000 .
*.

2000Ward Hinkclmaii, Dictionary o f International Trade, 4th ed., Novato, CA: World Trade Press,
 510

:
1. EXW: Ex Works (-) ( ) ,; .
/ ,

,
.
. ,
, ,
.

F
2. FAS: Free Alongside Ship ( ,
) ( ).
. ,
,
.
,
3 FCA: Free Carrier (-) ( ).
, ,
,
,
. * ,
, -, ,
, , ,
, , , ;
- .
,
.
4 FOB: Free on Board (-) ( ).
,
. ,
. FOB

.
-.

5 CFR Cost and Freight ( ) ( ). -
,
. C FR

. .
,
,
, .
 511

clF: Cost, Insurance and Freight (, ) (

) . ,


.
,
. CIF
,
.
7 . CIP: Carriage and Insurance Paid to... ( ...) (
). ,
,
. Incoterms 2000 ,
, ,
, . CIP
, ,
,
.
8. : Carriage Paid ( ...) ( ).
, ,
,
. Incoterms 2000 ,
, ,
.
, .
,
, ,
.

D
9. DAF: Delivered at Frontier ( ) ( ).
,
. ,
,
.
. DAF
.
. DDP: Delivered Duty Paid ( ) (
).
.
, ,
, .
. DDP
; ,
.
 5 12
ll.D D U : Delivered Duty Unpaid ( ) (
).
.
,
.
. .
,
.
12. DEQ: Delivered Ex Quay ( ) ( ).

.
, ,
,
.
13. DES: Delivered Ex Ship ( ) ( ).


.
.
, .
Incoterm s :
FAS. FOB, CFR. C IF, D EQ D E S. EXW , FC A , C P T , C I P , D A F , D D U DDP
,
. , ,
Incoterms ,
. , D D P ,
, D D P V A T Unpaid
( ) :
1.
incoterms (1) ; (2 )
, ,
: (3) ,
; (4) ,
; (5) ; (6 )
, ; (7 )
2.

, .
, ,
. In c o te rm s
, ,

' hdward G Hiokdouui. Dictionary of International Trade, 4th ed., Novato, CA: World Trade Press,
2000.
2tod
 ; ^

/
,
. -
.
1. - ,
.
-, ;
-,
,
.
2. . ,


.
,
. ,
. (
)
( , ,
, -,
, , , , - -
). ,
,
, .
3. , ,
,
.

.
4- , ,
, ,
, , .
(ISM)
()
.
(IFPMM), ,
.
,
.
,
.


514 * 14

. .
.
, ,
'
.
.
,

.
6.
;
Thomas Register
. , Kelly's Directory
, ,
.
. Dun &
Bradstreet (D & )
D & , .
7. , ,
, ,
.
,
. , ^
, ,
, .
- ,

: (1) ; (2)
; (3) ; (4) ; (5)
,
; (6) ,
, , .

,
.
/
.

-
, ,
. Unisys. Unisys '
:
(
515
; , ; ;
.
- .
. -
,
( , , )
,
. , ,
, .

,
, .
-

,
. ,

, ,
1.
,
. ,
,
,
.
, ,
.
,
.
Thomson,
( RCA)
,
.
, ,
, -
,
.
,
2.

(Interaational Purchasing Office, 10).
, ,
. ,

1 Michiel R. Lccnders and P. Fraser Johnson, Major Changes in Supply Chain Responsibilities, Tempe,
^ : Center for Advanced Purchasing Studies. 2002.
2Ibid.
 516 14

,
, . IPO
,

. IPO ,
, ,
, , .
, ,
. , Schneider Electric
, , ,
. ,
.
Schneider Electric
, , IPO
, 1.

: ?
, ,
, ,
,
.
, .
, .
. (
, 25%)
. 6
.
, , ,
.
-. - ,
,
, , ,
. ,
- (
) , .
.
, , -
:
( ), -

1 Susan Avery. -Global Purchasing Sharpens Schneider's Competitive Edge, Purchasing 131, no, 1-
June 6. 2002. pp. 11JO.
 _, 517
_
lKe .
*>*3^ .
I . ,
. , -

I 01 ,
I ^ . , ,
, , -
I 31-- .
.
I 0 : (1) ; (2) ; (3)
I 0 . ; (4) ,
I^ ; (5) *
I ,
- .
I , -
I , .

I
I , -
I . ,
I , .
; *
I , , ,
I ,
I . ,
, ,
. -
I .

[
I . -
| , ,
,
. ,
() .
-
!> , -
' - , .
930*1 -
. -
0 (two-corner uade).
, (three-comer
 trade). , .
. .

. -
, , - Kymni %
-
. , 50% #.
.
, ,
, . *
,
. ^*

, *'
, , .
, , ,

.
, ,
, ,
, )
, .

,
( ) (
) .

/
-
-
. , ,
,
.
.

,
. -

519

/ ,
.
.
,
, ,

,
,
. , , .
,
, .
,
,
.
309 (Defense Production
Act), 1992 .,
,
. ,
,
, S .

: ,
. , ,
1993 2000 .
345 302 177
48,6 .1

,
,
, ,
.

.

;
.
,
, , ,
.
, ,
, ,
, ,
. , (
,
, -

U.S. Department Commerce, Offsets in Defense Trade, Seventh Report, July 2003.
 ), .
.

- ,
.
.
,
.
1. , .
. ,
.
2. .
3. : ,
.
4. , .
5. , ,
.

(American Countertrade A ssociation, ),
, , -
.
, , ,
, ,
. ,
,
, .

I
(foreign trade zones, F T Z )
, ,
, ,
, 1.
. , , , ,
, , , ,
,
. FTZ ,
,
(Foreign Trade Z one B oard)
. '
,
2.

! . , .

U S Department of Commerce, 64th Annua) Report of the Foreign-Trade Z ones Board, 2002.

5 21

.

,
. ,
. -
, .
, 85%
204 ., FTZ . 2001 .
150 FTZ, 237 1.
FTZ ,
.
.
. , ,
.
, ,
.
.
,
, 50%
. NAFTA
.
,
, FTZ
.
. , ,
- ,

.
.
. ,
, .
. -
, ,
. .
. ,
, ,
99% . ,
,

. ,
,
, .

U.S. Department of Commerce, 64th Annual Report of the Foreign-Trade Zones Board. 2002.
 .
.
(
) .
, ^
.
BMW
1,2 ., !
FTZ. -
,
;
, BMW #!
. , ;

,

,,
,
, -
, ,
,
, ,
, .
FTZ ,
,
&-
,
. FTZ : (1)
, ;
(2) ,
, ,
.

, -
. , -
.
, .

, ,
, .

Beth . Schwartz.. FTZ S Transportation and Distribution 40. no 7. July 1999. p. 40.

523

. , ,
.
, ,
,
.
, .

. -
, ,
.
, ,
, ,
. 4000 ,
.
.
. 40 . 1.
NAFTA
,
.
,
.

(temporary importation bond, TIB)
. ,
, ,
. ,
. TIB , ,
,
. TIB ,
, . ,
,
, TIB .

, .
, -
.

Lara L Sowinski, Maquiladora's: Pending Changes on the Horizon, World Trade, September 2000,
PP. 8892.
 524 14
,
. :
, - .
.

1994 . ,
(N orth American
Free Trade Agreement, NAFTA). 15 NAFTA

.

. NAFTA
.
,
NAFTA
. , , ,

. ,
.
, .
-
.
,
.
. 2002 .
,
,
- .
2004 . 10 ,
25 -
450 1.

(). 1 1995 .
.
(General Agreement on Tariffs and
Trade, GATT) ,
1947 . 2004 . 147 -,
90% .
, ,

, ,

T he European Union On-Line, http://www.europa.eu.inl


5 2 5

,
, .
GATT ,

1.

, 100%
.
, ,
,
.

.
,
, , ,
.

,
.

.

1.
? ,
10 ?
1 2.
?
3.
?
4.
, ?
, , ?
5.
?
?
6.
?
7.
?
?
8. -
?

1 ^ o rid Trade O rganization, http://www.wto.org.

 526
14
9.

(NAFTA)? >
? -!
?
10. Incoterms?
Incoterms?

Avery, Susan, Global Purchasing Sharpens Schneider's

Competitive Edge, Purchasing 131, no. 10, 2002, pp. 1720. k
Bendorf. Robi, Pay Attention to Labor Rates, Purchasing
Today, August 1999, p. 14.
Forker, Laura B., Countertrade's Impact on the Supply
Function, International Journal o f Purchasing and Materials
Management, Fall 1995, pp. 3745.
Hinkelman, Edward G., Dictionary o f International Trade,
4th ed., Novato, CA: World Trade Press, 2000.
Kaufmann, L., and C. Carter, International Supply Man
agement Systems The Impact of Price vs. Non-Price Driven
Motives in the United States and Germany, Journal o f Supply
Chain Management 38, no. 3, 2002, pp. 417.
Larson, Robert K., and Ajay Adhikari, The Euro: Ready or
Not, It's Here! Ohio CPA Journal, JanuaryMarch 2000, pp.
8 - 12.
Leenders, Michael R., and P. Fraser Johnson, Major Struc
tural Changes in Supply Chain Responsibilities Tempe. AZ: Cen
ter for Advanced Purchasing Studies, 2002.
Locke, Dick. Global Supply Management. New York:
McGrew-Hill, 1996.
Trent, R. J., and R. M. Monczka, International Purchas
ing and Global Sourcing What Are the Differences? Journal
o f Supply Chain Management 39, no. 4, 2003, pp. 2637.
World Trade Organization, http://www.wto.org, May 2004.
World Trade Organization, International Trade Statistics
2002.

14.1

G lo b a l P h a rm a ce u tica ls Ltd.
-
Global Pharmaceuticals Ltd., , .

527

.
, . ,
,
.

g lo b a l p h a r m a c e u t ic a l s ltd .
Global Pharmaceuticals Ltd. (GPL) 1849 ., -
- .
.
5 5 40 . , 150
. 8 .,
1 .
,
.
, .
87% .
, ,
. 8%
. , (5%
), , ,
.

- ,
. ,
, ,
. ,
GPL, .

.
GPL Jones Clarice Animal Health (JCAH),
. GPL
-
.
, JCAH
.
. GPL
.
, GPL JCAH, 36
30 . .

, GPL
: , , , -
 528 14
. *
( , , , ),
. .
1100
11 . .
, ,
.

1.
, GPL.
2. ,

.
3.
.
4. G PL,
GPL.
5.
, .
6. GPL
;
.
7. 1 ,
.
GPL, , ,
GPL, , ^

, ,
, .
, ,
. ,
,
,
(. 1)
30%.
.
, -

'.
.
, , , '
. , . ^
 529
1
,

T etra te x ( ) 1 1 1 8
V e tra c il ( ) 2 2 9
B a x o til ( ) I 2 3
B a x o til ( ) 1 2 13
B a x o til ( ) 1 2 13
F e d e re x ( ) 1 1 1
V ito p a x (1 % - ) 1 1 2
V ito p a x (1 0 % - ) 1 2 2

, .
.

.
: ,
: 400
:

: R.Knof
: ,
: ,
:

: Union Plastics
: ---,
: 100
:

: Loffler
: ,
: 410
:

, , -
.
 14
530

14.2

3 ,
Central Ontario University, , /
,
Canadian Marine Lines. , -
,

.
,
. ,
.

CENTRAL O N T A R IO U N IV E R SIT Y

Central Ontario University ,

1200 25 . .
.
.

, , , ,
,
: . ,
. ,
. ,
. ,
, , .

, ,
(BrF$). ,
, , .
.
, .
,
.
1000 ..
Shouwu International Trading Company (Shouwu), ,
FOB , . Shouwu , 0
, . &0'
, , Shouw u,
,
, '
!________1______________ I________ I____________ 1 .

531

, .
,
, -
.
Canadian Marine Lines,
. ,
, , ,
.
.

, .
,
, ,
, . ,

.
, ,
7650 . .
,
, ,

. ,
. '

3 :
.
,
. ,
44,90 43,00 . .
, ,
, ,
.
.
, ,
- . Kohlpec
Canada . , Wal-Mart,
,
. Wal-Mart . ,
,
. , 21 .
, .
, .
, ,
.
, ,
, ,
.

.


-










15.1
15.2

,

 533

:
?
?
,
?
:
,
^ ?
?
,
?

,
. ,
.
, :

.
.
,
,
. ,
, , ,
,
.
,
. -
,
, ,
.
.
, (), ()
, .
,
, ,
!
, , , -
.
, ,

.
 534

() 25 50. , ?

.
,
, ,
, .
1990-
, ,
. . , ,

. 1995 1996 .


. 2001 .
,
,
. .

, ,
. 2004 .
1 ., - ,
.
, - .
: (1)
. ; ( 2 )
; (3)
; (4) ,
, , ; (5 )
;
(6 )
, (7)
.

I

, , ,
, , ,
, ,
, .

535

: ,
,
,
.
;
,
.

, (
,
).
, ,
.

(General Services Administration, GSA) .
1972 . ,
,
,
.
(Federal
Acquisition Reform Act, FAR) 1979 .,
(Competition in Contracting Act, CICA) 1984 .
(Federal Acquisition Streamlining Act, FASA) 1994 .

, ..
(multiple award contracts, MAC).
(ClingerCohen Act) 1996 .
,
(govemmentwide
acquisition contracts, GWAC),
, ,
. ,
, ,

.

, ,
. , (
).
536 15
,
. -
,
.
, ,
.
:
- ,
,
;
18 . , 1,
,
.

,

. . ^,
- ,

. - , -
, , ,
. ,
,
. :
, ,
.

, . , ,

, . ,

. ,
, .

. ,
-, ,
1. '

1 Procurement Reform Bill Finally Passes*, Purchasing, October 6, 1994, p. 19.


537

, ,
; , ,
,
.

,
,
.
(
) , .

,
()
.

(Buy
American Act),
,

, .
,
,
- ( , 6 12%,
)
.

13101
(Federal Acquisition Regulations, FAR)

1.


. 13101
,

,
*.

1Environmentally Preferable Purchasing. Office of Pollution Prevention and Toxics, United States Envi-
rnmental Protection Agency, http://www.epa.gov/opptintr/epp.
 538 is
.
1.
()
,
,
,
, ,
(. . 11 ,

).

,
, , 3
, . ,

. .'
, (1) , ,
, ,
,
; (2)
,
, . , ,
, , .
,
,

.

( )
, .
. ,
, .
, : (1)
,
- ; (2)
,
; (3)
; (4) ,

1 Environmentally Preferable Purchasing. Office o f Pollution Prevention and Toxics, U nited States Envi
ronmental Protection Agency, http://www.cpa.gov/opptintr/epp.

539
(.

! , ); (5)
,
; (6)
,
.

^ ,
,
.

, -
(.
. 7 ). -
FOB ,
,
.

, ,
, .
,

.

, .
. Anderson Cleaning
.
Anderson ,
, 1000 . -
-
. ,
Anderson Cleaning ,
. ,
0 .

0 .
-
.
 540 * is

.
. , .
. , ,
, .
.

.
, ,
,
.
, ,
, .
,
. , ,
-, ,
,
. .

, ,
,
. ,
,
^
,
,
, , .
,
,
, .
, (Index o f Federal
Specifications, Standards and Commercial Item Descriptions)1
: (1) ; (2) ; (3)
(FSC federal supply class).
, ,
GSA. ;
(Department Defense Index o f Specifications and
Standards), *'
. .

1 : G e n e ra l Services
Administration, Federal Supply Service Bureau. Specifications Section (3FBP-W ), Suite 8100, 470
fata Plaza. SW. Washington, DC 20407, GSA.
 541

.
,
.

,
, ,
. - (General Accounting
Office)
, ,
.5^

.
.
1.
1. ,
.
2. (RFQ)
, ,
, -.
3. (1FB)
,
; ,
().
4. (RFP)
, .
5.
.
6. ,
, ,
.
7. , RFP,
,
( , ).

-
. ,
--

^ , 2000 M odel Procurement Code fo r State and Local Governments, American Bar Association, 2000.
 542 15

, .
, 0.
-
.
,
,
, . , -
.
. , .
, .

; ,
,
, 1000 .
, ^
; ;
,
, , .

, ,
, .

.
. ,
. , ,
- . ,
. !
. 8.

, ,
.
. - , ,

. ; (
),
, ,
( , ),
, ,
, .
, , *

- , -
,
, , '

 543
, ,
, .
, -
! . , ,
,
.
. ,
, - .
,
. '
,
,
.
, .

,
.
,
,
.
, , - -
,
. ,
- ,
. .

, ,
.

.

, , ,
: (1) ,
(
, ;
, ( )
); (2)
, , , ,
; (3) ,
, ; (4) , ,
.
,
13.00 15 .
 544 is
,' .
,
,
, , , , 0
.
; . ,
, ,
. -

,
. , '*
.
,

. ,

,
. ,
, ,
.
, ,

;
. ,
.
.

.
1. ( ).
,
. ,

.
2.
.

,
.
3 ,

,
.

, ,
,
.

545

'

.
, , ,
,
.
.
, , .
,
.
( 12 )
) .

. ,
,
.
,
, , .

,
. ,

. ,
, . ,
,
.
,
.
, .

,
.
, .
, ,
,
, -
 546 15
..
, ,
, ,
. .

-
, .

,
( ).
,
,
, . -

$
, ,
,
, .
,
.
, ,
, ,
. ,

. ,
, ,
, (
),
. ,
, , , , ,
. ,

,
. , ,
, , , ,
.
, ,
,
, ,
.
, , ,
.
 _ .7
0 * 1

,
, .
.

- ,
.
,
,' ,

.
, .

.
,
,
.
,
,
,
. ,
, ,
.
,
.

(firm-fixed price, FFP)
. ,
,
, ,
,
.

, ,
,
(cost-plus-fixcd-fec, CPFF).
, ,
, -
 548 is
.
( )

. -
. ,
, ,,
CPFF ,
,
, .

, , ,
,
, , ,
(cost-no-fee, C N F ). ,
-
,
:
,
.

(cost-plus-incentive-fee, C P IF ) ,
, ,
,
. , ,
, 100 . ., 10 . .,
50/50. 120 .
.. 20 . .
, 5 0 /50,
10 . .. . ,
90 . .,
10 . . 5 . .,
15 000 = 10 000 + 5000.
,
( )
.
,
, , - .
. , M cD o n n ell Douglas
Corporation 6 ,6 .
- 17 . -
 549

I 1991 . McDonnell Douglas ,

, , 1,4
2,6 * -17 -
, , ,
Boeing, -17
747. 1995 . ,
-17 210 220 .
Boeing McDonnell Douglas
, -17 40%
2.

,

, , ,
, ,
,
,
.

,
.

.

, .
.
:
(1) ,
,

; (2) ,
.
, Premier, 200
, .
( ) 1500 -

11Rick Wnrtzman, McDonnell Douglas Seen Exceeding Cap on C-17 Cost. The Wall Street Journal,
August 26, 1991 p
2Jeff Cole, McDonnell Douglas Oflfcis to Cut Price of C-17 Military Planes by Up to 40%*. The Wall
,ree' Journal, August 1. 1995, p. 1.
I 19 ', 1 . u ____- ' .
 550 15

. Premier ;

, !^ 1
, :
, -
. ,
, ,
1.
: (1) ;
(2) , .
; (3)
: (4) ; (5) ; (6)
. :
(1) , -
; (2) ; (3)
; (4)
.
1981 . Ron M acD onald Interuniversity
Services,
,
, .

-,
,
.
(, (
). )
, .

,
. , .
,
. ,
. :
- - ,


. - -

1 Premiere. Inc.. hup://www.premiercinc.com


5 51

,
,
, ,

.

-
, ,

, ,
, . ,
, , 5%,
,
, .

. ,

.
,
, . -
, .

, , ,
, , ,
. -
, ,
,

.
, ,
, . 2003 .
68%
,
, , ;
, .

, (Model Procurement Code) ,

,

. American Bar Association (
) 1979 . 1999 .
 552 *18
20 .
- *
. ,
.
:
, ^
;
;

;

;
,
;

,
;

;
,
;

, 1.
, ,
, ,
. , ,
,
, ,
, ,
,
,
,
.

,
,
,
.
2.

1 Code far Stait and Local Government* (Washington, D C : American Bar Asso
ciation. MO. http/ / www.abanet.oqi.
FW Modei PrxKunment Ordinance far L ea d Governments (Washington. D C: American Bar Associa
tion. MU)

553

: (1)
,

,
; (2)
, ; (3)

; (4)
1.
, ,
, . 2000 .
, ,
;

; ,

,
;
2.

. :
/ ;
; ; ;
; .

-

, ,
;
; ;
.
(RFI),
(RFP) (IFB),
, ,
.
,
,
.

1 The Model Procurement Ordinance for Local Governments (Washington, D.C: American Bar Associa
tion, August 1982).
Ibid.
 554 15

.
, 2000 . CAPS, , -
. 65%
.

.
,^
.

.

, . ;
, :
: ; ,
.

,
,
- ,
,
.
, ,
: 100 . ., 250 . .
500 . .

; 5 .
10 .

; : 2,5 . .
. 2 -- 15 . .
.

555

, 1990- ,
. ,
.

1998 . (GSA) GSA Smart.

, , ,

, ,
. GSA Smart,
30 1998 . 29 2003 .,
, . ,
, , ,
,
, 1.
,
.

. ,
,
. ,
.

. ,
, , ,

, ,
. ,
,
,
, ,
.

Smart, http://www.gsa.gov, December 6,2004.

 5 5 6 15

I.
,
? ?

.
?
2.
-
?
3.
?
4.
?
5.

?
6.
?
7.
?
8.
?
?
9.

?
10.
, ,
?
?
11.
,
?
12.
?
.

CAPS Research. Purchasing P erform ance B en ch m arks f o r M unici

p a l Governm ents, 2001. http://w w w .capsresearch.org.
CAPS Research. Purchasing P erform ance B en ch m arks f o r State /
County Governm ents, 1999. http://w w w .capsresearch.org.
M odel Procurem ent C ode f o r S ta te a n d L o ca l G overnm ents, Wash
ington, D C.: American Bar Association, 2000, "1
National Institute for G overnm ental Purchasing-
http //www nigp org.
Office of Federal Procurement Policy, Office o f Management and
budget. Executive Office of the President. Best Practices f o r Collecting
 55 7

and Using Current and Past Performance Information. May 2000.

http://www.arnet.gov/Libraiy/OFPP/Best Practices/pastperformanceguid
e.htm.
The RFP Report. Surrey, B.C.: Michael Asner Consulting.
http://www.rfpadvisor.com.
Small Business Trends in Federal Procurement in the 1990s. U.S.
General Accounting Office Report to Congressional Requesters,
January 2001.
Survey o f State Government Purchasing Practices. 5th ed. Rev.
Lexington, KY: National Association of State Procurement Officers,
2003.

15 .1

20 ,
, , -
. ,
- ,
. ,
.
- ? ,
, .

330 . ,
41 110 .
,
.
. 1.
, .
,
,
, .

. ,
, ,
.

.
.
 558 16
11 )

*

- .

I
- ________________________________________________

-
:

- :

- :

-:

- :
-
-
-
-

-

, .
, ,

.

.
, ,
.

.
! ,
.
,

559

, -.
, .
.
, ,
. , ,
.
, ,
.
.
,
.

, 58 . .
, 15 . .
58 . .
15 . .

: ,
.
, .

.
,
, .
, ,
.
10 ,
.
.
, ,
.
,
.
, .
. ,
, , ,
.
.
, ,
, . , ,
, ,
, ,
, . ,
, ,
, .
 560 * 15
, I
. |
, I
, .
:
, i
>> , .
, I
.
.
-. > -' 1

,,
, .
,
.
, ,
. .
, .
) , ,
.
)

.
. , -
,

-

, -
, ,
, , .
. .
, ,
. , ,

, .
n q KOH. ' . ? ,
0 -
) , ,
* ,
' ^ ^ ? ,


1 5 .2

11 ,
(Fairview School Board, FSB), . ,
, . ,
,
.
.
.

(FSB)

. ,
,
. FSB 200 , ,
2000 , 8000
. ,
100 ,
. FSB 525 .

,

. 12 , .

.

.
,
.
FSB, ,
,
75 . . -,
FSB.
, , ,
.
. .

30 . .
. .
 : ^, I
, . - I
, ,
- ! I
. 1 ., I
. , !
, I
, -, - -
I
.
, I
, ,,
- , I
. ,
. ^
, .
.
, ,
.
.

, ,
FSB 7 .
, .
,
,
. , ,
, ,
,
. ,
,
. ,
500 . . , ,
.

. ,
FSB, .

. , ,
. : ,
. ,
, .
,
, ,
.


*





16.1
16.2 Casson Construction

 564 ig

:

?

?

?
:

?
?
?

,
-,
, ,
. ,
. (, )
,
.
(, , , )
.
,
.
(U .S. C ensus B ureau),
, ,
1 1,5 . ,
, ,
.
,
.
,
,
.
, ,
, .

. i..
,
, .
 , j g ; ^

,
.
. , -
i ,
[ -
I
I . , ,
| .
,

.
, ,
, ,
,
. -

:
, ,
,
.

, ,
,
. , ,
, ,

. , -
.
,
.
. -


.
, , ,

ncrna, -
I 1.
I ^ -
I -
, -
 1
566
* -
. ,
30 5 0 %
.
,
, , .
) ,
.
, .

.

. ,
.
,
.
.

. ,
, ,

,
- .
,
. Intel

.
, .
, .

, .



Intel -.

. , -
.
. ,
, , .
,

 567

, ,
,
. ,
, : (1) ; (2)
; (3) ;
(4 ) ; (5) ; (6)
; (7) ; (8) ,
.
, ,
, .
?
? :
, ?
, ,
, ,
? ,
- ,
,
?
, ,
. -
, ,
, , , , ,

.

.
, , ,

, .
.

,
. ,
,
, .
,
. ,

, .
, -
,
.
 568 ie

. , , . -'
, ;, . .
.

, , ,

I.
. , ,
, -
,
. ,
, .

.
2.
. ,
,
.
3 -
, .
4 ,
.
;
,
, , , ,
.
,
. ,
, , ,
, ,
. ,
. ,
, , ,
.
, .
5. ,
, .
.
,
,
.
,
 569
CP*'10
,

.
, ,
.
,
.
.
6. ,
, ,
. ,
, , ,
,

(. . 11 ).
7.
, ,
.
8.
.
? ?
?
? ?
.
, ,
. .

,
.
.
9. , ,
,
, .

, ,
, ,
, .
,
, , ,
, , ,
. ,
, -
,
-
.
 6 70 1

, ,
,
.
-
.
, ,

. ,
,
,
*
.

,
. .
, ,

. ,
,
,
. .
?

'*

, ,
? ,
, . -,
? -,
?

. ,
,
.

, . '
-
 ^

* - -?

, , ,

, ,
.
.
. ,
,
, ,
, .
. , ,
, .
, .
.
,

, ,
,
.
, ,
, .
,
.

,
,
. ,
,
. ,
, , -
, .

,
, , .

? ?
?
-
 5 7 2
18

" ,
? -
, , ? .
. ? *
? -
?
?
? ,

?

(life cycle costing, L C C ),
( ).
: ;-
.

, .
,

, ,
, ,
.
. ,
,
.
,
, .
( 10 15 )
, ,
. , *
,
, - ,
. , *
,
.
, *

,
. ,
,

573
,,
20 60%-

139 .

, ,
, . ,
, ,
. SEMATECH,
,
,
,
.

, .
,
.

, .
,
,

. - ,
2 . 10 . .
. -
, , ,
.
,
. ,
.
, ,
, ,
,
, , , .
, ,
, , ,
,
.

( , )
574

.

, -
.
, ,
,
. . , ,
.

, ,
,
. ,

.
.

.
, ,
.
:
. ,
.
,
. * (. . 6)

.
.
,
, ,
.

,
,
.
, -
.
,
.
,
, .
.

. , -

5 75
I 0 - . -
I
I - ? -
I . , -
I 800 . . -
I 1 . !
, -
I
I .

?
. :

. ,
,
.
,
.
,
.

, .

.
, ,

.
,
, ,
,
.
, -
.
,
.
, ,
. , ,
,
-.
.
,
.
. II . ,
, -
 5 7 6

.
.

,
.
,
.
, ,'
:
.
. ,
,
. , .
. , ,
,
.
: ,
( ,
),
,
- ( -
).
,
.
1. , -
, ,
.
2. .^
3. ,
.
4. .
5. .
6. ( ) .
7. , 0'
.
8.
.

'
.

577
I , ,
, , .
,
, , , ,
, *.
, * .
2 . ,
.
,
.
3. *.
,

30 .
,
, ,
,
, , .

,
. ,
, .
,
, ,
/ .

.
, * ,
.
, ,
.
. ,
(Internal Revenue Service)
.
,
, ,
.
1-
, .
2.
.
3. ,
, ,
, .
 5 78 ig

4. .
5. ,
,
,
, -
,
.
6.

.

,
.
,
, .
, , ,
,
. ,
. ,
. , ,
,
. ,
, .
, ,
. ,
*, ,
.
.

.
, .

:
1) ;
2) (
);
3) ;
4) ;
5)
;
6) ;
7) .
3
579

, , ,
, ,

,
, :
1 ) ;
2) ;
3)
.
,
, .
, ,
?
?
?
?
, ,
; ?
?
?

: .
'
.
, , ,
, ,
.

,
.
, ,
. , ,
0,25%
.
.
, ,
.

,
, ,
.
,
, , , ,
 1

580 i8

.
.

, .
, ^ -
.
, ,,
,
, .

, ,
.
, ( . 16.1).

16.1

,
, . "

581

,
jftieeT .
,
.
[ ,
I .
I ,
I , .

I ,
I
I , -
I . ,
I , ,
I . , -
I ,
. -
I ,
I , ,
I . -
I .
I , ,
I .

I
I . , -
, ,
I , .
1.
.
2. .
3.
.
4. .
5.
,
.
6. .
7. .
, -
J .
, 2% -
,
3 50% ,
,
' " " " *
 16
5 8 2

.
1%.

, ,
. ,
,

.
. , ,
.

, ^
.
1. ?
2.
, ?
3. ?
4. ,

?

, ,
. -
, >
, , ,

.
,
.

(), ( ),
( ), (-
. 17 , ).
,
, ,
, , ,

583

(,
).
. ,
, ,
, ,
, ,

.
, ,
. , ,
.
, .

- .

, , , ,
. , ,

, ,
,
. ,
.
, ,
, ,
,
, ,
,
( ).
,
, ,
,
, .
,
, .
- ,

0 .
,
, , , -

. ,
,
,
, . ,
,
, ,
584

,


.

.
.
,
,
, , , , ,
, , .
, , ,
. ,
, .
,
, ,
,
, ,
. , ,
, , , ,

. , -

, .
,
, -
.
- , , ,
,
.
, .
, ,
, ,
. ,
, ,.,
,
. ,
,
, .
,
7 12%. , 6'
, .
^'
. .

585

, , ,
, , . ,
,
.
, , ,
, ,
, .
.
, -
, , ,
,
.
, .

,
, , ,
.
,
, .
, ,
,
, .

,
.

, ,
, .
,
. ,
, ,
,
.

. ,
'
.
.

, , .

. -
586 is

- -,
- ,
.

, ,
,
. ^
,
. -
,
,
. ,
.
,
, , ,
. ,
.
,
(progress evaluation and review technique,
PERT) (critical path method, C P M ).
,
. , -
. ^
,
. -
>
, ,
. ,

,
.

. , .
.
, , ,
, .
. ,
,

. , , ,
, ,
.
(RFP).
.
, ,

587
.
, .
(RFQ) (RFP)

. 1.
. , .
. ,
,
.
. ,
.
. ,
. ,
.
.
: , ,
, , ,
,
.
.
, .
.
( ).
. ,
(
).
.
.
.
. ,
,
. .
. .
. .
.
(. .. 17 , ,
, ).

,
, .
,

1 Richard . Lohmann More Than Just Bricks and Mortar*, Purchasing Today, November 1998, p. 51.
 , . ^
. . ^

, -
, ,
, ,
. , , ,
, ;
. , ,
;
, , .
, ,
. , ,
,
, .
-
,
. ,
,
. , , .
, ,
,
. , ^
- , . , ,
,
?
,
, ,
.
,
, , .

,
,
, .
.

, , , '

, ,
 589
. ,
Worldwatch (http://www.worldwatch.oig), 40%
30% , 40%
, . *

, ,
.
,
,

. *
.
^. ,
,
.
, ,
, .
, ,
.
,
.
,
.
35% .
Toyota, . , . ,
20% .

. , ,
, ,
,
,
. ,
,
.
Green Building Councils Leadership in Energy and Environmental
Design, LEED, ,
,
. 4 . ,
,
*, *
. ,

, .
(GSA)
2 .


- ,
, -
.
, , ,
. ,
.
,
.
,
.
,
, ,
, ,
,
,
,
.
-
,

,
. ,

. ,
, .
- , ,
,
, ,
.

,
, ,
.
, ,
,

,
,
,
, *
 591

,
, ,
- ,
.

1- -

v/w - 2. -
,
?
3.

?
4.
,
?
5.
?
6.
?
7.
?
8. ,
.
9.
?
10. ,
?

Isikoff, Brian. How to Buy Techndigy*, NAMP InfoEdge 3,

no- 12 (August 1998).
Knod, Edward ., and Richard Schonbeig. Operations Mana
gement. New York: McGraw-Hill / Irwin, 2001.
McConville, John G. 1996 International Construction Cost and
Reference Data Yearbook. New York: John Wiley & Sons, 1996.
Rocky Mountain Institute, http://www.rmi.org.
U. S. Census Bureau. Current Construction Reports.
http://www.census.gov.
U. S. Green Building Council, http://www.usgbc.oig.
 5 92 **16

16.1

,
Browne and Coulter Engineering (), - ^,
, ^) .
,
, .
,
.

. .' '

. , -
. , -
. ,
. , ,
, Andrews C onstruction Moore
Brothers.
, ,
- , , ,
, . F oster C onstruction
572 . . , ,
650 . ., Moore Brothers 604 . . Andrew s C onstructions#
404 . .
Andrews, ,
, , Foster. Foster
, -
, , .
, ,
.

1 6 .2

C o s s o n C o n s t r u c t io n

20 . , - Casson C onstruction

, . ,
1.9 .,
. Langford Precast,
, . ,
, .

593
CA SSO N c o n s t r u c t io n

Casson Construction,
.
100 . 5 .,
: , ,
.
.
, : ,
,
, ,
. ,

,
, *. ,
,
.

.

, ,
( , , .),
.
, ,
, , ,
. ,
,
.
, .
.

,
. Casson Construction
,
.
10 , ,
1886 . . 87 . .
, ,
,
.


^
; jfe
& I
,
. I
I
. I
Casson Construction I
. Langford Precast , 'Casson I
Construction . Casson Construction .* I
. 4 Langford Precast. Casson I
Construction Langford Precast , I
- , * I
.

, I
, |
, ]
. I
, Casson Construction I
, 4% . I
,
.

, I
6 . , I
, , - I
. , 1
. , , - I
, 1000 . , 1
- , .
\>
-

.

. , 0
'
,
* ***

59 5

, ,
, - . Casson Construction
1 15 . . 25 . . . -
, Casson Construction
,
.

LANGFORD
, 20 Langford Precast
. ,
Langford, , Langford Precast
- .
Langford Precast , ,
- 20 . .,
. .
Langford Precast
, ,
; , Langford Precast,
, , ,
.
, Langford Precast,
(. . 1). ,
, ,
, .

1
20 - ,
Langford Precast

20


!
:
310 6

.
6 . ,

.
2 ,
.
, ,
, .
 596

1. ,
: ^
.
2. 8 . ^
6 .
3. 15 . t
6 .
, ,
(12)
.
20 , .'* !
.
. ^
,
.
, 14 .
17 .
18 . ,
, 5 () .
, ,
,
.
6 , ,
, .

. ,
.
, ,
, .'
, .
.
, .




?




,,




,
, 17.1
17.2

17.3 Hampton Manor

 598 17

:
?
,
?
?
:
?
?
, ?
?

,
. ,
, .
,
, , -
.
, ,
. ,
.

/
..

_

/





-




/

" 599

(, , )
/
(, -
, ) . '

Managing Your
Services Spend in Today's Economy (
), 2003 . CAPS, ,
44% , 23 30% .
: ,
/,
, ,
/ , .
.
,
, 5%,
.
,
.

, ,
, . ,


. ,
, ,
.
.
.
- . ,
-
, .

.
, . ,
,
6 0 0 17

.
. , , ,
. !
, ;
, ;
;
;
, .

.
, ,
, ,
, .

, ,
,
, , ,
, ,
.. ,
,
.
,
.
.
,
,
.
,
^*'
, , ,
..
.
1.
,
, .
2.
. ,

.
3.
,

( ).
* 601

,
- .
-
,
, ,
,
.
, ,
.

. -
,
.

,
,
. -
,
^ , ,
. Managing the Services Spend
( ), CAPS,
, ,
, , .
, 70% ,
, . ,


, . ,
,
, .

,
, ,
, .
.
. -
, -
, ,
- .
, . , -
,
"' .
602 17

, ,
,
,
, ,
. , ,
.
,
.
.
, ,
. ,
, .

, ,
, .

. .
,
, , ,
, , ,^
, , ,
.
, , ,,
, , . ,
,
. , . 4
, ,
. , ,
,
^
,

.

. -
. , ,
, , , ,
.., .

: , , ,
, , , ,
, , -
.
 603

. .
, ,
, , , ,
, .
,
, - ,
.

,
.
ABC/ ,
, . ,
. , -,
,
,
. ,
-
, . ,
,
.
,
.

, ,
,
, . ,

. ,

, .

,
. ,
. ,
, ,
- , -
, ,
, .
,

.
604 17

, , -
.
, .
, ,

.
, ,
. ,

.
, , .
, , ,
,
. ,
? ,
? ,

?
,
. ,
, .
-

. . ,
,
. ,
. ,
,
. ,
, - ,
,
.

, .
, ,
. ,
, -
, ,
,
. , ,
, , 8

*11 605
. ,
" , , ?

,
.
.
, , ,
,
.

, .
;
, .

,
.
,
, , ,
, ,
: , - ,
, .
.
,
,
. ,
, ,
,
, ,
.

,
.
. , ,
, )
.
, -
^ , .
.
0 , , -
, -
03. , , -
> , ,
(-' , .
 606 17

,
. ,
, .
, ,
, , ,
, ,
,
, , ,
.
, ,
,
,
.

, . ,
,
, ,
.
. ,
,
. , ,
,
.
. ,

,
, ,
. ( )
(),
.
, -
.
.

, .

.
. ,
.
, -
 607

.
,
.

,
. . ,
,

, , .

.
, ,
, ,
,
.

. ,
;
,
;
.
.

.

. : (I)
; (2)
, , ; (3)
; (4) ,
, , ,
, .

, , -
, . -
? ?
? ?
? , , ?
608 17

,
,
.
. .
.

, ,
, .
,

( , ,
.).
. 17.1.

, (
).
; : ,
, , ,
. ,,
.
( , , ,
, , ).
(,
) .
.
(, *&
, ,
) .

Michele . and M ark . Lindsay, C lean U p Y o u r A ct*, Purchasing Today,

March 1999. p. 47.

17.1

, ,
, ,
, ^
*
.
, '
. ^
,
 ,
, -
, ,
, . ,
,
. 17.2
.

1 .
1 .
1 .
1 .

15 .
15 .
, ,
1 1 .
15 .

. 17.2

,

, .

. ,
,
, .

,
, , *.

,
. , ,
, .
. ,
, ,
(1 .
,
. -
: -
 610 17

. , .
, ,
, , , ,
, , ,
, ,
,
.
.
. 10 .

, :
( I) ; ( 2 )
; (3 ) .
1. (master service agreem ent, M SA). ,

,
.
.
,
. M SA
.
2. . ( R F Q ), , ,

, ,
. R F Q
,
,
( R F B ) ,
.
,
(R F P ). , ,
,
R F B . ,
, ,
.
,
, ,


, ,

( R F ).
,
.
3. .
.
, , -
 ' ;,
.
RFx ( = , ),
.
,
, , ,
, .

'
,
.
,
,
.
- ,

,
.
.
,
.
, ,
. , -,
*.
, ,
. ,
, .

, , , , -
, .
, ,
, -
.

,
, , ,
, ,
.
,
, ,
*.

1Sara L . V in a s, W h e n Y o u W a n t R e n o ir Instead of Picasso, ConsultingServices Guide-Supplementto

Purchasing Today, A u g u s t 19 9 9 , p . 5.
 612 17

. -


.
, ,
, .
,
,
.
.
,
,
.
. ,
.
,
.
,
,
, .
.
,
. ,
,
.

,
,
.
, , ,
, .

. ,
,
,
.

, .
, - ,
.
, ,
, , -
, ,

613
,
. , -
. ,
- -
i , ^ .
; , -
! ,
| . ,
[ . , ,
[ ^ -
I .
-
, , .
I ; . -
I ,
[ ,
.

I , .

,
,
[ .
, ,
! , .

.
I , .
,
, ,
, ,
.
,
.;
.
,
, .
,
,
.
, -
. ,
,
*^"
 614 17

, ? .
. ^ -

.
.
,
, ,
, .
(service level ag reem en t, S L A ) .
, , ,
, .
. ,

,
.

.
. : ( 1 )
,
, , ;
( 2 ) , , , .
. ,
;
,
. ^
,
, , .

, .
* *
, .
, ,
, (
, , ) -
.
, .

,
. ,
,
.
,
, . -
, -
 y e , ,
0 , . , , *
^ .
,
,
(. . 19).

,
, , ,
, .

( )
.
,
,
, ,

.

, ,
. ,
,
.
. ,
,
. ,
.

, ,

,
.
-
.
, ( )
.
, , ,
.
,
, .
 616 17

,
. ,
.
, .

.
.
,
, .
, , ,-
. ,
.
1. , ?
2. ?
. ,
,
, .
,
, ,
, .

, ,

, .
(P arasu ram an ), (Z e ith a m l) ( B e r ry )
,
.

.
.
,
.
.
,
1.

.

.
, ;

' A . P a ra su ra m a n , V . A . Z e ith a m l, a n d L . L . B e rr y , C o n c e p t u a l M o d e l o f S e r v i c e Q u a l i t y a n d i t s lm p li"

c a tio n s fo r th e F u tu re * . Journal of Marketing. F a ll 1 9 8 5 , p p . 4 1 5 0 ; a n d S E R V Q U A L : A M u l t i p l e - I t e m
S cale for M e a su rin g C o n s u m e r P e r c e p tio n s o f S e r v ic e Q u a li ty , Journal of Retailing, S p r i n g 1 9 8 8 , p p . 1 2 "
! ' , , . , 1 1 1 , ,_ _ _ _ _
 617
, ;
, .
, .
, ,
.
,
,
, .

,
.
. ,
.
,
.

- . , ,
,
, : ,
,
; . ,

1 . , , ,
.
.
. , ,
,
.
. ,
,
,
. ,
,
.
,
.

, .
. 17.3, -
1> .

. '

, ,
- /LiMiHpiuiiniitihi ,
\ , / ,
> , ,

,





,

.

,


-

,
,

. 17.3

 620 17

-
. * -
. , , - , .
, -, .
15 ,
. .
, ,
,
.
, , ,
. .
. ,
, *
. -
, ,
? , ,
. , ,
.
. ,
.
,
: ,
, ( ,
), . .
,
, ,
.

,
. ? , ,
,
, .
, ,
,
.

, . (
),

. , "
 621
, , ,
, , ,
, , , ,
, , ,
, .
: , 4
1 ) ,
;
2 )
, ;
3) ,
,
, ,
,
.
, ,
- ,
.

,
, ,
, , ,
, CAPS Research
1 0 - ,
.
1. ,
, .
2. , .
.
3. , ,
, .
4. .
5. ,
, .
6 . ,
.
7.

.
(
) ,
.
8 . (, )
.
 622 17

9.
. , . .,
, ,
.
10.
, - ,
. . ,
: - , 1. ^

!


.
. -

. ,


, . -

,
.
,
.
-
,
.

1.
,
?

2.
?
3.
?
4.
?
5. ,
, ,
.
6 . ,
?
7. ,
, ? ^

1 Harold . Fearon and William A. Bales, Purchasing of Noniraditional Goods and Services (Tempe. AZ-
Center for Advanced Purchasing Studies, 1995), p. 10.
 623
J 8 .
? |
9.
?
?
10. -
?

Consulting Services GuideSupplement to Purchasing Today, August

1999.
/ Managing Your Services Spend in Today's Service Economy.
Tem pe, AZ: CAPS Research, July 22,2003.
Parasuraman, V.; A. Zeithaml; and L. L Berry. Conceptual
M odel o f Service Quality and Its Implications for the Future, Journal
o f Marketing, Fall 1985, pp. 41-50.
Parasuraman, V.; A. Zeithaml; and L. L. Berry. SERVQUAL A
M ultiple-Item Scale for Measuring Consumer Perceptions of Service
Quality, Journal of Retailing, Spring 1988, pp. 12-40.

17.1

, , 10%*, -
, Wesbank,
, , D. Klloran Inc.,
, Wesbank
.
K lloran Wesbank .
W esbank,
, ,
.
-, ,
W esbank 8 .
,
Wesbank. - .

.
, .

. -
, -
. ,
, , -
- .
^ , -
.
 624 17

, ,
.
W esbank. ,
, ,
, . I

1 7 .2

, , ,
. ,
30 , ,
5 0 % . , ,
, .

. ,
. ,
, , .
.
,
. , ,
.
,
-
, , .

.
, , ,

8
. ,
.

SIGMA SERVICING
S ig m a S e rv ic in g ,
Sigma.
0 ,9

625
. -
, .
.
Sigma ,
.

, Sigma .
,
S ig m a ,
. -
S ig m a .

S ig m a ,
. 1,4
0 ,9 . Sigma ,
,
, 1,4
. , Sigma
. Sigma
: ,
,
. ,
4 0 0 0 5000 , -
. ,
750010
0 , 2 .

Sigma.
, ,
. , ,

. , Sigma ,
, ,
.
, . -,
Sigm a . ,
. - , Sigma
. -,
.
,
. Sigma
. , ,
.
 17
626

17.3
H am pton M a n o r
- ,
. , H a m p to n M a n o r,
. H a m p to n M anor,
, . -
. . >

HAMPTON MANOR
Hampton Manor . 470 ,
.
235 . , ,
.
M anor ,
, .
,
Manor M a n o r (H a m p to n M a n o r C o m m ittee of
Management. HMCM). ,
, .
,
(C om m ittee fo r C o m m u n ity Services).
,
.
.

. - (J. Peterson), .

(purchasing and supply division, P S D )
,
-, ,
, .
-
PS D
.
PSD
, ,
. P S D
, ,
,
. P S D
.
 627
PSD , 35 .

. , .
, jr- (R. Holbright),
. -
, . -

H am pton M a n o r ,
. ,
.
-
- ,
. .
1 . Hampton Manor
.
2. .
3. ,
: >-
) ;
) ,
.
9 . ,
14% .

,
.
.
, ,
H am pton Manor .
,
, ,
. -
P S D .
,
, .
(. 1 ) ,
, , .
.
Patientcare Standardcare ; Clarke*
Hamilton ,
1 0 0 .
1 , . .
Patientcare 35
Standardcare 47
Clarke-Hamilton I V-
 628 17

H a m p t o n M a n o r .
, , *.
, , -
.
., , ,
, .
,
, .

.
, ,
,
, ,
, ,
.
,

.

1. .
2. ,
.
3. .
4. ,
.
5. ,
.
6. , ,
.
, , ,
,
.
, , .
H a m p to n
M a n o r ,
, ,
. , 17 ,
.

, . 2. ,
,
.
, ,
15 ,
, .
 . L. I: 2s
- .
1 I g
>? > s a Is s S' 55

s 5

| | i e M s .
8.
4 " 3
5 ?
~
H !i

*x sS

g 5 S'
23 S S
5 iS 3
a*
? I ? a
. *- L
^
I*5 ca
b
3 " - 11
* a g uu v I I
gu g r _ | n 3*
5
S > c ^ - w2 Xs
i l l |1
s g * I p : * i
^! S| t i

|||
< < OSCIft

s a * i l |y l 'li i Cl sQ <0
4
s5,3a

Os g
-? 8.
I . Q. X

rj CO S 4>
c. s 0 5 ca
X 0 9 5
ns p 3S 1

h
VO 1 *
ca 1 1 S
* I *
~

g I I 5
t;
n H
* 3

_ V
EJ

ca S
|
a >. 5
S-
2
^ S 2

s. p. >>
> .so l: >>,
& 5 - I - 5
i o ! <
.
CN

( ^
 S ta n d a rd c a re l a r k e - H a m ilto n
2 . , ,
,
, ,
|)I . ,

. , ,
,
, 810% ,
350 . . 3 I 30 H am pton M anor
I 550 . .

3.
,

15 ,
,
,


H enford Lodge 150
,
M artin Nursing
(M IS ) H om e


, 2400, ,

4. - 1
| C h u r c h N u r s in g H o m e , - | W ard
|
,
,
. .
Littlefield Municipal Hospital,
- , .
,
. ,
, , - ,
Webster Regional Center Med 560 .
Patientcare .
. -
, , , , ,
, .
.



Je d d P ark N ursing
,



,
Regional M unicipality o f C ast C ity
Greenfield Home


Patientcare.
,
,


 r
a S 85 43 I4
sr
* o.
3




1 I 5 X5


VD 40

s2 S
4
* S.& &
V
5 si 9 E
5 -es
g 1 1 3X
& 3

s s *
3 S
I




UL IJ
gfl
el 2 g S *
:5
U VF
.
3
J^ s 1X
2

s<i ss ia
n" s 5 =gi
ID g Vs
O. S ' H*
5 c u s ic .
S i^ s s
2
11i E
5 52 4c.
*

pm x cne
|_rt i x
l # S
*
X P I > I
I
es
I l

s 9 34
**8St
>. 2 2

I i 1i
II si
3 E 2
X
2
;
81
X

I ^
?
1i %
s .
3

I X (O X
5 8.2 i I
.
8
5 & *

.

*

^ ,


?:
.'" 18.1 & L Inc.
18.2 Rondot Automotive
1 8 .3 Huson Manufacturing

 634 18

:
;?
?
?
:
?
,
?
?

, ^ - .
.
,

, '
.
, , .
;
, -
, , .
,
, ,
. ,
.

, , ,
. ,
,
.
, ,
,

. ,
. ,

,
.
,
.
, ,
.
.
 .
*35
-aicynKH , , -
,0 . ,
, ,
-
, . -
? ,
.
,
,
. ,
,
, .

,
. , ,
,
. ,
, ?< , -
, , , , ,

. ,
; . ( . . 17.)
,
, . ,

, ,
.
,
. , , ,
, ,

?
, ,

,, '

?
,
. ,
, ,
, .

- ,

, ? ,
,
.
 636
, , ,
, /
, ? ?

, , .
.
1. ,
.
2.
,
.
3.
.
4. .
5. .
6 .
.
7. ,
.
8 . .
9. , ,

, . , ,
.
,
. ,
,
,
. , ,
,
.
, .
10. .
11. .
1 2 . .
13. .
14. .
15. .

, ,
.
 0 .

. ,
, .
2 , . ,

.
3 ,
,
. ,
, , ,
.

,
.
4 .
.
5 . .
-
.
, .
6 . .
7.
-.
8 . ,
.
9.
, ,
.
10. .
. *.
12.
.
13.
.
14. .
15. ,
.
-
: , , -
, , ; -
- ;
.
, * -
. -
, 1/ , ,
.
,
 638 18

, .
*.

, (L eenders) (N ollet)*,
, , ,
,
, 1 0 0 % - 1 0 0 % -
. , ,

. ,
.
.
, . !

,
. , ,
,
,
.

, .

.

; ,
, .

.
.
,
, ,
. ,

.
,
, -

1 R . L ee n d e rs a n d J. N o lle t, T h e G r a y Z o n e in M a k e o r B u y * , Journal of Purchasing and Materi^

Management, Fall 1984, pp. 1015.
 . gjo

. ,

, , ,
, .
,

. jjj
,
, ,
, ,
, /
.
^ - , ,
^ , ,
.
; ,
.
,
,
^ .
,

. , ,
.
1
| ,
. ,
.
.
,
,

. -
.
.
,
. , , -
, .
, , . *
, ;
*
3 . ,
.
0
.
 640 18

, -
. ,
, , . ,
, ,
.
,
.
. , ,!
.
, .
, .
,
, .
, , , ,
, , , ,

, ,
, S W O T .
,
, , ,
: (1)
, ; (2)
, ,
?

. ,
.
,
, . ,
, , . ,
.

*
, .
, *
.
,
. .
cim .ntm i. ,
,

 . \

** _ , ' j vvj* awuuk

^ . , ,
, \
.
, ,
, .
*
I , ,
. .
.
.
:
, .
,
,
. ,
? ,
, , ,
?
, ,
, , , , -
| , .
- ,
.

, ,
. , ,
, ,
.
,

. ,
, -
, , ,
, ,
-
, .
, ,
, .
,
^ .
 642 18
, ,
, , .
. ,
.
. , , ,
, ,
,
.
, , ,
. ,
,
. ,
1.
,
, , ,

, .

, ,

. ,
,
.
,

, , ,
.
,

, ,
.
,
, ,
. ,
30 ,
.
, H ew lett-Packard R oadw ay L ogistics
, , . 2. 140
Roadway 24 ,
. 250 H e w l e t t -

1 . Lacity. Leslie P. Willcocks, and David F. Feeny, IT Outsourcing: Maximize Flexibility and
Control--. Harvard Business Review, May-June 1995, pp. 8687.
2 Jon Bigness. In Today-s Economy, There Is Big Money to Be Made in Logistics, The Wall Street
Journal, September 6, 1995, p. A l.
 I . /
,ofl"Tb

| ^ar(j , , 10$.
Lvlett , , -
,
I . , . *
,
. , ,
0 , -
^
: # ^ 0 , -
,
^
. . - -
, -
1' . , -
-
,1 . , -
,
:
; $
- ,
, ,
,
, ;
;
;
;
;
, ;
' ;

.
1 ,

, , .
1 -
^ . -
0 - -
.

W 0 ^
' S atum Corporation -
|"" > ,
, -
 644

, !
, S a tu rn ,
, ,
,
,
.
, , , -
- , ,
,
, C a m e ro n & B arkley (CAMBAR).
CAM BAR S a tu rn Corporation
, , . CAMBAR
,
.
5% ,
Saturn.
, ,
. ,

(E D I). S a tu rn
E D I,
, 1 0 .
, C A P S ,
, , ,
.
, ,
40%
2.
, ,
, .
, , , ,
, ,
.
, ,
,
. ,
,
, . ,
,
. -

1 F re d Gardner. -Saturn's Better Idea: Outsource Purchasing*, E lectronic Business Buyer, September
1993,p p . 13641.
- [ .isu M Ellram and Arnold Malt/., Outsourcing: Im plications fo r Supply M anagem ent ( T e m p e , AZ: C e n
te r fo r Advanced Purchasing Studies, 1997), p. 9.
I .

-
. , -
: *
* , , .
-
\ , (, *
1,'1 ) . , *
, *
I ;
,
. *
1 ,

I .

,
.
.
,
:
;
;
;
;
;

1.


, ,
, .
*,
, -
. ,
. , *
, ,
.

I j,
^ ^ anc* Michiel R. Leenders. Purchasing's Organizational Roles and Responsibilities
1995) p ^ en,er for Advanced Purchasing Studies/National Association of Purchasing Management,

...
, '

 646
,
.

, ,
,
, , -
. ,

.

,
.

1 , -
0 1 ?
2. ?

?
3.
?
4.
? ?
5.
?
?
6 . ?
7.
? ? ?
8 .
?
?
9.
, ?
10.
,
: .
?

Eliram, Lisa ., a n d A rn old M altz, Outsourcing: Implied-

turns for Supply Management. T em p e, A Z : C e n te r for Advanced
Purchasing Studies, 1997.
Gilley, . ., and A. R asheed. M aking M ore o f Doing
Leas: An Analysis o f O utsourcing a n d Its E ffect o n Firm Per"
formance*, Journal o f Management 26, n o . 4 (2000), PP- 763
90.

. 647

Lacity, ; Leslie P. Willcocks; and David F. Feenv.
Outsourcing; Maximize Flexibility and Control, Harvard Busi
ness Review, May-June 1995.
Mol, Michael J. Outsourcing, Supplier Relation and Inter
nationalisation: Global Sourcing Strategy as a Chinese Puzzle
Rotterdam, The Netherlands: Erasmus Research Institute of
Management (ERIM), 2001.
Peisch, Richard. When Outsourcing Goes Awry. Harvard
Business Review, May-June 199S.
Quinn, J. B. Strategic Outsourcing: Leveraging Knowledge
Capabilities.* Sloan Management Review, Summer 1999, pp. 921.
Takeishi, A. Bridging Inter- and lntn-firm Boundaries:
Management of Supplier Involvement in Automobile Product
Development.* Strategic Management Journal 22, no. 5 (2001),
pp. 403-33.

18.1
& L Inc.
, B&L Inc,
, . ,
- . ,

.

& L IN C

B&L Inc .
: , ,
. ,
.
,
, -
. B&L -
40 ,
.

^ , -178, -
. ,
, BAL, 20 , 10 -
^ .
 648

.
. -67, -75, -69 -77
. ^
, .
-70 .
.
.
. '
B&L 20% f .

, ,
,
. Mayes Steel Fabricators (M ayes), B&L,
108,20 . FOB B & L.
,
.
: .
, , ,
- 20% . ,
75 . .
B&L M ayes . 1 / *
1
M ayes: , -178

Mayes Steel Fabricators,
B&L,
.
.
-67 14,60 17,92
-75 21,10 17,92
-79 18,50 45,20
-77 13,00 10,37
-70 41,00 58,69
108,20 150,10

, B&L
, Mayes,
.
Mayes ,
, ,
.
B&L ,
. -
,
.
 .
649

18.2
R o n d o t Automotive
, 28 , , Rondot
Autom otive, , . ,
.
, -
.
.
, , , -
, .
, .

r o n d o t w o r l d w id e

Rondot Autom otive , Rondot

Worldwide,
. Rondot Worldwide 100
200 . .
, ,
, , , .
Rondot Autom otive 85 , 25 .

, .
, . ,
, , HVAC (,
) .
7 ,
O EM , Ford, GM, DaimlerChrysler, Honda,
Toyota BMW.
Rondot Automotive
,
. -
. ,
1450 600,
.
Rondot Automotive .
, .
. -
.

.
,
. -
11 : , () .
 650 1

Rondot
.

,
.
.
, . ,
240 ,
.
,
17 .
20 . .
,
.
, ,
, 25 .
. : ,
1 0 , 3 ,
, , , ,
.

GREVEN E-COAT1NG
, ,
R ondot . ,
Greven E-C oating C om pany (G reven), ,
,
. ,
.
Greven :
,
, .
.
, .

, .
Greven R o n d o t
. . ,
, 60%
, ,
, G rev en , 0,15 .
. - ,
. R ondot
.
, .
, , ,
 .
651
, ,
. .

-
^. ,
, .
, , , 3
.
, :

. (
, ), *.

,
, . ,

. ,
,
,
.

18.3
Huson Manufacturing
, Huson
M anufacturing , . , .
,
, .
(M o rris Phelps), ,
, .

Huson M a n u fa c tu rin g (H uson) .

,
. :

. ,
40% .
, ,
, ,


. , (, ),
 652 18

. ,
.
(), ,
, , .
. -
,

. ,
.
.
; .

Huson 120 . . ; 100 .
, . H u so n
. . 1.
H u so n
,
.
.
( )
.
, .
,
, , ,
.
.
.
, .
, . ,
, ,
, .

, .
1 0 0 ,
.

, ,
, .
7 500 . .
12 .
 654 18

.

.
,
, - .
.
.
,
, -
.

.
,
, , .
. , ,
. ,
, 7500 .
,
.
, H u so n , ,
IS O 9000,
.

,
.
, ,
. , ,
,
. ,
,
, , .
5 ,
H uson.

, .

.
, .
, H u so n , Huson
. -
, H u so n .
, , , H u so n , -
 .

(* **

^ .
, , ; 5-6 men
. ,
12-14 .
70 *.
1 , , ,
.
,
. ,

, .
,
.
.
. ,
. : ,
, .
, .
-
-
.
. ,
,
, .
-
. , ,
, ,
.

,
.
, -
, -
^ . - ,

. ' . . ,

, -
. , , -
JJJ013 , ,
.


/






SEMATECH
19.1 Plastic Cable Clips
19.2 Loren Inc.

 01
657

:
, ?
, ?
?
:
?
?
?

I ,
.
I , -
I , -
| . -
I -
I ,
I (. 19.1).

I . 19.1
I

-
I , ^ ,
.
, : ,
, , , ,

, . -
-
> . ,
, -
^,,-
^
 658 ig

.
. 19.2. -
, ,
. ,
,
.

19.2
:

,
,
.
, ,
, , , ,
.
.
,
,
, ,
, ,
.
. , ,
, ,

.

.
,


. ,
,
, . -


. -
.
.
, ,
.
, ,


. , .
,
* .
-
, -
,
.
-
Ly
. ,
, ,

.

- , , ,
.

-
, -
I
I . ,
, ,
.
,
, ,
.

,
. -
.

.
, , ,
, -
> .
-
(relationship marketing). ,
I .
.
| -
. -
[ ,0 , -
 660 1

,
.
, , -
, .
- ,
.
- :
,

.

, ,
, .

,
.
,
' .
,
,
.
.
, ,


. , ,
, ,

.
,

, . 19.3 .
.
1 ,
.
2 ( , )
, .
3 .
4 :
, ,
, , ,
.


5. *
.
6. , ,

.

(5 ,1 0 ) (10, 10)
(0 , 10)
!
L
"

1 / 1
/ J

!
J

< /
(10,5)
( , 5 ) 4 ( 5 ,5 )
D /
-
;

-/

( 0 ,0 ) (0,5) (10,0)

. 19.3
/

,
. -
I ,
I . ,

. ,

D, .

* . ,

. (0,0) (10,10)
. (0 ,0 ) . (10,10)
.
, ,
, , ,
3 , , .

23 V
"( '
662

(10,10).
,
,
.
(5,5)
, , "
, . .

(10,10). !
,
, . -

,

(5,5) (10,10).
,
. ,
. , ,
. ,
.

,
. )'
,
. . ,
, ,
,
.

,
.
-
, , , (
(5,5), .

,
.

. .
, *
,
.
I. .
 ..
663
2 . |
3 .
4 .
.
1 .
2 . .
3 .
, ,,, ,
*.
. -
I . ^
1 . ,
, -
.
2. ,
.
3
, .
4.
, , .
.
1. ,
,
.
2. .
3. ,
, ,
.
,
,

,
.

. , ,
,
,
. , ,
, ,
. ,
,
, .
,
, ,
, , -
1 . -
 004 '-^N n

. > 11

,
. .
,
.
. ,
,
,
. , , '

.
, ,
, .

)
. *
,
.
. - ,
. ,
, ,
,
, ,
,
, ,
, ,
.
, , )
.
'

, , ,
3-
, ^
, ^ !
. , ^

 ^

'1( .
032 -
* * -
00 0 ,

.
.
,
. -
,

. ,
,
,
. -
,
.

,
. -
> ,

.

. -
,
.
, -
> .
, -
. -
.


. -


, ,
. , :
,

, .
,
.
,
. , ;
,
.
. ,

. (L eslie M o n ro e ) ,
Disneyland, , , :
, D is n e y la n d ,
. , ;
,
. ,
. ,
,
, , ,
,
1.
,

,
. ,
.

- . [partnership )
,
.
, ,
,

Lobe R Monroe. -The Relationships We Build. Purchasing Today, February 1999, p. 68.
 ^

.
,
(strategic alliances).
1980-
,
.
, 4 X 0 3 X 0 * ,
, ,
,
, Xerox, Honeywell, Polaroid, Motorola, IBM
.
.
. 19.4.

,


-

,

. 19.4
:

1990-
. , CompuUSA
Wallace, ,
210
. CompuUSA
Wallace .
Wallace ,
Com puU SA , ,
.
32%*.

Bficky S. M oore, Increased Service, Purchasing Today, Febniwy 1999, p. 6S.

668 *19

S E M A T E C H
SEMATECH ' -
,


-
.
,
1. SEMATECH
, .
, .
SEMATECH .
,
, , ,
, ,
, .
SEMATECH ,
.

,

.
( )
. .
,
, , ,
. ,
( 6 20).
-
. )*
-,

, . ,

, ,
,
.

jj0

( ),

International SEMATECH. http://www 4emalcch.Oft. April 17. 2001

 -

(Early Supplier Involvment, ESI) (Early

purchasing Inv olv em en t, E Pl)
, , , -
^ , . ,

.
,
. ,
, ,
,
.

| .
, -
, ,
, -,1; , .
,
. ,
,
.
(ESI). ,
I , -
,
.
,
, , ,
-.
.
. ,
.
, ,
. -
, -
-
I , -
| - ,
, .

^

>> . * (-
0)> , , ,
, , -
* ) . -
,
 670 1

,
, , ,
,
. ,
, . ?
?
? .
,
(. 19.5).
,
.

, -




,

,

19.5

,
.
? , H onda,
1970- ,
, ,
.
, , ,
,
,
.

.
~ ^ ^ 671

^
-
00**
,
-
3 ,
,1 ,
.
|iM lU1e , , -
8 01 ,
,
, .

,

(expanded partnership), SEMATECH.
, ,
; ,
.
,
, ,
. ,
-
.

(Stuart) (McCutcheon)
: (1) ; (2) ; (3)
: *.
, .
1- - ,
,
, .
.

,
, , ,
, , -
.
, 2 .

lan
^ / a n d D a v id M c C u tc h e o n , Problem Sources in Establishing Strategic Supplier Alliances,
na Journal of Purchasing Materials Management, Winter 1995, pp. 68.

, .
,
, ,
. , ,
,
.

,
. ,
, ,
? ,
.
,
. ?
?
. ,
,*
, .

.
: -
. ,
,
,
,
. ,
,
.
,
, .
, ,
, ,
, ,
, - '
.
,
. , ueJie'
,
,
.
, Alberto Culver, , *110

, '
. ^ '1
 | 673
.HoUi'
pfl
I ,.- . -
i)iiplll,a,0[ .
I ^ , Alberto Culver -
I . -
I -
I
I
, -
1.

,

, , .
, ,
, , .
, ,
, . ,
,
. ,
, ,

,
.
/

: , -
I ; . ,
.
, ,
, , ,
; ;
;
..
^ ^ , -
(. 19.6).
* 0 . -
, ,
.
* * * * * * -
I0
* . , -
hanpocQ
I *3 , .

, S et a T a rg e t Level, Purchasing Today, February 1999, p. I

 674 19

. , ,
,
.

.............................. 1
W

19.6

, , -

, .. ,
. ,
,
, .
:
, ,
. .
,
, , ,
, . ,
-
, , * '
.
,
, .
.
, ,
, .
, .
,
, .
, '
0, 675

, , ,
.
# , -

. -
. ,
, - , ,
.
, , ,
,

. , ,
,
, . , ,

,
.

Honda of America Manufacturing, Inc.1
Honda 80%,
, , .
H ond a , ,
.

.

, ,
. Honda
.

, Honda ,
.
*. Honda -
,
H o n d a,
.
Developing a World-Class Supply Base ( -
JK ), CAPS,
-
/ -
: , ,
ntv.TaBKa , , ,
*2.

^ in s r Kevin R. Fitzgerald, Medal of Excellence: Honda
2 D ai ? . S u p e rb S u p p lie r D e v e lo p m e n t , Purchasing, September 21,1995, pp. 3 2 -4 0 .
ter fo r i . ^ K ra u s e a n d R o b e rt B. Handfleld, Developing a World-Class Supply Base (Tempc, K L Cen-
A d v a n c c d P u r c h a s in g S tu d ie s, 1999), p . 8.
676 19

:
1 ) , ;
2 ) ;
3) ;
4) .

(Supply C h ain M a n a g em en t, S C M )
, ,
. SCM
,
.
,
, ,
. , , ,
. ;
.
,
. -
, .
,
. ,
, .
,
,
. ,
.
, -
.
:

, , ;
.
.

,
,

,
1.

1 Tom Davis, Effective Supply Chain Management, Sloan M anagem ent R eview , Sum m er 1^-
PP 3637,

677

. .
,
.
) -
.
,
- ,
, .. , -
, .

, , .

, , ,
, , ,
.
. 19.7,
. .

. 1 9 .7
.

(
,
) .
, , ,
,
* . , , ,
, ,
 678 19

, ,
. -

.
. 19.8
. ,
, ,
,
3 - 4 - .
,
1 - 2 - , , ,
.

1. 5 0 %
2. 30 6 0 %
3.

19.8

 |

,
-
^

. 19.9
^
* , 1*
5
680

, , ,
,
,
. , ,
, ,
, ,
,
. ,


,

.

1.
?
2. ?
3.
?
?
4. ?
5. ?
6 .
?
?
7.
?
8 . -
?
9.

?
10. , ?

Barringer, . R., and J. S. H a rriso n . W alk in g a T ig h tro p e : Cre-

ating Value through In tero rg a n iz a tio n al R e la tio n sh ip s , Journal of
Management 26, n o 3 (2000), pp . 367 403.
Bovert, David an d Joseph M a rth a . V alu e N e t. N e w Y o rk : Wiley,
2000.
Bumes, B., and S. N ew . C o lla b o ra tin g in C u s t o m e r Supplier
Relationships: Strategy, O peratio ns a n d th e F u n c tio n o f Rhetoric.*
International Journal o f Purchasing and M ateriales M anagement 33,
no. 4 (1997), pp. 10 17.
 " 55 =
Carter, Phillip L; Joseph R. Carter, Robert M. Mooab;,
m as H. Slaight; and Andrew J. Swan. The Futureof Purchasingand
Supply: A Five- and Ten-Year Forecast. Tempe, KL Center far Ad
vanced Purchasing Studies/National AssociationofPurchasingMan
agem ent/ . T. Kearney, 19%.
D yer, J . H . Effective Interim Collaboration'. HowFinns Mini
m ize Transaction Costs and Maximize TransactionValue. Manage-
ment Journal 18, no. 7 (1997), pp. 535-56.
Grandori, A. (ed.) Inteifim Networks: Organisationand Industrial
Competitiveness. London: Routledge, 1999.
Handfield, Robert B.; Darnel R Krause; Thomas ScanneB; and
R obert M . Monczka. Avoid the Pitfalls in Supplier Development*
MITSloan Management Review41, no. 2(Winter2000).
Krause, Dainiel R., and Robert B. Handheld, Developing a
W orld-C lass Supply Base. Tempe, AZ: CenterforAdvancedPurchas-
I ing Studies, 1999.
Lane, C., and R. Bachmann (eds.) Trust wirtmandbetweenOr-
I ganizations: Conceptual Issues and Empirical Applications. Oxford:Ox
ford University Press, 1998.
I Laseter, . M. Balanced Sourcing: Co-operation and Competition
in Supplier Relationships. San Francisco: Jossey-Bass, 1998.
Stuart, F. Ian, and David McCutcheon, ProblemSourcesin Es
tablishing Strategic Supplier Alliances, InternationalJournalof Pur
chasing Materials Management, Winter 1995.

19.1
Plastic Cable Clips
. ,
I Fisher & Paykel Limited,
, , ,

.

fisher* Paykel L im ited (F& P) - -
135 .
270 . , 31 ,
,, 36 . . ,
, 500 .
^ . -
17 50 . .

* . ||1
',.
. , ndo.
. Oftmrt

, FA P,
. .
, -
.
.
,
.
-
75 . 100 . -
. !
50 v -

20
. 11* 250 .

1.250 500 . . Olson Plastics, -
. 500 Q eaver and Sons, ,
; 200 . . G.T. Rollman,
H P , ,
50 . , '
.
. , - -
apm w m im m oro . -
,
. .
.
. ^
, .
, 45 ***0'
, ^'
*. *1^



 I
e

-
. ,

(. 1).

5 ,
!
, .
, , , ,
.

816549 .125 .5 30 000

816553 .250 .75 30 000
817709 FT 60 000
817803 165 000
817923 FT(SS) 650 000
817975 HMRS.2 135 000

, .
.
,

.

O LSO N PLASTICS
Olson Plastics, ,
, F&P
. F&P .
,
Olson Plastics ,
. Olson Plastics
.
.
 684 19

,
. , Olson
, .
O lson ,
,
.

BARRY CLEAVER A N D SO N S
Barry Cleaver an d Sons ,
. F & P
2 .
.
, . B arry C lea v er a n d S o n s
F& P , -
- .

, ,
. . ,
F& P .
,
( . 2 )
, -
.

, ,

.
1. , .
,
, .
,
, .
, ,
. .

.
,
- , .
2. .
:

;

,

' 685
, ;
;
, , ,
III.
; -
10 .

Barry Cleaver a n d . S on s F&P

- , O lso n *
1. Barry C leaver Olson
, , ,
F& P, *
;1 . F & P , , Cleaw,
O lson. Olson
, Olson , Cleaver.

G.T. R O L L M A N

G.T. Rollm an ,
. , , .
,
,
#,
,

. , ,

, F & P
.
,
,
,
.
,
* , F&P ,
.

PLASTIC d is t r ib u t in g
Elastic Distributing I
^0-> . *
, -
, .
, -
.
* ,
.
686 19

10 . B a rry C le a v e r. O lso n
12 (
. 3).
. .
F&P . ,
,
, ,
,
, Olson , .
, , ,
.

3
10 .

Plastic
Olson Rollman
Cleaver Distributing

816549 76,00 54,00 99,95

125.5

816553 76,00 119,80 99,95

250 .75

817709 25,20 36,80 28,26

FT
817803 39,20 61,82 134,40
817923 23,06 20,40 28,12 e
FT
(SS)
817975 38,40 50,00 63,22
HMRS.2

, . ,
Fisher & Paykel, ,
.
.
, Olson Plastics , ,
,
, B a rry C leaver.

Olson. ,
, -
 ^
687

1 9.2

Loren Inc.
I 15 , , *
I Loren . , *
I , , *
I 1 , . ,
I ,
I , .

Loren ( ) *
I . Loren *
I *
I . -
I .
I 800 ., 40 .
50% .

I , , ,
I Loren . 12 *
I .
I . *
I . , one*
. *
I .
,
I , Loren. *
% , . *
I ,
I 11 , .
I ^ *
I , *
I , -
I . , -
,
, . -
01, , , , -
. , -
, -
 688 19

. . 1 , . 2
,
, .

Loren.
A. .
, .
. . Loren , ,
, ...
,
.
B. .
.
.
. .
, .
,
.

, ,
Loren. ,
, , .
, Loren ,
.
,
, Loren
. Loren
. ,
.
1. .
. , , ,
.
2.
; ,
- .
3 .
4 ,
, , .
, ,
, .

689
5. . , *
. ,
, .
6. , .
.
7 \


, *
-
, ,
, , *
,
, . ,
.

:
Loren, 3000
. 2750
A lfo Canchem 60 40% .
Loren
, ,
. *
.
, ,
.
-
,
-
. Alfo Canchem, Loren,
. Alfo
. .
. Canchem
,
. ,
. Loren .
Alfo C an ch em
-
1 , ,
. - -
.
Loren.
, -
Loren - . -
,
01 *^0 2880 . .
 690 *19

,
. L o ren
A lto C a n e hem ,
, L o ren

: 60% C ane hem 40% A lfo.
, Alfo. A lfo 1292 .
, , C an ch em (1 3 8 4 ), ,
40% L o ren . Alfo

3000 , L oren ( . 3).

C an ch em : Alfo:
, 01

,
. ,

1 1
1800 50 828 50 828
2200 50 1176 50 1084
2750 60 1384 40 1296

, .
, -
.
,
.
,
.

Lorer >*, -
, *'
. -
* * , , -
. *0*
9 6 Loren,
,
14 **
. 8
iia u r n u . . ^
7 , #*
* *,,'

691
,
.

ALFO
, Alfo, 20 . ,
A lfo ,
Loren .
,
, ,
, . ,

.
, .

MICHIGAN CHEMICAL
, Michigan Chemical,
30 , .
, Michigan Chemical Carter Chemicals, Ltd.
, , . , Loren (U.S.)
Michigan Chemical .
,
99% . ,
Loren
, .
, Michigan Chemical
.

CANCHEM
3 , Canchem,
. ,
, 1384 . , Loren
Canchem, .
, ,
. , Canchem
, .

AMERICAN CHEMICAL INC. ()

7
.

Loren . , 1204 . ,
, ,
. 1204 . 1030 .
2250 1192 .
 692 19

,
, ,
. , L oren
. , A lfo C a n c h e m ,
. ,
L oren . ,
- . - , Alfo,
C anchem , .
L o re n ,
.
, .
,
-
.
, L o re n
, - .

A LFO
, A lfo,
7 15.00. , 1 2 9 6 .
, A lfo .
, .

CARTER C H E M IC A L S

C arter C hem icals 7 . 1 2 6 8 .

FO B . , C arter
C hem icals , ,
. ,
.

C A N C H E M

, 15.45, C a n c h e m , , -
, - . , ,
, , Loren
1192 .
.
. , , ,
3 . ,
. , , ,
, .
, .
. L o ren
.

C anchem .

On*0 693

^
(. 4). *
0 , .

, 0 0 ,
C a n c h e m - . *** - <
17 .

, . ,
.
Alfo 1296,00 1296,00 - I
- yum
-
90
-
IS
Canchem 1 1384,00 - )
1384,00 ( 2)
- 1000
2 1192,00 -
1192,00 30
-
30
American - I
Chemical 1050 - .

1250
1607,72 1204,00 1192,00 - uei


Carter
- 1
Chemicals
750
(Michigan
Chemical
Material)
- 750
1268,00 1268,00 -
90
-
15


?
?
?
?
?
?






20.1 Spartan Heat Exchangers
? Inc.
? 20.2 Sabor Inc
? 20.3 Iowa Elevators

695
^(
:
?
?
,*
? Vs
:
10?
, ?
, ?

:
*
? ,
:
? , '
,
. -
, ,
, ,
.
,

.

,
.
1. . ,
.
? ?
, ?
, - (
)?
2. -.
- , .
3- . ,
-
.
 69 6 20

1990- CAPS ,
,
1.
-
.
,
, .
. 20.1,
, , .

20.1
,

20.2.
,
.

. 20.2
,

H a ro ld F e a r o n a n d M ic h ie l R . L e e n d e r s , Purchasing's Organizational Roles an d Responsibilities

(T e m p e , A Z : C e n te r fo r A d v a n c e d P u rc h a s in g S tu d ie s , 1 9 9 5 ); R o b e r t M . M o n c z k a a n d R o b e r t J . T rent,
Purchasing and Sourcing Strategy: Trends and Implications ( T e m p e , A Z : C e n t e r f o r A d v a n c e d P u rch asin g
S tu d ie s. 1 9 95 ); J o s e p h R C a r te r a n d R a m N a r a s im h a n , Purchasing and Supply M anagem ent: Future Di
rectum* and Trends ( T e m p e , A Z : C e n te r f o r A d v a n c e d P u r c h a s i n g S tu d ie s , 1 9 9 5 ) ; P h ill ip L . C a rte r, Jo*
s e p h R . C a rte r. R o b e rt M . M o n c z k a , T h o m a s H . S la ig h t, a n d A n d r e w J . S w a n , The Future of Purchasing
and Supply: A Five- and Ten-Year Forecast ( T e m p e , A Z : C e n t e r f o r A d v a n c e d P u r c h a s i n g S tu d ie s , 1998),
ULli A rn o ld , A n d re w C o x , M a rio n D e b r u y n e , J a c q u e s d e R ijc k e , T h o m a s H e n d r i c k , P a u l ly o n g un ,
J a c q u e s L io u v ilk . a n d G y o n g y i V o ro tm a r ty , A Multi-Country Study of Strategic Topics in Purchasing ana
Supply Management (T e m p e , A Z : C e n te r f o r A d v a n c e d P u r c h a s i n g S tu d ie s , J u n e 1 9 9 9 ).
 gg-jr

,
, ,
.

: , , -
,0 . - .
. ,
, , ,
, , ,
. ,
, , , , ,

.
- , ,
,
,
, .
*.
,
, , ,
^ , , , , ..

, , -
. ,
,
, ?

. , ,
: , ,
?

,
. ,
,
* ?
,
-
. -
,
.
 698 20

,
, .
, ,
,
, , ,
,
. .

,
.
,
.
.
1. .
,
.
, .
, ( . . 13),
.
2. . ,

, .

,
, ,
.
3. .

. ,
,
,
.

.
4. .
( ,
, , ,
, ),

.

699
5 , .*,.---------------------
0 <*
^

.
6 . . *
,
. .
^ , iu
, , .

,
.
.
: (I)
; (2 )
; (3) .
,
.

-
. , , , , ,

. , ,
- ,
,
/ ,

,
, , , ,
,
, ,
.
.
.
, . --
,
. -
, ,
, .
 700 20

,
, .
.
, ,
.
, ,
, ,
. , ,
,
.
, , , .
,

,
,
.

, ,
.
,
. , , ,
, .
.

, . ,

( . . 12). - ,
, ,
,
, .

(1)
; ( 2 ) ; (3) .
,
, .
0
. ,
, . 0


. , -
,
,
-, -
. -

-
.
, , ,
, '
, ,
.
*!-
.
-
, , ,
, .


-
.
,
, , , .

, .
,
,
,
, - , ,

.
, , ,
! ,

,
> .

,
.
,
. ,
,
. . ,
-
 702 20

-
.
,
.
,
,
. , ,
,
,
. ,
.
. 20.3
. ,
, .

20.3

,
.
, , , , , "

70S
. *
, ,
goiee ( . 20.4).

1. ? *


2. ?

8. ?
3. ? ; ,
()
4. ?



-.
5. ?

'

6. ?
.


9. ?

//
7. ?
, ].
, 2.

. 20.4

, ,
?, ,
. ,
( . . 18).
,
, , ,
. ,
.
 704 20

?
.
. 5.

.

, ,
.
,
. ,

. ,
,

. .
1. .
, .
2. .

,
,
. , ,
.
3. .


.
,

.
, .

?

. . 6
.

,
, .

, - ,
. , -

705
?*, .
. *
, ,
.
,
, .
( . )\
) -
,
, -
. ,
, .

, ,
D e ll
. Dell -
, ,
D e ll ,
1.
*


,
,
. ,
,
.
,
, .
,
.
, ,
. (
), (
) .

, *
, . 2. .
?
?
^ -

1 Charles . Fine, Clock Speed (Reading. MA: Perseus Boob, 1998).

 706 20

\ ?
?

?
, , , .
.
.
.


, .
. 8 .

?
.
. 9. ,

, ,
, , ,
, . ,

, , ,
.
, . 16.

?
, , .
. 10. , ,
; ;
; ,
. ,
, ,
.

?
, , :
, , "
, , , ,
, , ,
, , , -


. ,
, *.

, 2 1 0 . -

, - ,
, .
- ,
,
, .
. ,
,
,
. , -
, ,
,
/ . ,
,
.
. - . .

,
.

.

,

.

, *
,
.
1- .

,
, ,
.
,
, .
708 20
2. .

; ,
,
, , .
3. .


.
, .
4. ,
.
!
.
5. , . ,
, ,
, .., .
6 . .


. -
,
,
.
7. ,
, .
, ,
.
8 . .
,

.
9. .
,
5, 10, 15 , .
10. .
,
.
,
- , ,
.
11. .
. 0'

.
 *

.
,
.

. i

.
13 .

. *

, ,
, , .
,
.
14. .
: ,
.
, .
15. . ,

,
, ,
, .
16. .

, ,

. ,
.
17 .

.
. ,
, , ,
,
,
19 ^ .
. ,
,
20 ().
-
, -
0 , *
710 20

, , , ,
.
21. .

,
IS O 14000.
.
22. . ,
, ,
,
,
.
.
,
/
.
23. .
, ,
, ,
, , -
.
, .
24. .

;
.
25. .
.
,
,
. ,
, ,
,
,
.
26.
. ,
,
,
. _
-

.
27. / . *
,
 ..
.I 711
,
. '
28.

29. . , _
,1 ^ -
, >. ooiee

. ,
, , -
, .
,
. ,
,
.
, ,
, ,

.

1 . ()

? ?
2. ,

?
3.
? ?
I- - - - - - - - j j 4.
( -
)>
?
5.
?
6. *
?
7- ,
?
| ?
712 20

8.
?

9.
?
10.
?

A rn o ld , U lli; A n d re w ; M a r io n D e b r u y n e ; J a c q u e s d e R i-
jc k e ; T h o m a s H e n d ric k ; P a u l ly o n g u n ; J a c q u e s L io u v ille ; an d
G y o n g y i V o ro s m a rty , A Multi-Country Study of Strategic Topics in
Purchasing and Supply Management. T e m p e , A Z : C e n t e r f o r A d
v a n c e d P u rc h a s in g S tu d ie s , J u n e 1999.
B o w e rso x , D o n a ld J .; D a v id J . C lo s s ; a n d B ix b y M . C o o p e r.
Supply Chain Logistics Management. N e w Y o r k : M c G r e w - H i l l , 2002.
C a r te r , J o s e p h R ., a n d R a m N a r a s im h a n . Purchasing and Supply
Management: Future Directions and Trends. T e m p e , A Z : C e n t e r for
A d v a n c e d P u rc h a s in g S tu d ie s , 1995.
C a r te r , P h illip L .; J o s e p h R . C a r t e r ; R o b e r t M . M o n c z k a ; T h o
m a s H . S la ig h t; a n d A n d r e w J . S w a n , The Future of Purchasing and
Supply: A Five- and Ten-Year Forecast. T e m p e , A Z : C e n t e r f o r A d
v a n c e d P u rc h a s in g S tu d ie s , 1998.
C o x , A n d re w . Effective Supply Chain Management. B o s to n , U K :
E a rls g a te P re s s, 2 0 0 0 .
C o x , A n d re w , a n d P e te r H in e s ( e d s .) Advanced Supply Manage
ment: The Best Practice Debate. B o s to n , U K : E a r ls g a te P r e s s , 1997.
C o x , A n d re w ; J o e S a n d e r s o n ; a n d G l y n W a ts o n . Power Regimes
Mapping the DNA of Business and Supply Chain Relationships. B o s to n ,
U K : E a rls g a te P re s s , 2 0 0 0 .
C u ik o v ic , S im e ; S te v e n A . M e ln y k ; R o b e r t B . H a n d f ie ld ; a n d
R o g e r C a la n to n e . I n v e s tig a tin g t h e L in k a g e B e t w e e n T o t a l Q u a lity
M a n a g e m e n t a n d E n v ir o n m e n ta lly R e s p o n s ib le M a n u f a c tu r in g .
IE E E Transactions on Engineering Management 4 7 , n o . 4 (N o v e m b e r
2 0 0 0 ), p p . 4 4 4 - 6 3 .
D e lp h i A u to m o tiv e S y s te m s , h tt p :// w w w .d e lp h i a u to m o tiv e .c o m .
F eb ru ary 2001.
F e a r o n , H a r o ld E . Purchasing Organizational Relationships.
T e m p e , A Z : C e n t e r f o r A d v a n c e d P u r c h a s in g S tu d ie s , 1 9 8 8 .
F e a r o n , H a r o ld E ., a n d M ic h a e l R . L e e n d e r s . Purchasing's Or
ganizational Roles and Responsibilities. T e m p e , A Z : C e n t e r f o r A d
v a n c e d P u rc h a s in g S tu d ie s , 1995.
F in e , C h a r le s H . Clock Speed. R e a d in g , M A : P e r s e u s B o o k s,
1998.
H a n d h e ld , R o b e rt. B ., a n d E r n e s t L . N i c h o l s J r . Supply Chain
Redesign. U p p e r S a d d le R iv e r, N J : P r e n ti c e H a ll, 2 0 0 2 .
H e ijb o e r G o v e r t. Quantitative Analysis of Strategic and Tactual
Purchasing Decisions. E n s c h e d e , N L : T w e n t e U n iv e r s ity P re s s , 2003.

713
pren t i H a i u m 4 Snm ! >
Umraing, Rictaid, and Andrew Cox (edi). Stop him-
Management: cepe ml Casa. Boston, UH Eartsgiit Pres,

I 1 9 M ic h id >1 f- Fmo Wmson, U p O n j,

Supply ham Responsibilities. Tempe, AZ: Center for Advanced Pur
chasing Studies, 2001.
Monczka, Robert ., and Robert J. Trent mi
Sourcing Strategy: Trends and Implications. Tempe, AZ Center far
Advanced Purchasing Studies, 1995.
Nelson, Dave; Rick Mayo; and Patricia Moody. Prmd fa
Honda. New York: John Wiley & Sons, 1998.
Reinhardt, Forest L. Bringing the Environment Down to
E a r th .* Harvard Business Review, M yAugust 1999, pp. 149-57.
Simchi-Levi, David; Philip Kaminsky; and Edith Simchi-Lm
Designing and Managing the Supply Chain. New York: M e t e
Hill/Irwin, 2003.
Stock, James R., and Douglas M. Lambert. Stnmpc hpaa
Management. 4 th ed. New York: McGraw-Hill/bin, 2001
Willcocks, L P., and . C. Lacity (eds.) Sm pc $ 4
Information Systems: Perspectives and Practices. Chicltestcr. UK John
Wiley, 1998.

20.1
Spartan Heat Exchangers Inc.
10 , -
Spartan H eat Exchangers Inc. (Spartan) , . ,
, - :
- , Spartan ?
*.

SPARTAN HEAT EXCHANGERS

Spartan ,
^ . -
, , ,
, . -
, , -
^ -
^ Spartan , ,
Spartan 25 . . -
125 . . Spartan Krimmer Industries -
 714 20

, , 10 .
.
- S p a rta n 10 :
,
. ,
, .
:
,
.

, .
,
, ,
.

S p a rtan
. ,
.

.
( ) .
,
.
, ,
.
.
.
, .
, . ,
,
, ,
.

S partan , ,
, ,
. ,
,
, ,
. ,
, ,
.
S partan .
- 350 .
-


.
, . 35% W -

^ ,
40% - .
6 ' ', f t ^ p S S S * * '
^ , __
=

.
.
,
,

-
, bocjk

, -

, ,
.
S partan , i
, .
Spartan
. Spartan
,
,
.

- .!
- **
. -
S p a rtan
, 1
. ' -
f
, _
. -
?

-

.
, ^
0 , *

(

^
 20
716

n<>.i[44>Hivni .
ixwfl -,
. - ,
20 . -,
."
. ,
12 10%.
,
. , ,
, .

20.2

Sabor In c
, - S a b o r
Inc , ,
, .
Sabor Inc.
.

SABOR IN C

Inc.. , . ,
.

,
.
100 .

Sabor Inc
,
. , ,
7% .
.

,
, ,
. S a b o r I n c .

, ,
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
 717

Sabor . ,
, Sabor.
, ,
,
, ,
, .
, ,
.
28% .

,
, Sabor ,
, . ,
,
. ,
1 ., 11 .
15 ., - 29 .,
40 . 72
. ,
20 % .

Sabor Bilt Chemical,
,
, .
,
,
W arton Inc., ( Bill
Chemical),
. ,
G.K. Specialties, , Bill Chemical Warton Inc.
,
,
, .
,
. Sabor Inc.
. 1.
50,00 .
 718 20
1
S a b o r

,
,

1 2 3

Bill C hem ical 80 000 5000 10 000 20 000

W an o n Inc. 40 000 0 3000 8 000
G Specialties 20 000 0 0 4 000
. . 39,00 42,00 44,00

, Bill C h e m ic a l.
, ,
, .
.
Bik C hem ical
25
20% .
,
50,00 . .
W anon Inc 10 000
.
G Specialties 12,5%
Sabor. ,
56 ,0 0 .
, ,


, , .
, ,
- .
> ,
Sabor , ,
. -
, . ,
, ,
Sabor . '
 719

15

15 Bilt Chemical
, 22 . :
, ,
.
, 1 *.

20.3

Io w a Elevators

, Iowa Elevators,
,
, 11 . ,
Iowa Elevators,
.

, , 3 , ,
, .

IO W A ELEVATORS

Iowa Elevators
. - . -, . .
2,3 . 2500 .
-, ,
.
, ,
300 , - .
75% . -
, ,
20% .
,
.
,
,
30 , .
,
, .
Iowa Elevators
.
. -
 20
720
k in j a u in . ,

.
,


.
:;:v ., - Iowa Elevators -
; . . u.i.rer Lrrtndge). . -
. ,
Iowa Elevators.

v , ,
:
!
.

II (. I).

. (
): ,
. : .

.
,
, -
i h m m b b
.
1 ,


. ,

,
.
,
.
*
, (
. ( , ). *
, , , *
***
. .

721
1
Iowa Elevators

, 11 .
, ,
.
: , ,
.
, .
, .
, .
,
.
: (1) Iowa Elevators (2)
.
, .
, , ,
.
 722 20

4 .1, ' , i
7?* \ 1500 , 45%
\ , 1- 20 , 55% . (

.) ,
120 .,
- 510 , , -
. 2 3.

2
, . .

254 406
17 187
, , 26 301
8 602

24 461

4 229

5 239

10 551

7 708

127 829
,
208 927
3 557
17 350
926
728 273

* .

3
* i , .

, **

124 696
65 098 13 743
22 388
130 557
20 938

41 *
103 89
118 811
 723

,
. ,

10 . ,
500 . . .

Iowa Elevators. .

, .
, ,
.

, .
, , ,
.
,
. , ,
, .
, ,
.


. .

..
- ..
0 3 5 6 2 1 9 .1 2 .2 0 0 0 .
2 0 .0 3 .2 0 0 7 . . 9 9 2
7 0 x 1 0 0 1 /1 6 . . . . 6 1 ,1
3 0 0 0 . 189 9

-
..
123298, , . , 1
.: 8 -4 9 9 - 7 4 0 - 6 0 - 1 5 . ./ : 8 - 4 9 9 - 7 4 0 - 6 0 - 1 4
w w w .u n ity -d a n a .ru E - m a il: u n i t y 9 u n i t y - d a n a .r u

4 3 2 9 8 0 , . , . , 14