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Naslov: Analiza vplivov na pogajanja med kupcem in dobaviteljem : diplomska naloga Avtorji: ID Lenarčič, Božidar (Avtor) ID Brcar, Franc (Mentor) Več o mentorju... Datoteke: RAZ_Lenarcic_Bozidar_i2013.pdf (551,89 KB) MD5: 26DE39146952C4DB3275F829ED01DD68   Jezik: Slovenski jezik Vrsta gradiva: Diplomsko delo/naloga Tipologija: 2.11 - Diplomsko delo Organizacija: FOŠ - Fakulteta za organizacijske študije v Novem mestu Opis: Raziskovalno vprašanje (RV): Naloga temelji na raziskavi bistvenih vplivov na pogajanja med kupcem in dobaviteljem ter analizi ugotovljenih vplivov in dejavnikov, ki vplivajo na potek in izid pogajanj. Raziskava in analiza dejavnikov, ki vplivajo na potek in izid pogajanj s strani kupca in dobavitelja. Namen: Ugotoviti dejstva, ki vplivajo na potek in izid pogajanj med kupcem in dobaviteljem. Ker so pogajanja s strani kupca in dobavitelja premalo raziskana, smo se odločili, da podrobno raziščemo to področje nabavne funkcije. Pomembno je, da organizacija z a svojo uspešnost v interakciji pogajanj pridobi zadovoljiv izid in hkrati ohrani partnerski odnos med kupcem in dobaviteljem. Metoda: V teoretičnem delu smo uporabili obstoje č o literaturo, predvsem recenzirane članke, ki so dostopni v spletni knjižnici (ProQuest in EBS CO), in knjige v splošni uporabi, ki so na voljo v knjižnici. S pomočjo kvalitativne metode smo intervjuvali tri kupce (nabavne komercialiste, zaposlene v določeni organizaciji) in tri dobavitelje (zaposlene v isti organizaciji). Pri vseh intervjujih smo uporabili isti vprašalnik. Anketni vprašalnik smo posredovali tudi petindvajsetim kupcem (nabavnim komercialistom v določeni organizaciji in petindvajsetim dobaviteljem v isti organizaciji). Rezultati: V prvem, kvalitativnem delu raziskovalne naloge, smo na podlagi pridobljenega anketnega vprašalnika ugotovili dejavnike, ki vplivajo na potek in izid pogajanj: izkušnje, priprave na pogajanja, pogajalska moč , cena, trajanje pogajanj, izid, zadovoljstvo, odnos in vpliv. V drugem, kvantitativnem delu naloge, smo analizirali dejavnike, ki vplivajo na potek in izid pogajanj med kupcem in dobaviteljem. Rezultati smo pridobili s statisti č nem programom R. Podatke smo prikazali s statističnim orodjem za obdelavo podatkov t-test in HI-kvadrat ( 2 ), dodali smo prikaz rezultatov z Yatesovo korekcijo in s Fisher-jevim eksaktnim testom. Organizacija: Vodstvo organizacije in njeni dobavitelji lahko uporabijo rezultate diplomske naloge kot priporočilo za doseganje uspešnega izida pri pogajanjih med kupcem in dobaviteljem, nenazadnje tudi za ohranjanje ali izboljševanje odnosov med njimi. Družba: Z raziskavo želimo opomniti družbo, da je pogajanj e med kupcem in dobaviteljem interaktiven proces med zainteresiranima stranema, ki želita pridobiti ugoden izid. Celotna družba, predvsem pa tiste, ki delujejo z dobavitelj i, lahko tako veliko pridobijo pri medsebojnem razumevanju, reševanju pogajalskih konfliktov in doseganju pogajalskega cilja. Originalnost: Naloga je idejno izvirna zaradi uravnoteženega pri dobivanja podatkov s strani kupcev in dobaviteljev. V prvem, kvalitativnem delu naloge smo intervjuvali tri dobavitelje in tri kupce. V drugem, kvantitativnem delu naloge smo ohranili uravnoteženost z anketiranjem petindvajsetih kupcev in petindvajsetih dobavitelje v. V pregledu obstoje č ih zapisov in virov nismo zasledili podobne raziskave, ki bi bila izdelana v organizaciji med kupcem in dobaviteljem . Omejitve/nadaljnje raziskovanje: Raziskava je omejena na eno organizacijo in njene dobavitelje. Ključne besede: kupci, dobavitelji, pogajanja, zadovoljstvo, pogajalske izkušnje, pogajalska moč, diplomske naloge Kraj izida: Novo mesto Kraj izvedbe: Novo mesto Založnik: [B. Lenarčič] Leto izida: 2013 Leto izvedbe: 2013 Št. strani: IV, 56 str., [8] str. pril. PID: 20.500.12556/ReVIS-7825  UDK: 339.1 COBISS.SI-ID: 2048204034  Opomba: Nasl. na ov.: Diplomska naloga študijski program prve stopnje; Datum objave v ReVIS: 19.07.2021 Število ogledov: 1968 Število prenosov: 64 Metapodatki:    Citiraj gradivo Navadno besedilo BibTeX EndNote XML EndNote/Refer RIS ABNT ACM Ref AMA APA Chicago 17th Author-Date Harvard IEEE ISO 690 MLA Vancouver : Kopiraj citat

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Jezik:	Angleški jezik
Opis:	Research question (RQ): The paper is based on research of key elements tha t have an effect on negotiations between a buyer and a supplier as w ell as on the analysis of obtained effects and factors, that have an effect on the process and results of negotiations. Research and analysis of factors that have an effect on the resu lts of negotiations between them. Purpose: To obtain facts that have an effect on the process and results of negotiations between a buyer and a supplier. Since the negotiati ons from the point of view of the buyer and supplier are not well researched I have decided to look deeper into the topic of function of buying. It is very important for the organization i n order to be successful in its interaction during negotiations obtains a satisfactory result a nd at the same time retain its positive relationship between the buyer and the buyer. Method: In the theoretical part I used the method of gathe ring existing sources, especially of reviewed articles that are available in the online library (ProQuest and EBSCO) as well as generally used books available in the local library of Miran Jarc. Qualitative method: three interviews with the buyers and three interviews wit h the suppliers, employed in the same organization. The same questionnaire was used for a ll the interviews. Quantitative method: the questionnaire was forwarded to the twenty-five buyers (buying commercialists in a certain organizations and twenty-five suppliers from the sa me organization. Results: In the first, qualitative part of the research pap er, the results are in the form of returned questionnaire with its basic factors that have an effect on the process and result of negotiations. These factors are: experience, prepar ations for negotiations, negotiating power, price, duration of negotiations, results, satisfact ion, relationships and influence. In the second, quantitative part of the paper, the results is show n in the form of analyzed factors, that have an effect on the process and results between the buyer and the supplier. The results were obtained with a statistical program R. The results were shown with the help of statistical tool for data processing t -test, Chi-squared and a presentation of results wi th Yates correction and Fisher exact test was added to it. The statistical tool for data processing in t- test includes Leven test of homogenous variations and independent test: Welch correction. Organization: The leaders of the organization and its suppliers can use these obtained results from the diploma paper as a type of recommendations for achieving successful results in negotiations between the buyer and the supplier. Th e leaders of the organization, the board and negotiators can use this data for maintaining g ood relationship within the company or for improving the relationships between the organizatio n and its suppliers. Society: With this research I would like to remind the soci ety that negotiation between them is an interactive process among the interested side s that want a positive result. The whole society, especially those who work with suppliers c an see the benefit of it in their relationships, in solving their negotiating conflic ts and in reaching their goal in negotiations. Originality: This paper is special because of its originality a nd balanced gathering of data from both sides: the buyers' and the suppliers'. In the first, qualitative part of the paper there is a balanced ratio of interviews: three suppliers and three buyers. In the second, quantitative part of this paper there is also maintained balance of the questionnaire: twenty-five buyers and twenty-five suppliers. In my investigation of exist ing notes and sources I have not come across any similar research in this organization. Limitations/Future Research: The research is limited to one organization and it s suppliers.
Ključne besede:	buyer, supplier, negotiations, preparat ions

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