Heartland & Company

Michael A. McGinnis
The Pennsylvania State University, USA

Industrial buyers face a number of apparently routine challenges when making sourcing decisions. Some of these decisions include supplier evaluation processes, the allocation of business between two or more suppliers, how the evaluation process affects the allocation decision, and how these decisions are affected by the organization’s goals. The case presented in this paper describes the challenges faced by a buyer of one industrial product. The case’s thought provoking questions encourage student thinking and provide the basis for stimulating class discussion. This case has been classroom tested.

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