W1-2-60-1-6
JOMO KENYATTA UNIVERSITY
OF
AGRICULTURE AND TECHNOLOGY
University Examinations 2014/2015
THIRD YEAR FIRST SEMESTER EXAMINATION FOR THE DEGREE
OF BACHELOR OF PURCHASING AND SUPPLIES MANAGEMENT
HPS 2306: RELATIONSHIP MANAGEMENT
DATE: AUGUST 2014 TIME: 2 HOURS
INSTRUCTIONS: ANSWER QUESTION ONE (COMPULSORY) AND ANY OTHER TWO QUESTIONS
Question One (30 Marks)
In order to keep up with the pace of modern technological changes the procurement department in the organization wishes to purchase and adopt to e – purchasing tools, however the Senior Management in the organization are not for the idea. As a member of the Procurement department you have been tasked with convincing the senior management to accept the purchase and adoption of e – purchasing tools, prepare a convincing paper which you will present to the senior management that will make them accept the procurement department proposal. (30 Marks)
Question Two (20 Marks)
a) Identify and describe how supplier divide customers into ones which receive different levels of service. (15 Marks)
b) Briefly discuss the term reciprocal trading. (5 Marks)
Question Three (20 Marks)
a) Describe how internal relationships change when part of an organization is outsourced. (10 Marks)
b) Identify and describe key differences between competitive and collaborative relationships. (10 Marks)
Question Four (20 Marks)
a) Distinguish between joint venture and co–destiny, and the impact of adopting co–destiny model on supplier management. (15 Marks)
b) What might be the consequences of poor relationship between purchasing and other departments? (5 Marks)
Question Five (20 Marks)
a) What are the relationship challenges that organizations may face while outsourcing internationally? (10 Marks)
b) What are the key issues to be examined when entering into a strategic relationship? (10 Marks)
