A large organizational consumer reminds a seller that it accounts for 60 percent of a supplier's sales. It also states that it has the resources to produce the part itself, if the supplier is inflexible as to price. The customer is using which technique?

Question

Quizplus · Accepted Answer

The customer is using negotiation techniques by leveraging its significant share of the supplier's sales and the threat of self-supply to potentially influence the supplier to be more flexible on price.

A Large Organizational Consumer Reminds a Seller That It Accounts