摘要
I
摘要
20 世纪 90 年代以来，全球经济一体化快速发展，随着消费者生活水平不
断提高和需求日益多样化的同时，国际国内消费者市场竞争也越来越激烈；无
容置疑，作为国家重点扶持对象的中小企业面临着不可避免的越来越复杂的诸
如经营环境和如何转型升级的生存挑战。中小企业企业领导人逐步认识到提高
企业核心竞争力，增强自身可持续性发展是企业生存下来的唯一途径。采购作
为企业生产经营中关键的一环，采购成本的高低严重影响了企业的快速发展；
总所周知，中国的中小企业有别于其它国家，其具有数量多、规模小、分布分
散、采购物料类型多和采购订单数量少等特点。面临新的市场竞争环境和新世
纪企业管理模式的挑战，原有的采购管理模式已不能完全满足企业的发展需
求。笔者结合理论并根据当下中小企业实际经营状况，对中国的中小企业的采
购管理经营状况做了深入的调查研究，通过与大型企业在采购供应链各个环节
的对比，作者得出中小企业存在的弱势采购特点和中小企业在后续发展中亟需
转变和努力的方向，基于目前中小企业状况，出于改善和完善中小企业弱势采
购的状况作者建设性的提出“采购联盟+支付策略转变”的采购管理模式。中小企
业通过采购联盟这一渠道购买生产物料，不仅可以提升企业议价能力获得更低
的采购价格，而且还能让企业享有更优质的物料和更为贴切的售后服务，这在
很大程度上不仅可以降低企业采购成本，还对于提升企业核心竞争力颇具积极
意义

本文介绍了供应链的管理思想、中小企业定义、采购和采购管理的概念

论述了中小企业采购管理的弱势特点，通过对比于大型企业管理模式剖析了中
小企业采购管理过程中存在的问题状况。对于中小企业如何完善采购供应链，
作者采取列图表和流程图方式给出了详细的建议；特别是针对不同类型的物料
给出不同的采购策略，同时对采购人员的要求等均有提出规范化建议并列图表
示例。伟大的邓小平总书记说过“发展才是硬道理”，企业的发展需要技术，需
要人才；中小企业成功转型更是需要相关部门的努力去招贤纳士，招募战略专
家、采购管理方面的专家和有经验的实操采购人员为企业发展所用。注重团队
管理是作者对采购部门一贯的要求。摘要
II
紧接着作者提出中小企业可根据自身条件，基于采购联盟模式来转型采购
方式；作者分析了采购联盟的优点和缺点。对包括采购联盟的构建、采购模式
的选择的方法和步骤均进行了详细的阐述。采购联盟是有别于中小企业个体采
购，其具有中小企业不能为的优势且能为企业带来实实在在的采购优惠。但是
作者也提出，企业要有所为，有所不为，任何方式均有其优点和缺点，企业要
懂得去驾驭，去博弈，选择往往比努力更重要；着眼于自身特点，适合自己；
而不是简单的找几家企业联合就是采购联盟

最后，结合中小企业采购特点及对比大型企业的分析，作者对中小企业提
出具有建设性的“采购联盟+支付策略转变”的采购方案。采购联盟并非是解决中
小企业弱势采购的唯一途径，中国有句古语“条条大路通罗马”。市场变，策略
变才是中小企业立于不败之地法宝

关键词： 中小企业；采购联盟； 供应链； 采购策略； 供应商管理ABSTRACT
III
ABSTRACT
Since China accession to the WTO in 2001, and along with the gloal economic
integration&39;s rapid development, rising living standards and follow up with customer
demand increasingly diverse, there is more and more competition to market;No doubt,
small and medium-sized enterprise as the national key support object is facing with
the inevitable and more complex global economic integration, such as the business
environment and how to innovate and upgrading of the challenge.Improve enterprise
core competitiveness and enhance its sustainable development that is the only way to
small and medium enterprises to survive. Procurement is as a key part of the
production and operation of an enterprise, the discretion of the purchasing cost will
seriously impact to the development of the enterprise; It’s well known that China&39;s
small and medium-sized enterprises is different from other countries due to its
quantity, small scale, scattered distribution, material type and less of the purchase
orders etc. Facing the new competition environment and the challenge of enterprise
management mode, the original purchase management mode can’t fully meet the
demand of the development of the enterprise.The author according to the actual
operating conditions, the present enterprise procurement management of China&39;s
small and medium-sized enterprises operating conditions to do a thorough research,
through compared with large enterprises in the supply chain management, the author
concluded that the weakness of the small and medium-sized enterprises exist the
direction of the characteristics and needs of small and medium-sized enterprises
procurement efforts, based on the purchasing of vulnerable to improve and perfect the
small and medium-sized enterprises the author proposed constructively to join
purchasing alliance + pay strategy transformation purchasing management mode.
Through this union channel purchase production material, which can improve
enterprise bargaining power to obtain a lower purchase price, but also can make
enterprise is more suitable to benefit a better quality material and service, and it’s not
only largely reduce enterprise purchase cost, but also improve the enterprise core
competitiveness.
This article introduces the supply chain management thinking, small and
medium-sized enterprises (smes) definition, the concept of purchasing andABSTRACT
IV
procurement management.Introduces the characteristic of the weakness of the small
and medium-sized enterprise purchasing management, compared to large enterprise
management mode to analyze the purchasing management problems existing in the
process. For small and medium-sized enterprises, how to improve the supply chain,
the author uses the column chart and flow chart given detailed;Especially for different
types of take different material purchasing strategy, procurement staff requirements,
etc all have tied for sample chart on request.Deng said that development is the
absolute principle, enterprise development needs technical, need talent;Successful
transformation of small and medium-sized enterprises need, recruiting, recruitment of
purchasing management experts and experienced procurement are used for the
enterprise.
Then the author puts forward the small which can be based on purchasing
alliance mode transformation to purchase way, the author analyses the adv
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