Operations and Supply Chain Management Commons^™

Incoterms® Use In Buyer-Seller Relationships: A Mixed Methods Study, Thomas J. Schaefer

Dissertations

The negotiation and communication of logistics management decisions between buyers and sellers of goods is critical for effective supply chain management. Incoterms® rules, a set of three character acronyms, are often used by buyers and sellers to communicate each party’s logistics management responsibilities when transacting goods. Inappropriate application of Incoterms® rules can lead to miscommunication of logistics responsibilities and expose either party to unanticipated costs and risks. This three-part mixed methods research explores the circumstances that contribute to errors in logistics management decision communication within buyer-seller dyads, the consequences of these errors, and methods to improve logistics management decision communication. …