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Article
Publication date: 8 August 2018

Antonina Tsvetkova and Britta Gammelgaard

The purpose of this paper is to explore how supply chain strategies emerge and evolve in response to contextual influence.

Abstract

Purpose

The purpose of this paper is to explore how supply chain strategies emerge and evolve in response to contextual influence.

Design/methodology/approach

A qualitative single-case study presents the journey of a supply chain strategy, conceptualised as the idea of transport independence in the Russian Arctic context. Data from 18 semi-structured interviews, personal observations and archival materials are interpreted through the institutional concepts of translation and editing effects.

Findings

The study reveals how supply chain strategies evolve over time and can affect institutional factors. The case study further reveals how contextual conditions make a company reconsider its core competencies as well as the role of supply chain management practices. The findings show that strategy implementation through purposeful actions can represent a powerful resistance to contextual pressures and constraints, as well as being a facilitator of change in actual supply chains and their context. During the translation of the idea of transport independence into actions, the supply chain strategy transformed itself into a form of strategic collaboration and thereby made supply chains in the Russian Arctic more integrated than before.

Research limitations/implications

More empirical studies on strategy implementation in interaction with contextual and institutional factors are suggested. An institutional process perspective is applied in this study but the authors suggest that future research should include a human dimension by an exploration of day-to-day routines and challenges that employees face when strategising and the actions they take.

Originality/value

The study provides an understanding of how a new supply chain strategy emerges and how it changes during implementation. In this process-oriented study – merging context, process and strategy content – it is further shown that a supply chain strategy may affect the context by responding to contextual and institutional challenges.

Details

International Journal of Physical Distribution & Logistics Management, vol. 48 no. 9
Type: Research Article
ISSN: 0960-0035

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Article
Publication date: 1 June 2015

Harri Ryynänen, Kaisa Henttonen and Risto Tapio Salminen

– This paper aims to explore collective cognitive structures in business networks by analyzing the coherency of network pictures in a service development network.

Abstract

Purpose

This paper aims to explore collective cognitive structures in business networks by analyzing the coherency of network pictures in a service development network.

Design/methodology/approach

The authors use the network pictures construct as a tool to analyze collective cognitive structures in a service development network. The studied case and unit of analysis is a focal network developing a consumer mobile TV service.

Findings

Based on the empirical evidence, the authors found that individuals’ cognitive structures vary extensively in the studied focal network. In addition, collective cognitive structures in intra- and inter-organizational settings differ, and thus should be distinguished.

Research limitations/implications

The research findings are based on a single case study. This study is one of the first attempts to apply network pictures as a research device in industrial marketing. The concept of network conception is put forward, distinguishing intra- and inter-organizational levels of collective cognition.

Practical implications

The employed conceptual tool is proposed for application also when forming a business network, where it is important to make all actors’ (i.e. persons and companies) perspectives on the emerging focal business network visible.

Originality/value

To study the focal network-level collective cognitive structures further, the authors propose the concept of network conception to represent the phenomenon. The present study contributes to the research on collective cognitive structures in industrial marketing by extending understanding on individual- and organizational-level cognitions to a focal network-level collective cognition.

Details

Journal of Business & Industrial Marketing, vol. 30 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 12 February 2019

Aki Jääskeläinen and Jussi Heikkilä

How do purchasing and supply management (PSM) practices create value for the business customers of a focal company? The purpose of this study is to approach the question…

Abstract

Purpose

How do purchasing and supply management (PSM) practices create value for the business customers of a focal company? The purpose of this study is to approach the question by investigating the delivery of value over three tiers in the supply chain, that is, from suppliers to the focal company, and further to the focal company’s customers following value chain logic.

Design/methodology/approach

The study is carried out as a qualitative interview study in four focal companies operating in business-to-business markets. A total of 32 interviews are conducted targeted to managers and directors of sales and marketing, purchasing, product/service development and business units.

Findings

The study unveils the characteristics and interplay of supplier-oriented and cross-functional PSM practices in customer value creation. The findings indicate that cross-functional integration between purchasing and the other functions of a focal firm is most beneficial in improving supply flexibility to fulfill customer preferences, identifying new supplier offerings for the customer and facilitating time-to-market of new products.

Research limitations/implications

This study enhances managers’ understanding of the characteristics of the non-financial benefits of purchasing and the role of PSM practices in customer value creation and business success. The findings are indicative of potentially successful practices in the contexts studied.

Originality/value

This study contributes to the supply chain management literature on the benefits of the purchasing function by highlighting the value created for the customer of a focal company. It also extends the discussion in the supply chain management literature on customer value creating interaction processes in business relationships by focusing on PSM practices.

Details

Supply Chain Management: An International Journal, vol. 24 no. 3
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 22 May 2020

Tayanne Ferraz da Silva Poberschnigg, Marcio Lopes Pimenta and Per Hilletofth

The purpose of this study is to analyze cross-functional integration processes and their respective impacts on resilience capabilities, with particular emphasis on…

Abstract

Purpose

The purpose of this study is to analyze cross-functional integration processes and their respective impacts on resilience capabilities, with particular emphasis on collaboration, in an automotive supply chain.

Design/methodology/approach

A case study was conducted in an automotive supply chain through 18 in-depth interviews with managers from six different companies, namely, two suppliers, one focal manufacturer and three customers. The automotive industry is one of the most vital industries in the Brazilian economy and is still recovering from the 2015 financial crisis, making it an interesting case for this research.

Findings

The findings reveal several links between resilience and cross-functional integration literatures through the analysis of three basic categories, namely, disruptions (lack of product, interruption of production, delivery delay, organizational bankruptcy and sales loss); capabilities (redundancy, flexibility, adaptability, collaboration, visibility and agility); and integration factors (cross-functional meetings, adequate communication, longevity of relationships, cross-functional training, recognition of interdependence and the consideration given to informal groups).

Practical implications

This research addresses several implications for practitioners. Managers should pay attention to the cross-functional teams, which may provide internal collaboration, and hence collaboration in the supply chain.

Originality/value

This paper suggests a new concept for the collaboration capability. According to the results, collaboration is the capability of dealing with formal and informal factors to integrate both the internal functions and supply chain members, which can provide visibility, agility and adaptability toward supply chain resilience.

Details

Supply Chain Management: An International Journal, vol. 25 no. 6
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 23 August 2011

Amir Albadvi and Monireh Hosseini

This paper's main purpose is to provide a systematic approach for mapping the value exchange in B2B relationship marketing. This approach affords a preliminary analysis in…

Abstract

Purpose

This paper's main purpose is to provide a systematic approach for mapping the value exchange in B2B relationship marketing. This approach affords a preliminary analysis in order to distinguish business customers' different value dimensions (tangibles and intangibles) and to set sights on determining suitable metrics to evaluate and quantify the value of each customer.

Design/methodology/approach

The paper uses a combination of qualitative research approaches, namely an exploratory case study, in‐depth interviews, and consensus expert opinion. The empirical study took place over three months to maximize the proposed approach's expediency in the practitioners' B2B environment and to increase the validity of the research findings.

Findings

In addition to developing a new framework originating in the value network approach for mapping, modeling and analyzing business customers' value network (BCVN), the findings posit a proposed systematic approach for practitioners and marketing scholars to scrutinize the multi‐dimension values of business relationship marketing.

Practical implications

For companies and their business customers alike, the benefits of the systematic approach proposed in this paper are an efficient analytical system giving an opportunity to B2B marketers and managers to understand their business customers' network in detail.

Originality/value

The implicit concept of maximizing customer lifetime value within the business customers' network appeals for an applied approach to better understand and analyze the real value of business customers to retain them.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 30 September 2014

Ana Beatriz Lopes de Sousa Jabbour, José Carlos Omodei Junior and Charbel José Chiappetta Jabbour

The purpose of this paper is to present the results of a success story involving the extending of lean manufacturing practices between a focal firm and its supplier, both…

Abstract

Purpose

The purpose of this paper is to present the results of a success story involving the extending of lean manufacturing practices between a focal firm and its supplier, both located in Brazil, thereby configuring a case of excellence.

Design/methodology/approach

An in-depth case study was conducted involving two companies: Company A, focal, leader in its segment, located in Brazil; and Company B, Company A's supplier, also located in Brazil.

Findings

Results indicate there are several mechanisms for extending lean manufacturing practices in the supply chain, such as workshops, training, and integrated teams. These mechanisms are shown and guidelines are also introduced for companies seeking to successfully extend lean manufacturing practices.

Originality/value

An original use of define, measure, analyze, improve, control for structuring the extending of lean manufacturing practices to suppliers and, consequently, the importance of the lean six-sigma relationship in this context. Furthermore, the guidelines introduced serve as a benchmark for other companies interested in the topic.

Details

Benchmarking: An International Journal, vol. 21 no. 6
Type: Research Article
ISSN: 1463-5771

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Article
Publication date: 29 May 2007

Sergio Biggemann and Francis Buttle

This paper seeks to analyse the effects that previous episodes have on business‐to‐business relationships and how these episodes can influence the parties’ responses to a…

Abstract

Purpose

This paper seeks to analyse the effects that previous episodes have on business‐to‐business relationships and how these episodes can influence the parties’ responses to a particular act. This investigation uses a network approach to investigate this relational situation.

Design/methodology/approach

A single case study was used based on dozens of semi‐structured interviews to explore this phenomenon. Qualitative information was gathered. In addition to interviews, review of documents and observation were also completed.

Findings

It was found that varied outcomes occurred in the relationships and are a consequence of the contexts brought to bear on the dealers’ interpretations of the act of introducing a new agreement. New dealer relationships were strengthened, while established dealer relationships may have been weakened.

Practical implications

A long‐term relationship, built through exchanging acts over time, conditions the counterpart's response to the focal company's act. This research shows that this can happen even in cases in which the relationship could be reasonably classified as Customer partnership. The dealers’ reactions suggest that different network positions were occupied by the two different types of dealers, established and new. Even though their roles in the supply chain could be deemed as identical, it appears as if the parties’ obligations and rights were different.

Originality/value

The paper illustrates the importance of good business relationships.

Details

Management Research News, vol. 30 no. 6
Type: Research Article
ISSN: 0140-9174

Keywords

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Article
Publication date: 1 December 2000

Asta Salmi

Adopts a holistic network approach to analyse a company’s entry into a turbulent market. The entry is examined as a process. The analysis focuses on the temporal context…

Abstract

Adopts a holistic network approach to analyse a company’s entry into a turbulent market. The entry is examined as a process. The analysis focuses on the temporal context of business interaction; it inspects how the company copes with uncertainty, and proposes that the concept of a focal net be applied for strategic analysis of the context. In the empirical part, the Estonian market exemplifies a turbulent environment, and the entry process of one Western high‐technology company is analysed. It is concluded that, while all interaction on any business market involves elements of the historic background as well as the participants’ expectations of the future, history now seems to dominate the markets of Eastern Europe.

Details

European Journal of Marketing, vol. 34 no. 11/12
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 3 August 2010

Hsin‐hui Chou and Judy Zolkiewski

This study aims to explore the process of the arrival of technological change and how the learning process impacts on network evolution.

Abstract

Purpose

This study aims to explore the process of the arrival of technological change and how the learning process impacts on network evolution.

Design/methodology/approach

The paper uses longitudinal, case‐based qualitative research to illustrate the network dynamics underpinning two technological generations.

Findings

The arrival of technological change not only is a pivotal event concerning a firm's long‐term competitiveness, but also challenges the firm's ability to manage its portfolio of relationships and balance its position in the evolution of business nets. Such an arrival process can be viewed as a learning process, where the firm learns how to devise appropriate strategies based on its inter‐organizational interaction history to cope with the rapidly changing environment, for example technological changes.

Originality/value

The findings illustrate the value of analyzing technological change from a network perspective. They illustrate the complexity of the process and show that, despite cooperation and collaboration, relationships are constrained and/or enabled by organisational learning. Relationships are determined by a plethora of issues such as strategic fit, functional fit and time fit.

Details

Journal of Business & Industrial Marketing, vol. 25 no. 6
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 14 March 2016

Malena Ingemansson Havenvid, Håkan Håkansson and Åse Linné

The authors argue that the construction industry is characterised by a fragmented business context with three main features: the project-based character, the strong focus…

Abstract

Purpose

The authors argue that the construction industry is characterised by a fragmented business context with three main features: the project-based character, the strong focus on price in all parts of the supply chain along with the great importance of suppliers. This fragmentation has been identified as problematic for the industry’s ability to innovate and engage in renewal. The purpose of this paper is to investigate this further by focusing on how construction companies manage renewal in a fragmented business context.

Design/methodology/approach

The authors use an in-depth case study of a housing project in Sweden to discuss how firms manage renewal in a fragmented type of business environment. The authors identify the challenge of achieving renewal in an individual construction company as an issue of handling intra- and inter-organisational issues in both intra- and inter-project environments.

Findings

The case study indicates that renewal can be partly handled and managed through long-term business relationships and partly through opening up to new business relationships. Moreover, innovations and learning developed in other projects can be used in the focal project, and due to a repetitive task it is possible for the construction company to use a core network of individuals and organisations to enhance overall renewal among actors.

Research limitations/implications

The study needs to be supported by further empirical observations. The paper encourages IMP scholars to further investigate projects from an industrial network approach.

Practical implications

The study shows that the internal resources of firms can be used systematically to create continuity in a multi-project organisation, and that relationships can be used to bridge learning and innovation among actors across projects.

Originality/value

The paper addresses why firms in fragmented (project-based) businesses might struggle with achieving renewal in a novel way by outlining and investigating four organisational challenges they must handle.

Details

IMP Journal, vol. 10 no. 1
Type: Research Article
ISSN: 2059-1403

Keywords

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