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Article
Publication date: 9 August 2011

Mert Tokman and Lauren S. Beitelspacher

472

Abstract

Details

International Journal of Physical Distribution & Logistics Management, vol. 41 no. 7
Type: Research Article
ISSN: 0960-0035

Article
Publication date: 9 August 2011

Mert Tokman and Lauren S. Beitelspacher

The service‐dominant (S‐D) logic views supply chains as value co‐creation networks. These networks promote knowledge growth amongst network members via resource deployment and…

3457

Abstract

Purpose

The service‐dominant (S‐D) logic views supply chains as value co‐creation networks. These networks promote knowledge growth amongst network members via resource deployment and coordination. The exchange of knowledge and utilization of operant resources among the network members leads to co‐created service offerings and value proposals for the end‐users, with the ultimate goal of transforming end‐user experiences to perceptions of superior value‐in‐use. The purpose of this paper is to develop an illustration of the value co‐creation concept and use this illustration as guide to examine the research gaps that are yet to be tapped in the area where supply chain networks and S‐D logic intersects.

Design/methodology/approach

The literature on S‐D logic is reviewed and research gaps are identified and categorized in three specific groups.

Findings

Three categories of research gaps in S‐D logic and supply chain management (SCM) areas include: gaps in utilization of internal operant resources by suppliers, manufacturers, and intermediaries; gaps in knowledge exchange and operant resource utilization between suppliers, manufacturers, and intermediaries; and gaps in knowledge exchange and operant resource utilization between end‐users and value co‐creation network partners.

Originality/value

An illustration of the value co‐creation network from the supply chain perspective is presented in this paper. The illustration of the value co‐creation network provided the guidance to categorize various research gaps in the area of S‐D logic and SCM. This categorization offers a structure from which more systematic research may be produced. It is the authors' hope that the organization and guidance provided in the paper for specific research topics in the S‐D logic area can result in research streams that could potentially offer significant contributions to SCM theory development.

Details

International Journal of Physical Distribution & Logistics Management, vol. 41 no. 7
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 9 August 2011

John F. Kros, R. Glenn Richey, Haozhe Chen and S. Scott Nadler

The purpose of this paper is to focus on radio frequency identification (RFID) acceptance and examine three understudied drivers: a company's satisfaction with existing logistics…

3092

Abstract

Purpose

The purpose of this paper is to focus on radio frequency identification (RFID) acceptance and examine three understudied drivers: a company's satisfaction with existing logistics technologies, its logistics technology readiness (technology optimism and technology innovativeness), and relationship hostage position. The proposed conceptual model also investigates the impacts of RFID acceptance and these three antecedents on the company's logistics performance.

Design/methodology/approach

Survey data were collected from the members of three professional associations in the USA. Structural equation modeling was used to test the proposed relationships.

Findings

According to the analysis results, a company's satisfaction with existing technology has negative impact on RFID acceptance, and technology readiness has positive impact on RFID acceptance. However, the relationship between a company's hostage position and RFID acceptance was found to be only partially significant. Also, the positive relationship between a company's RFID acceptance and its logistics performance is confirmed in this study. Furthermore, while a company's satisfaction with existing technology and technology innovativeness were found to be positively related to logistics performance, its technology optimism and hostage position were not significant related to its logistics performance.

Practical implications

This research confirms that a company's RFID acceptance is positively related to logistics performance. Therefore, even if a company is satisfied with its existing technologies, careful evaluation is warranted to determine if RFID as a new technology is needed to maintain the company's logistics performance in a dynamic environment. Also, this research suggests that supply chain members should be extremely cautious about the power usage toward its partners, because the authors' results show that forcing other partners to take cooperative actions may not yield the desired results.

Originality/value

This is first study examining RFID technology through a behavioral perspective. A new construct, RFID acceptance, was proposed, and related measurement scale was developed and tested along with its antecedents and outcomes.

Details

International Journal of Physical Distribution & Logistics Management, vol. 41 no. 7
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 9 August 2011

Jon F. Kirchoff, Chris Koch and Bridget Satinover Nichols

The purpose of this paper is to extend the stream of thought regarding the concept of demand and supply integration (DSI) within the domain of environmental responsibility and…

5928

Abstract

Purpose

The purpose of this paper is to extend the stream of thought regarding the concept of demand and supply integration (DSI) within the domain of environmental responsibility and green marketing.

Design/methodology/approach

Conceptual application of theory to strategic‐level concepts is used to develop propositions representing a theoretical approach to the integration of green marketing and green supply chain management (SCM).

Findings

Based on stakeholder theory, the authors propose that greater value will be perceived by customer stakeholders when the firm is able to successfully manage and coordinate demand (marketing) and supply (SCM) functions, ensuring that customer stakeholders receive what they are promised in regard to environmental products and services. For this relationship to offer competitive advantage and higher firm performance, the authors contend that it is necessary to better understand how customer stakeholders perceive firms' environmental initiatives, and to investigate if the degree to which a firm's demand and supply functions are integrated influences these perceptions.

Research limitations/implications

Scholars will benefit from ideas and questions put forth in this paper as it suggests specific avenues to pursue empirically in order to understand stakeholder perceptions of a firm's environmental responsibility activities.

Practical implications

Managers will benefit from the results of this paper by better understanding the benefits of DSI in creating marketing campaigns for environmental products and services that stakeholders perceive as legitimate.

Originality/value

The authors introduce the concept of DSI to the green marketing and green SCM literature and position DSI within the broader rubric of environmental commitment in the firm.

Details

International Journal of Physical Distribution & Logistics Management, vol. 41 no. 7
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 9 August 2011

Gensheng (Jason) Liu and George D. Deitz

The purpose of this paper is to explore the role of supply chain management in enabling manufacturers' mass customization capabilities.

3551

Abstract

Purpose

The purpose of this paper is to explore the role of supply chain management in enabling manufacturers' mass customization capabilities.

Design/methodology/approach

This paper is based upon survey data from 262 manufacturing plants, spanning nine countries and three industries. Responses from multiple employees were aggregated for each item. Hypothesized relationships between variables were analyzed using structural equation modeling.

Findings

The results generally indicate that plant mass customization capabilities are driven by customer‐focused product design and reduced supplier lead times. In turn, these factors are driven by management's emphasis on supply chain planning. Post hoc tests show that the effects of supply chain planning on mass customization capabilities are fully mediated by customer‐focused product design and reduced supplier lead time.

Originality/value

While the literature suggests that mass customization depends upon a dynamic extended enterprise, extant empirical work has focused on internal firm characteristics. The paper is among the first to examine the significance of supply chain management upon the development of mass customization capabilities.

Details

International Journal of Physical Distribution & Logistics Management, vol. 41 no. 7
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 9 August 2011

Rodney W. Thomas, C. Clifford Defee, Wesley S. Randall and Brent Williams

Discussions about the managerial relevance of scholarly research have been taking place for decades and the topic continues to be a source of debate in a number of business…

1916

Abstract

Purpose

Discussions about the managerial relevance of scholarly research have been taking place for decades and the topic continues to be a source of debate in a number of business disciplines. The purpose of this paper is to make an initial attempt to empirically assess the relevance of supply chain management research.

Design/methodology/approach

Qualitative methods were utilized to provide some initial evidence that can help validate or refute assumptions about perceived relevance in contemporary supply chain management research.

Findings

Findings of this research indicate that the most impactful supply chain management issues for managers are internal supply chain organizational structure, communication and information exchange, information technology, forecasting and sales and operations planning, and strategic leadership. Some of these managerial issues appear to be well aligned with recent research trends, but other issues are not frequently researched.

Research limitations/implications

Future research opportunities are identified based on managerial feedback. Results of this study also suggest that a broader view of supply chain management may be appropriate if researchers want to be managerially relevant.

Practical implications

This research potentially highlights opportunities for firms to gain a competitive advantage via their approach to supply chain management.

Originality/value

This research utilizes a unique approach to assess managerially relevant topics through a “magic wand” interviewing technique (i.e. “If we gave you a magic wand and granted you just one wish, what would you wish for to improve your supply chain?”).

Details

International Journal of Physical Distribution & Logistics Management, vol. 41 no. 7
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 22 September 2020

Christine Lai-Bennejean and Lauren Beitelspacher

This study aims to investigate an under-researched area, the impact of causal attributions (i.e. causal stability and company-related/-unrelated attributions) on salespeople’s job…

Abstract

Purpose

This study aims to investigate an under-researched area, the impact of causal attributions (i.e. causal stability and company-related/-unrelated attributions) on salespeople’s job satisfaction following their performance appraisal.

Design/methodology/approach

A pre-test and a between-subjects experimental study test the effect of accurate or biased perceptions of causal attributions on salespeople’s job satisfaction. Data collected from 209 salespeople provide evidence that they make perceptual attribution errors in their appraisals of the performance outcome they achieve or do not achieve.

Findings

When salespeople correctly attribute their performance, causal stability affects their job satisfaction. However, company-related attributions affect their satisfaction only in the case of a poor performance outcome. As expected, salespeople who make biased attributions experience misattributed or “unwarranted” satisfaction or dissatisfaction, a higher or lower satisfaction level than they would have experienced had they made proper causal attributions.

Research limitations/implications

Using Weiner’s theory of emotion and motivation as a theoretical framework, this study confirms that cognitive appraisals of event outcomes (in this case performance reviews) impacts salespeople’s emotional experience. Furthermore, causal ascriptions following the salesperson’s performance appraisal affect job satisfaction.

Practical implications

This study discusses how managers can ensure the continued satisfaction of their salespeople, which constitutes a stable source of motivation, by understanding their performance attributions.

Originality/value

This study introduces a new concept of misattributed job satisfaction or dissatisfaction. While anecdotally some scholars have investigated when salespeople play “the blame game”, this study shows how salespeople correctly or incorrectly ascribe blame for the outcomes and the impact on job satisfaction.

Article
Publication date: 6 November 2019

Anne L. Roggeveen and Lauren Beitelspacher

Drawing from prior research, the purpose of this paper is to outline the benefits of cause-related marketing (CRM) campaigns for the sponsoring multinational organization and the…

Abstract

Purpose

Drawing from prior research, the purpose of this paper is to outline the benefits of cause-related marketing (CRM) campaigns for the sponsoring multinational organization and the non-profit, to examine the impact of firm–cause fit and how this fit forms and to describe consumer reactions to CRM campaigns. With this backdrop, the paper offers recommendations for how multinational corporations (MNCs) should undertake international CRM activities.

Design/methodology/approach

A comprehensive literature review, undertaken with a theoretical lens, helps reveal how CRM campaigns can be executed in international markets.

Findings

With accurate country market assessments, MNCs are better prepared to integrate with the local environment and deliver effective CRM strategies and value.

Practical implications

This paper offers guidance for MNCs that are interested in expanding internationally in terms of how to develop an effective CRM in international markets. In addition, it explores relationship elements that are critical for creating a successful, synergistic relationship between the firm and the non-profit.

Originality/value

When adopted effectively, CRM can be a valuable tool for firms as they expand internationally, by establishing relationships with local customers. This research suggests guidelines for multinationals to consider as they expand their presence globally and apply CRM in broader contexts.

Details

International Marketing Review, vol. 37 no. 4
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 2 November 2012

Lauren Skinner Beitelspacher, Mert Tokman, Frank G. Adams and R. Glenn Richey

The service‐dominant logic (SDL) concept is reshaping the view of business‐to‐business research and practice. Thus, understanding the role of knowledge‐based operant resources, a…

1963

Abstract

Purpose

The service‐dominant logic (SDL) concept is reshaping the view of business‐to‐business research and practice. Thus, understanding the role of knowledge‐based operant resources, a key component of the SDL paradigm, in the ability of supply chains to shape competitive advantage and performance outcomes is vital. Further, operant resources have a hierarchical structure, with differing effects in building value for a supply chain. This research seeks to explore the effects of different levels of hierarchical operant resources in a retail supply chain setting.

Design/methodology/approach

A survey was collected from 300 retailing informants who deal with both key suppliers and customers. The data were examined using hierarchical regression to explore the influence of internal and external operant resources on market performance, subject to the moderating effects of top management support and relationship quality.

Findings

There is a positive relationship between internal and external operant resources with market performance outcomes, but those relationships are subject to support from top management toward retailing supply chain relational initiatives. Thus, intangible, dynamic, customer‐oriented resources play an important role in developing retail supply chains’ ability to achieve a market advantage.

Originality/value

This research addresses a need to explore the implications of SDL in a supply chain context by examining the implications of influences of retailer operant resources on the supplier. Further, this research explores the question of operant resources by analysing those resources at various levels within supply chain relationships.

Details

The International Journal of Logistics Management, vol. 23 no. 3
Type: Research Article
ISSN: 0957-4093

Keywords

Article
Publication date: 24 May 2011

Lauren Skinner Beitelspacher, R. Glenn Richey and Kristy E. Reynolds

The purpose of this paper is to introduce the concept of retailer service culture. A service culture is the customer‐centric culture aimed at exceeding customer expectations and…

5107

Abstract

Purpose

The purpose of this paper is to introduce the concept of retailer service culture. A service culture is the customer‐centric culture aimed at exceeding customer expectations and creating superior customer value through the development of service and related performance competencies.

Design/methodology/approach

In this research, surveys were conducted with key decision makers in various retail positions across the USA to develop a customer service‐based measure of service culture and test it against traditional retail management performance outcomes.

Findings

The results of this research demonstrate that service culture is a unidimensional construct and is positively related to increases in market performance and customer perceptions of quality for the retailer.

Practical implications

Service culture provides retailers with a new perspective to examine their service orientation internally. Additionally, service culture extends to the relationships that retailers develop with their suppliers.

Originality/value

Examining retailing from a customer service perspective is becoming increasingly important as marketing research shifts its focus from being product‐centered to more service‐centered. In an increasingly turbulent economy, retailers have to create value propositions that provide customers with higher levels of customer service than ever before. This research develops a new construct that explores how retailers can incorporate service values in their overall culture. Additionally, this research validates the measure for future researchers to continue this path of study.

Details

Journal of Services Marketing, vol. 25 no. 3
Type: Research Article
ISSN: 0887-6045

Keywords

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