Chad R. Allred

A Dynamic Collaboration Capability as a Source of Competitive Advantage

The resource-based view of the firm argues the essence of decision making is to determine how firm and supply chain resources can be configured to achieve inimitable advantage and superior performance. However, combining resources found among diverse members of a supply chain requires higher levels of coordination than exist at most companies. Manifest cross-functional and interorganizational conflict impedes the relational advantages of collaboration. This research employs a multimethod—survey and interview—approach to evaluate collaborations influence on operational and firm performance. Our findings show that collaboration, as a dynamic capability, mediates the conflict resulting from functional orientations, and improves performance. Specific structural enablers to enhance an organizations collaborative capability are identified and described, providing insight into how firms can exploit interfirm resources for competitive advantage.

Supply chain information‐sharing: benchmarking a proven path

Purpose – The purpose of this paper is to examine the development and competitive influence of a supply chain (SC) information‐sharing capability over time.Design/methodology/approach – Survey data were collected in 1999/2000 and 2005/2006. Case study interviews conducted in the same time periods are used to contextualize the survey results.Findings – The analysis shows that an overall increase in the level of investment in IT in conjunction with higher levels of willingness to share the information is needed to support SC competitiveness. Both connectivity and willingness are shown to contribute to performance improvements. Further, empirical evidence suggests that the greatest performance improvements occur when companies develop both dimensions of an information sharing capability.Originality/value – The paper uses a multi‐method, longitudinal methodology to evaluate the evolution of technology and behavioral dimensions of a SC information‐sharing capability and to document their influence on firm oper...

E‐shopping lovers and fearful conservatives: a market segmentation analysis

Purpose – To classify internet users into holiday shopper and non‐shopper segments, and to profile the demographic, psychographic, and computer use characteristics of each segment.Design/methodology/approach – Self‐report data come from a national US sample of online internet users. Segments are customer revealed using traditional cluster analysis. Lifestyle measures are reduced to higher order measures using factor analysis. Profiles are analyzed via descriptive statistics, graphs, and radar charts.Findings – Six important segments are identified in the data. Three of the segments characterize customers who resist online shopping, even though they engage in other online activities. Security fears and technological incompetence typically inhibit these users from engaging in electronic exchange. Some internet users simply choose not to shop online. Three of the segments describe active e‐shoppers who are driven by a unique desire to socialize, minimize inconvenience, and maximize value.Research limitations...

Benchmarking the viability of SCM for entrepreneurial business model design

Purpose – The purpose of this paper is to benchmark the viability of collaborative supply chain (SC) business models for small businesses.Design/methodology/approach – Survey data was collected from 81 companies with 100 or fewer employees, 169 companies with 101‐500 employees, and 308 companies with more than 500 employees. To help contextualize the findings, eight in‐depth interviews with small firms were conducted.Findings – Benchmarking the viability of collaborative SC business models using a contingency, resource‐based‐view assessment paradigm reveals a perplexing paradox. Managers at small firms suggest that the majority of the benefits of SCM are within their reach. They also note that the barriers to implementation do not intimidate them. However, they also report that they are not actively pursuing SCM as a strategic weapon. Our research shows that the best way to avoid the cost squeeze and death spiral encountered by small business in todays global SC environment is to create the collaborative...

Using Technology to Increase Student Preparation for and Participation in Marketing Courses: The Random Selector Model

Extant research demonstrates how technology can support and augment traditional classroom teaching and improve learning. This paper introduces the Random Selector Model—a random selection technology tool—as a method for marketing educators to increase students’ preparation for and participation in class discussion. The Random Selector Model enables the instructor to select individual students or teams of students to participate in class discussion. Because the method is random, students view this approach as an interesting probability problem that motivates them to prepare in anticipation of being selected. Applications of the technology for the undergraduate marketing principles course and the MBA marketing management course are delineated. Students’ reactions to the method and technology are noted.

The service hand‐off: effects of multivendor service performance on customer satisfaction – an experimental study

Purpose – Simple transactions are evolving into complex service relationships that require the attention of multiple organizations. When integrated products fail, customers must determine which organization is responsible and capable of resolving the problem. If the initial firm contacted cannot resolve the problem, it is then passed on to another until resolution. The objective of this paper is to determine how customer satisfaction with one organization may be moderated by the subsequent performance of another organization following the service issue hand‐off.Design/methodology/approach – Data otherwise unavailable from the market are collected using a unique, longitudinal internet‐based experiment, wherein customer satisfaction is monitored throughout a complex exchange experience. During the exchange, problem ownership transfers from one firms service organization to that of another.Findings – Results show three forms of damage resulting from a service hand‐off: a credibility loss; a dissatisfaction ...

Market and collaboration orientations: examining the supply/demand chain effects

Market success requires a clear customer orientation supported by efficient processes. Yet, the findings from 394 surveys and 51 company interviews show that strong functional orientations promote silo thinking, which leads to counterproductive decision making. The gaps between the customer and supply sides of organisations are particularly pervasive and detrimental. Indeed, the failure to align the supply- and demand-side processes undermines value creation, hindering a companys competitiveness. This research shows that companies can develop a collaboration orientation to mitigate the dysfunctional silo effects. As companies do so, they are able to deliver higher levels of customer value and business performance. The approaches to cultivating such a collaboration orientation are discussed.