David M. Gligor

The role of personal relationships in supply chains

Purpose – The purpose of this paper is to understand how personal relationships influence behavior within a supply-chain context. Design/methodology/approach – This research employs a qualitative methodology that allows for a rich assessment of how buyers and suppliers of logistics services interact within the context of personal relationships (e.g. friendships), that are themselves embedded within interfirm relationships. Based on a grounded theory approach, a model is developed describing how and why personal relationships are important for supply-chain managers to consider when cultivating interfirm connections. Findings – The findings reveal how managers act/interact within the context of personal relationships, as well as the outcomes/benefits associated with the development of personal relationships. Research limitations/implications – This study uses qualitative interviews to generate theory. The generalizability of the findings will have to be empirically examined in future research. Practical imp...

The role of demand management in achieving supply chain agility

Purpose – The purpose of this paper is to explore the role of demand management in achieving supply chain agility (SCA) through a multi-disciplinary review of the relevant research. The systematic literature review provides the basis for formulating a conceptual framework of the relationship. Design/methodology/approach – A systematic, comprehensive review of the literature on manufacturing, marketing organizational and SCA from 1991 through 2013 was conducted. The literature on demand management is also examined to identify the various elements that contribute to SCA. Findings – Most agility frameworks take a supply-side perspective and assume that demand is known. Those that do acknowledge the role of demand fall short of offering a holistic framework that acknowledges the role of both. This paper suggests that it is simply not enough to have flexible manufacturing, distribution and procurement systems to achieve SCA. Flexibility in managing demand is also needed. Furthermore, it is the premise of this ...

The benefits of logistics clustering

Purpose – The purpose of this paper is to analyze the benefits of logistics clustering, with the intent to explain their growth and popularity among private agents and policy makers during the last decade. Design/methodology/approach – Because of limited knowledge about the benefits of logistics clustering a main objective of this paper is theory building. The authors employed a grounded theory approach and conducted 135 open and semi structured interviews with logistics executives, government officials, academics, and chambers of commerce representatives. Findings – Study results revealed that, the agglomeration of logistics firms provides several key benefits to companies. Specifically, it was found that logistics clustering facilitates collaboration-related benefits, offering of value added services, career mobility for the logistics workforce within the cluster, and promotes job growth at multiple levels within the cluster. The authors offer a rich description of these benefits and the mechanisms that...

The Role of Supply Chain Agility in Achieving Supply Chain Fit

The main purpose of this research was to build on Fishers (1997) seminal article. First, it expands on the Fisher framework by empirically establishing the link between the firms environmental characteristics and the firms level of supply chain fit (SCF). The results indicate a negative relationship between environmental uncertainty and SCF indicating that, as the level of environmental uncertainty increases it becomes increasingly challenging to match a products supply and demand characteristics with its supply chain design characteristics. Second, the key contribution of this research is the introduction of supply chain agility as a capability that helps mitigate the negative relationship between aspects of environmental uncertainty and SCF. Finally, this research contributes to theory development and managerial practice by exploring the complex relationship between SCF, supply chain agility, and financial performance. Developing high levels of supply chain agility and SCF requires deployment of resources for the focal firm. This manuscript provides a better understanding of how such expenditures can generate financial benefits for organizations.

Linking ocean container carrier capabilities to shipper–carrier relationships: a case study

ABSTRACT As outsourcing and offshoring continue to expand, the ocean container industry serves a critical and still increasing role in supporting global trade. Yet, perceived commoditization and intense price competition among ocean container carriers limit opportunities for competitive advantage and formation of long-term shipper–carrier relationships. This environment ultimately yields an unhealthy industry that threatens the stability of global supply chains. Extant literature provides limited insight into how carriers can build strong relationships with shippers to overcome the short-term, transactional-orientation of the industry. Examining a case study of a major ocean container carrier, we apply structural equation modeling to shipper survey data to explore how carrier operational, service, and pricing capabilities influence the strength of the long-term shipper–carrier relationship. Furthermore, we identify unique clusters of shipper needs, helping the carrier understand when and how to promote a particular portfolio of capabilities to customers.

The interplay between key marketing and supply chain management capabilities: The role of integrative mechanisms

This paper aims to identify key marketing and supply chain management-related (supply chain management – SCM) capabilities and explore the nature of the linkages between these specific capabilities as shaped by the integrative mechanisms adopted by firms.,Based on the findings from dyadic interviews with 26 marketing and SCM executives from business-to-business firms, the authors develop an empirically grounded conceptual framework.,The authors identify innovativeness and market learning capability as key marketing capabilities and supply chain agility and relational capability as key SCM capabilities. The authors find that relationships between these strategic marketing and SCM capabilities follow a specific pattern. The authors also find that the application of unique integrative mechanisms can cultivate the potential tandem between marketing and SCM capabilities.,The study informs theory with regard to two key areas: relationships among key marketing and SCM capabilities and integrative mechanisms that shape the underlying mechanisms of capability relationships.,Application of organizational dynamics to key marketing and SCM provides a more nuanced understanding of the linkages among such capabilities. A better understanding and application of integrative mechanisms may help managers to develop better tools and means to bundle their key marketing and SCM capabilities effectively.,The qualitative and exploratory nature of the paper will be of significant interest to managers who would like to achieve greater synergy between marketing and SCM capabilities.

The combined effect of product returns experience and switching costs on B2B customer re-purchase intent

Purpose This study investigated business-to-business (B2B) repeated purchase intent and its relationships with customer value and customer satisfaction. Additionally, it explored the link between willingness to purchase again, switching costs and product returns management. Modern customers are more likely to switch suppliers; however, previous research suggests that this behaviour can be attenuated by a robust returns management experience. The purpose of this study was to provide a revised model of B2B repeated purchase intent that integrates the concept of product returns management and switching costs with existing B2B customer repurchase intent models. Design/methodology/approach First, a qualitative inquiry based on semi-structured interviews was conducted to test and develop a quantitative survey. Then a survey was then sent to business owners operating in the audiology industry. Finally, there were 317 responses. Findings The authors reveal the complex relationship between returns management and repeated purchase intent. Specifically, the authors’ results indicate that the effect of product returns on repurchase intent is opposite to the effect of customer value, depending on the value of customer value. The authors’ findings indicate that even when switching costs are low, firms can positively impact the intent to purchase again in the future if they increase the level of customer satisfaction. In addition, the authors’ findings indicate that in the context of B2B a high/low level of customer satisfaction does not trigger a positive effect of managing product returns on repurchase intent. Originality/value This study was the first to introduce the concept of product returns management to research on B2B repurchase intent.

The obstacles to cold chain implementation in developing countries: insights from Vietnam

The purpose of this paper is to identify the obstacles that impede cold chain implementation in developing countries.,A grounded theory methodology was employed to execute this research. Eight semi-structured, in-depth interviews were conducted with senior managers in Vietnam. In addition, consistent with grounded theory guidelines, the authors utilized archival data to facilitate theory development.,The results of the analysis revealed a total of ten key obstacles: deficient professional skills, lack of quality and safety-control measures, high concentration of intermediaries, poor infrastructure, lack of information systems, high cost of installation and operation, inadequate education and training at farmer level, deficiency of standardization, lack of government support for local businesses and social norms.,Although many authors have recognized the enormity of food wastage and limited employment of cold chain in developing countries compared to developed countries, few efforts have been made to explore the reasons for the limited use of cold chains in developing countries. There are several noteworthy theoretical and managerial contributions that emerged from addressing this gap.

Exploring the effects of workforce level on supply chain job satisfaction and industry commitment

Purpose Despite a pervasive workforce shortage, existing research has provided limited guidance about job satisfaction and commitment of the supply chain workforce. Moreover, few studies explore the effects of workforce level on such satisfaction and commitment. The paper aims to discuss this issue. Design/methodology/approach To address this gap, the authors apply person-organization fit theory to study the critical work value drivers of supply chain job satisfaction and industry commitment across workforce levels through structural modeling of practitioner survey data. Findings Job satisfaction and industry commitment are impacted differently across workforce levels, particularly for executives, suggesting the potential for conflicts in the workplace and that a “one size fits all” approach for recruitment and retention will be ineffective. Practical implications The results reveal how proactive organizations can not only hire and retain the best people but also help employees at different workforce levels understand one another’s motivations, empowering these organizations to become employers of choice. Originality/value This study is among the first empirical papers to directly address the labor shortage in supply chain. It also strikes new ground by assessing differences in work values across workforce levels.