Dawn H. Pearcy

Four subtle sins in scale development: some suggestions for strengthening the current paradigm

Despite continuing advances in statistical methods, problems in scalar measures persist. This paper reports the findings on a review of marketing scale batteries developed since the publication of Churchills (1979) paper outlining a method for reliable and valid scale development. The authors found four problem areas. These are discussed and solutions suggested.

Using e‐procurement applications to achieve integration: what role does firm size play?

Purpose – The purpose of this research is to empirically investigate the role of firm size in the use of e‐procurement applications that vary in their ability to facilitate supply chain integration.Design/methodology/approach – The sample was drawn from members of the Institute for Supply Management (ISM). Purchasing professionals employed in 33 different industries completed a self‐administered questionnaire.Findings – A total of 128 useable surveys were received. The data revealed a significant relationship between firm size and e‐procurement application. Specifically, larger firms were more likely to use integrative types of e‐procurement.Research limitations/implications – The study was limited in that it excluded purchasing professionals employed in the service sector. In addition, it only focused on the relationship between a single variable and e‐procurement application.Practical implications – This research provides support for studies that suggest that firm size is related to IT use. In addition,...

The impact of vendor incentives on Quick Response

Quick Response (QR) is an important business strategy that was initiated in the mid 1980s to deal with competition, slow growth, and reduced margins in the apparel industry. The purpose of this paper was to explore QR strategies focusing on the development of vendor partnerships. A vendor partnership model of QR implementation and channel relationships was developed using an exploratory sample of US retail firms. The model was tested using correlation analysis. Major findings indicated that these firms gave vendors incentives to adopt QR and that firms having more advanced QR programmes perceived fewer problems than those with less advanced programmes. A partial relationship was found between QR and improved financial performance. Finally, the length of time firms had been practicing QR did not guarantee a more advanced QR programme.

Using Electronic Procurement to Facilitate Supply Chain Integration: An Exploratory Study of US‐based Firms

With ever‐increasing competitive pressures, growing numbers of firms use electronic procurement (e‐procurement) in an attempt to reduce costs and increase profitability. Academicians and practitioners alike agree that one of the most important benefits of e‐procurement is its ability to facilitate integration within the firm and across the supply chain. However, there is much to be discovered about the prevalence of actual implementation of e‐procurement. The purpose of this study is to empirically examine the extent to which firms operating in diverse industries use nine different e‐procurement tools that differ in their ability to facilitate supply chain integration. The survey data were provided by a sample of 142 members of the Institute for Supply Management (ISM). Factor analysis revealed that the group of nine e‐procurement tools could be categorized into two types: basic, single‐process tools and integrative tools. A t‐test of the mean differences between each type of e‐procurement tool revealed that firms used basic, single‐process tools to a greater extent than they used integrative forms of e‐procurement. To further explore firms’ use of e‐procurement, we attempted to ascertain whether the industry in which a firm operates impacts use. Logistic regression revealed that firm sector has an effect on the use of integrative eprocurement tools, with firms operating in the petroleum and the transportation equipment sectors being less likely to use them than their manufacturing counterparts. These findings are important, as previous research indicates that effective supply chain integration is associated with improvements in production planning, inventory management, distribution, and overall supply chain performance.

Determining retail buyers' negotiation willingness for automatic replenishment programs

The purpose of this study was to empirically evaluate a modified version of Sheths model (1981) of buying behavior, in order to determine retail buyers’ willingness to trade off on negotiation variables when placing items on automatic replenishment (AR). A total of 103 usable questionnaires were returned from corporate buyers from five major department store chains located throughout the USA, yielding a 41 percent response rate. Multiple regression analysis indicated that the modified portion of Sheths model used in this study was satisfactory in exploring relationships that exist between buyers and vendors when determining what products can be placed on AR. The model was significant and respectable in explanatory power, and the significant or highly related variables were: merchandise driven mentality; price/value; color; design; and type of merchandise category. These were all significant or highly related to the buyers willingness to trade off on the negotiation variables (price, packaging, delivery and assortment). Future research is needed to explore the development of a model that explains the process and decision criteria for successful AR programs.

The impact of electronic reverse auctions on purchase price reduction and governance structure: an empirical investigation

The availability of various electronic services (e-services) has changed the buying experience for many purchasing professionals. An increasingly popular e-service, the electronic reverse auction has generated substantial interest due to its purported ability to provide lower purchase prices to buying firms even though it has the potential to negatively impact the buyer–supplier relationships. Due to the emerging nature of the reverse auction process, empirical research in the aforementioned areas is relatively sparse. The purpose of this research is to address these gaps in the academic literature. A survey of 142 purchasing professionals employed in diverse industries in the USA revealed that the electronic reverse auction use was significantly related to the purchase price reductions for the buying firm when purchasing standardised direct materials and MRO, but not for customised direct materials. The data also suggests that the buying firms develop different types of governance structure (short-term or relational) with the suppliers depending on the purchase category.