Business relationship management and marketing : mastering business markets

Edisi

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ISBN/ISSN

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Deskripsi Fisik

978-3-662-43856-5

Judul Seri

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No. Panggil

TXT MG KLE b

A new approach for understanding hindrances to collaborative practices in the…

The paper attempts to determine whether decision-makers in the manufacturing and retailing industry really wish to implement cooperative logistical relationships in the long term.

Increased collaborative relationships in international logistics: Canadian an…

This article argues that the increased competition and uncertainties faced by corporations and countries as a result of the globalisation and volatility of world trade in the first decade of this century have resulted in new collaborative relationships in international logistics. Evidence, largely from Canada, identifies shifts in corporate relationships. The changes are consistent with expecta…

Total system JIT outcomes: inventory, organization and financial effects

Despite anecdotal evidence of the performance implications of just‐in‐time (JIT) implementation, little empirical research has been conducted. Examines total system JIT’s empirical relationships with a variety of performance outcomes. Total system JIT encompasses JIT purchasing, JIT production, and JIT selling. In a mail survey of 200 logistics executives, total system JIT was found to be…

How Australian manufacturing firms perceive and understand the concepts of ag…

The purpose of this paper is to address an important question which centres on investigating how do manufacturing businesses perceive and understand the concepts of agility and flexibility in their supply chains (SCs).

Reverse logistics programs: gauging their effects on CRM and online behavior

To provide practitioners of knowledge management with a sense of the importance of reverse logistics as an important part of today’s company policies, especially throughout the product life cycle, with the accompanying technology that supports it and the effects on customer relation management (CRM) and satisfaction.

The impact of e-commerce on supply chain relationships

E‐commerce is such a new phenomenon that little research has addressed the effects it has on relationships in supply chains. A qualitative study was conducted with eight e‐commerce companies in order to construct theoretical relationships with which to develop a grounded theory of the impact of e‐commerce on managing supply chain relationships. The e‐commerce environment was perceived a…

Supplier relationship management as a macro business process

Increasingly, supplier relationship management (SRM) is being viewed as strategic, process-oriented, cross-functional, and value-creating for buyer and seller, and a means of achieving superior financial performance. This paper seeks to describe a macro level cross-functional view of SRM and to provide a structure for managing business-to-business relationships to co-create value and increase …

Strategic responses to power dominance in buyer-supplier relationships

The purpose of this paper is to identify the strategic options available to a weaker actor to counteract the dominance of a stronger actor in a buyer-supplier relationship, and identifies those factors that influence the choice of individual options.

Developing a scale for proactive improvement within logistics outsourcing rel…

The purpose of this paper is to establish a scale for the measurement of proactive improvement, in general, and then more specifically in terms of cost- and service-focused improvement in logistics outsourcing arrangements.

A supply chain diagnostic tool

How can a third-party logistics (3PL) provider decide whether or not there is a viable opportunity to serve the needs and desires of potential clients? To answer this question, a tool is needed that can help determine if there are problems, inefficiencies, or needed improvements in a client’s, or a potential client’s, supply chain that the 3PL can effectively address. Most diagnostic tools …

A taxonomy of highly interdependent, supply chain relationships : the use of …

Cluster analysis provides a statistical method whereby unknown groupings of similar attributes can be identified from a mass of data and is well-known within marketing and a wide range of other disciplines. This paper seeks to describe the use of cluster analysis in an unusual setting to classify a large sample of dyadic, highly interdependent, supply chain relationships based upon the quality …

A review of the transportation mode choice and carrier selection literature

The purpose of this paper is to categorize transportation choice research (mode choice and carrier selection) leading to insight on themes in the literature and directions for future research

Rigor in qualitative supply chain management research: Lessons from applying …

The purpose of this paper is to share the authors’ experiences of using the repertory grid technique in two supply chain management studies. The paper aims to demonstrate how the two studies provided insights into how qualitative techniques such as the repertory grid can be made more rigorous than in the past, and how results can be generated that are inaccessible using quantitative methods.

Organization-environment relationships : theory for management practice in hu…

The article discusses lessons for executive directors in human service organizations, for managing organization-environment relationships. The first section reviews the three main theories of organizationenvironment relations: ecological theories, institutional theories, and adaptation theories (with emphasis on the political-economy and resource-dependency perspectives). Following this present…

Understanding customer relationship management (CRM)

Customer relationship management (CRM) is a combination of people, processes and technology that seeks to understand a company’s customers. It is an integrated approach to managing relationships by focusing on customer retention and relationship development. CRM has evolved from advances in information technology and organizational changes in customer-centric processes. Companies that success…

Battening down the hatches : how should the maritime industries weather the �…

This paper investigates the major impacts of the financial tsunami on the maritime industries, notably port and shipping. The maritime industries are still reeling from market declines, with stakeholders still attempting to weather the storm as best as they can through various strategies. However, such strategies are not uniform, where significant diversifications have been noted between maj…

Developing a conceptual model for examining the supply chain relationships be…

The purpose of this paper is threefold: first, review the literature on the topic of behavioural antecedents of collaboration and their impact on supply chain integration and performance; second, lay the theoretical foundations and develop a conceptual model linking behavioural antecedents of collaboration, information integration, coordination of operational decisions and supply chain performa…

Obstacles to supply chain integration of the performance management process i…

The purpose of this paper is to explain to what degree supplier relationship obstacles and operational tool obstacles hinder supply chain integration of the performance management (PM) process.

Unfruitful cooperative purchasing : A case of humanitarian purchasing power

The purpose of this paper is to understand the impact of cooperative purchasing on buyers’ purchasing power. Purchasing in the humanitarian sector has traditionally been characterized by a low level of coordination due to inter-agency competition for funding, diverging mandates and other organizational differences. Relationships with commercial suppliers have also remained arm's-length and of…

The Importance of Logistics Efficiency to Customer Service and Firm Performance

Logistics is considered to have a significant impact on a manufacturing organization's performance. This research utilizes a pilot study, a large‐scale survey of manufacturing managers, and linear structural relations (LISREL). The research methods develop measures and test relationships among six constructs: physical supply, physical distribution, logistics spanning processes, customer servi…

Spillover effects of a firm's relationship marketing orientation in the logis…

The central tenet of this paper is that a firm's efforts to nurture a long-term relationship with a third-party logistics (3PLs) will be influenced by its strategic orientation toward its own customers. The purpose of this paper is to propose that there will be a spillover effect of a firm's relationship marketing orientation (RMO) toward its customers on the nature of a firm's relationship wit…

Social exchange behavior in logistics relationships: a shipper perspective

Edisi

Vol. 29 Issue: 2, pp.103-121

ISBN/ISSN

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Deskripsi Fisik

22 p.

Judul Seri

International Journal of Physical Distribution & Logistics Management

No. Panggil

ATC LO MOO s

Relationship marketing practice in Lithuanian logistics organizations

The purpose of this paper is to establish relationship marketing practice aspects, their prevalence and opportunities in Lithuanian logistics organizations.

Purchasing social responsibility and firm performance: The key mediating role…

This paper aims to examine how socially responsible supply management activities, a term labeled purchasing social responsibility (PSR) in the extant literature, affect a firm’s costs. There has been much debate, and mixed empirical findings, regarding whether socially responsible behavior on the part of companies improves or reduces firm performance.

Interactive vulnerability in buyer-seller relationships: a dyadic approach

The topic is the construct of interactive vulnerability in buyer-seller relationships based upon mutual time- and relationship-dependencies. The research is based upon a selection of focal dyads between a vehicle manufacturer and its most important suppliers. The principal contribution is a framework of operationalization and analysis of the construct of interactive vulnerability and an empiric…

Implementation of SCM in inter-organizational relationships: a symbolic persp…

The purpose of this paper is to investigate supply chain management (SCM) as a management implement from a symbolic perspective on a dyadic level. So far, no research has investigated SCM from such a perspective, although SCM researchers implicitly have noted that it would be useful to have such a study in order to broaden the understanding of theSCMconcept, as such a study allows for the use o…

Honeymoons in supply chain relationships : The effects of financial capital, …

Cooperation in logistics and supply chain management has most often been studied as a characteristic of a focal firm, rather than as a relationship property, and inter-organisational aspects need to be better understood. The purpose of this paper is to draw on insights from theories on individuals and organisations to study recently formed supply chain relationships (SCRs).

The impact of dependence and relationship commitment on logistics outsourcing…

The purpose of this paper is to develop a theoretical framework involving dependence, relationship commitment, logistics outsourcing and service quality to exhibit the roles of the relational factors involved in logistics outsourcing and their outcomes.

Functional/dysfunctional supply chain exchanges

The purpose of this paper is to propose a means-end value chain framework to understand two supply chain party’s values by presenting a value-matching framework.

Factors causing the relationship gap between top management and IS personnel

The gap between top management and IS personnel is preventing organisations develop a competitive advantage based on IS. The purpose of this paper is thus to improve the understanding of the relationship between top management and IS personnel and to identify the key factors that are important in this relationship.

Exploring the impact of supply chain counterproductive work behaviors on supp…

The purpose of this research is to investigate the dynamics and dimensions of behaviors .of supply chain employees that may impede the success of supply chain relationships

Exploring relational aspects of time-based competition

The purpose of this paper is to begin to explore the phenomenon of time pressure in supply chain relationships.

Enhancing innovation capability through relationship management and implicati…

The purpose of this paper is to examine empirically the antecedents and consequences of innovativeness or innovation capability of logistics service providers (LSPs). In particular relationship orientation is examined as an antecedent to innovativeness that will in turn lead to higher levels of logistics service quality and firm performance. The outcomes aim at contributing towards understandin…

Emerging internet-enabled auction mechanisms in supply chain

The purpose of this paper is to present the prevailing auction and bidding mechanisms in supply chain management. The paper aims to critically examine the implications of these auction mechanisms using the example of the transportation sector.

E-commerce in production: some experiences

This paper will report on a number of e‐commerce projects at production companies in The Netherlands. It has been shown that there is no unique model for the introduction of e‐commerce in production companies. Companies can start to use e‐commerce at different ends of the organization, with different objectives and different (positive) outcomes, depending on the market situation and the s…

Dynamics of relationship governance in TPL arrangements – a dyadic perspective

To improve the understanding of the inter-organizational dynamics of the dyadic relationships between a buyer and provider of logistics services (TPL dyads).

Determinants of manufacturers' selection of distributors

How manufacturers select distributors who can contribute to distribution efficiency has become an important issue for channel management. While the last decade has seen large shifts in manufacturing and distribution practices, there has been very little empirical research investigating manufacturers’ selection of distributors. This study attempts to fill this research gap by proposing and emp…

Customer-supplier integration forms in the air-conditioning industry

This paper explores what suppliers and customers do in order to integrate their operations across the supply chain. It also identifies on what contextual factors these specific CSI practices are contingent.

Customer-specific adaptation by providers and their perception of 3PL-relatio…

The purpose of this paper is to investigate whether there is an impact, from a provider’s perspective, of customer-specific adaptations by third-party logistics (3PL) providers on the success of 3PL-relationships.

Characteristics of supply chain management and the implications for purchasin…

The concepts of a supply chain and supply chain management are receiving increased attention as means of becoming or remaining competitive in a globally challenging environment. What distinguishes supply chain management from other channel relationships? This paper presents a framework for differentiating between traditional systems and supply chain management systems. These characteristics a…

Channel cooperation: a reflective scale

The purpose of this paper is to draw on theories on inter-organisational governance with a view to developing a reliable reflective scale for measuring inter-firm cooperation in supply chains for use in logistics management research.

Capability is where the action is

The classic marketing disciplines can no longer sustain continued growth of organizations. Top companies owe their success not only to strong brands and corporate image but also to sheer capability to achieve. Managing the supply chain is all‐important, involving strategic intent and managing the trade‐offs. Emphasizes the part played by IT in the supply chain added‐value equation but sta…

An examination of small motor carrier survival techniques

The purpose of this paper is to compare small and large motor carriers to determine whether small motor carriers serve a smaller, more concentrated customer base, have owners that are more involved in the customer relationship management process, and earn higher returns usually associated with niche market players.

Agency theory and quality fade in buyer-supplier relationships

The purpose of this paper is to propose using agency theory for assessing the likelihood of quality fade in buyer-supplier relationships and prescribing contractual mechanisms for reducing quality fade. In this paper, quality fade, an element of supply chain vulnerability, is defined as the unforeseen deterioration of agreed to or expected quality levels with respect to product and/or service r…

Humanitarian cluster leads: lessons from 4PLs

The purpose of this paper is to improve the understanding of the role of humanitarian cluster leads through applying lessons from the fourth-party logistics (4PL) literature.

Human security and learning in crisis management

Contemporary armed conflicts predominantly take place in developing countries and there are often non-state actors involved in them. Civilians have been deliberately targeted in recent conflicts, and the international community has paid more attention to their protection. Human security means that individuals’ safety is a priority on the security agenda. Organizational learning is necessary i…

How to choose an effective third party logistics provider

The purpose of this article was to identify the steps that need to be taken when choosing an effective third party logistics provider. Based on the research completed, it was determined that third party logistics are beneficial to many companies. The use of third party logistics provides a competitive advantage in today’s business world. The optimal solution for a company choosing a third p…

A model to determine complexity in supply networks

The purpose of this paper is to further advance an existing supplier evaluation model for the purpose of identifying those supplier relations which predominantly threaten or worsen a company’s performance. A defined basic set of parameters to determine complexity facilitates the identification of critical locations within a supply network (SN) under certain business conditions.

Retail exchanges: a research agenda

The nature of logistics and supply chain management has dramatically changed as a result of new information technology. Information is now critical in supply systems and information technology has allowed companies to transform their dealings with customers and suppliers. The development of retail exchanges is stimulating further change in supply chains and buyer‐supplier relationships in t…