The effect of external supply knowledge acquisition,development activities and organizational status on the supply performance of SMEs

Given the increasingly strategic role of external resources, acquiring knowledge about current suppliers and the broader supply market is an important and demanding task for the purchasing and supply management (PSM) function of a firm. Performance-improvement-oriented application of external supply knowledge present further challenges for the function. To examine this, we draw on the knowledge-based view and develop a hypothesized model in which supply knowledge acquisition drives PSM exploration and exploitation orientations which in turn mediate the organizational status of PSM function in terms of supply performance. We test the model on an SME-focused and survey-based dataset, using structural equation modelling. Our results indicate that an exploitative orientation is associated with knowledge gained from the supply base, whereas an explorative orientation is predominantly associated with supply market knowledge and less with supply base knowledge, suggesting natural pairings. The findings also show how an exploitative development orientation mediates the positive association of the PSM function's organizational status with supply performance. Driven by supply base knowledge, a status-empowered exploitative PSM orientation may suppress supply market based explorative orientation in resource-scarce SMEs, thus appearing to serve as the sole path to supply performance. Our research contributes by pointing out the significance of the knowledge-resource, and the knowledge-based view, in understanding performance in PSM.     

Developing design principles for the digitalisation of purchasing and supply management

This paper develops an approach to evaluating designs for digitalisation interventions in purchasing and supply management (PSM), and identifies some fundamental design principles for such interventions. A set of advanced technologies for digitalisation and a theory-based set of seven value drivers for PSM are identified for the proposed grid to facilitate the design of applications and interventions for digitalising PSM. The grid relates the digital technologies to the PSM value drivers in a matrix-like manner, allowing the structured consideration of the space defined by these two dimensions. The proposed approach to the strategic evolution of digitalisation in PSM is tested and its utility is demonstrated in analyses of practitioner literature and multiple case-study-based perspectives on PSM digitalisation. Two fundamental design principles relating to the use of the grid, or to the filling of its space, are set out, thus the research provides new theoretical perspectives on the design of advanced forms of PSM digitalisation. The proposed grid may be used in application design, communicating current and future states of PSM digitalisation to stakeholders, and specifically in developing a future-oriented strategy with a digitalization element for the PSM function.     

A Measure for Companies' Customer Portfolio Management

Purpose/Contribution: Customer portfolio management (CPM) is one of the key areas of customer-relationship and network management in business markets. However, there is scant research about the implementation of this concept in business. This article contributes to this conceptually rich but empirically nascent field of CPM research by (1) conceptualizing customer portfolio management, (2) forming a measure for it, (3) validating the suggested measure, and (4) suggesting implications for future research and management.

Methodology: A CPM construct is proposed based on the synthesizing of the theory and the findings from a qualitative field study of companies' management practices. The suggested construct is formative and consists of the following four dimensions: analysis efforts, analysis design, responsiveness efforts, and responsiveness design. Hence, this conceptualization takes into account both the strength and style of companies' CPM practices. The measure is validated following Diamantopoulos and Winklhofer's (2001) Diamantopoulos, A. and Winklhofer, H. 2001. Index construction with formative indicators: An alternative to scale development. Journal of Marketing Research, 38(2): 269–277. [Crossref], [Web of Science ®] , [Google Scholar] guidelines for developing formative measures. Together with the content validity established in the conceptual phase of the research, the results from a cross-industry survey of 212 companies give support to the construct validity of the suggested CPM measure. Partial least squares modeling is applied in validating the measure.

Implications: This study gives an extensive, up-to-date review of customer portfolio management and provides measures for future research on companies' CPM practices and performance. Further, the theory and the field study highlighted several central topics that should be addressed in future CPM studies. The resulting managerial implications derive from the discussion on the key aspects of developing CPM practices in business.     

Communicating the economic value of customer ownership in insurance: A qualitative analysis of annual reports

Its distinctive ownership base leads to a customer‐owned mutual insurer representing a mission and purpose of existence that are very different from those of an investor‐owned insurer. While the owner value of the latter can be defined in terms of return on invested capital, in mutuals, the attention is shifted toward benefits and value for customers. Despite this major difference, scholars know little about mutual insurers' value‐creating processes. To begin filling this knowledge gap, the article explores and identifies how managers of mutual insurance companies understand and communicate the economic value of ownership to their customer–owners and other stakeholders. It reports on thematic analysis of annual reports of 18 mutuals, based in seven countries (England, Finland, Ireland, The Netherlands, Sweden, Switzerland, and the United States), on the basis of which the authors offer a tentative framework for enhancing scholars' and practitioners' understanding of how the economic value of ownership is understood in a customer‐owned mutual insurance company.     

Managing distance in international purchasing and supply: a systematic review of literature from the resource-based view perspective

The aim of this research is to find out how the extant literature on international purchasing and supply management (PSM) covers the elements of capability from the perspective of distance. A priori, we form a framework of capability driving elements and conclude that distance—in its multiple dimensions—is the fundamental management aspect in international PSM. Equipped with analytical frameworks and a bottom–up process for identifying emergent themes, a systematic literature review was conducted on a representative sample of scholarly literature on international PSM, using the NVivo analysis software and a data display as tools. We identify several capability relevant themes from the literature, and provide a distance-based a posteriori conceptualisation of international PSM, founded in the information processing theory, with the source-user, user-user and source-source distance types driving the information processing requirements, and loading avoidance, policy-based and enhancement mechanisms determining the information processing capacity.     

Credibility of linear equilibrium strategies in a discrete time fishery management game

In this article we consider a two-country dynamic game model of whaling in discrete time. We assume that the countries have exact information, with one-period time delay, about each other's whaling efforts as measured by the number of vessels involved in whaling. It is shown how strategies that linearly depend on the whaling effort of the other country can be used to support a given Pareto-optimal agreement so that there will not be a temptation for unilateral deviation from the agreed decision. The credibility of these cooperative equilibrum strategies is discussed.     

Multi-agent interaction processes: From oligopoly theory to decentralized artificial intelligence

This article examines the group processes studied in oligopoly theory and in decentralized artificial intelligence. We develop a unifying perspective for the research on the behavior of autonomous interacting agents. Among the many questions of interest in these disciplines are the ways of creating and reaching cooperation by a group of self-interested independent decentralized agents. In this respect, the models and results of oligopoly theory can also be used both in decentralized artificial intelligence and in many other areas of research, such as group decision making, negotiation support, and organizational theory. In particular, the important idea of reshaping goals with strategic information sharing and transmission—incentive communication—has received little attention outside the field of economics. On the other hand, oligopoly theory and experimental economics can especially benefit from the computational methods and tools of artificial intelligence and modern decision support technology. To demonstrate this we have built a prototype of an experimental market analysis environment. Its potential in the analysis of group processes is illustrated with examples.     

Demand supply network opportunity development processes in emerging markets: Positioning for strategy realization in Russia

This paper aims to shed light on the management of supply chains, or rather, demand supply networks (DSN) in emerging markets by foreign companies. According to our definition, specific DSN opportunity development processes are directed towards better functionality and coordination of product, finance and information flows across the DSN. As a consequence, improved performance of the DSN may be achieved, in order to support and realize competitive business strategy and facilitate value creation for customers. To illustrate the concepts and the model, empirical evidence is presented that establishes the role of changing network structures and incumbent capabilities as constraints for DSN opportunity capture, especially in emerging markets. Our results show that DSN positioning strategies designed to overcome these constraints and facilitate opportunity capture, must be proactive, well-timed and innovative.