Supply chain management in the luxury industry: A first classification of companies and their strategies

This paper aims at analysing the supply management strategies in the luxury industry in order to find out (1) whether different clusters of companies could be identified within the luxury industry, on the base of a set of contingent variables derived from previous research, and (2) which supply chain strategy is currently applied within each cluster. Case study methodology is used. A sample of 15 Italian luxury companies, belonging to different industrial sectors, was taken into account.On the basis of five classification variables (company size, selling volume, product complexity, product fashionableness and brand reputation) four clusters are identified; these clusters present differences in terms of Supply Chain strategy, as well as in terms of practices for managing manufacturing, sourcing and distribution processes.     

An empirical analysis of supply chain risk management in the German automotive industry

The purpose of this paper is the empirical analysis of supply chain risk management practices. The analysis is based on a survey with 67 manufacturing plants conducted in the German automotive industry. After investigating the vulnerability of supply chains in general and examining key drivers of supply chain risks, the paper identifies supply chain risks by analyzing their likelihood to occur and their potential impact on the supply chain. The results are visualized in the probability-impact-matrix distinguishing between internal and external supply chain risks. Furthermore, instruments for dealing with supply chain risks are investigated. Therefore, the impact of supply chain risk management on performance is tested. In order to distinguish between companies with a high degree of supply chain risk management and those with no or only limited implementation the plants are grouped by means of a cluster analysis based on factors reflecting the instruments of supply chain risk management. In particular, groups are created representing two different approaches to deal with supply chain risks, i.e. reactive and preventive supply chain risk management. The clusters are investigated concerning differences in terms of performance criteria. The analyses reveal that companies with a high implementation degree show a better supply chain performance. Furthermore, the results show that the group using reactive supply chain risk management has higher average value in terms of disruptions resilience or the reduction of the bullwhip effect, whereas the group pursuing preventive supply chain risk management has better values concerning flexibility or safety stocks.     

A causal analysis of the impact of information systems and supply chain management practices on operational performance: Evidence from manufacturing SMEs in Turkey

This study has empirically tested a framework identifying the causal links among supply chain management (SCM) and information systems (IS) practices, SCM–IS related inhibiting factors and operational performance based on a sample of 203 manufacturing SMEs operating in the manufacture of fabricated metal products and general purpose machinery within the greater metropolitan area of Istanbul in Turkey. Moderating effect of SCM and IS related enabling factors on the above mentioned relationships is also investigated in this study. Tests of hypotheses indicate that both SCM and IS practices positively and significantly influence the operational performance of sample firms. The results of the structural model also indicate a strong support for negative relationships between SCM–IS related inhibitors and the implementation levels of both SCM and IS practices. Similarly, a strong support was found for the hypothesized negative relationship between SCM–IS inhibitors and operational performance of SMEs. Finally, we verified the moderating impact of SCM–IS enablers on the link between SCM practices and operational performance. A similar moderating impact was also found with regard to the relationship between IS practices and operational performance.     

Assessing the evolution of sales knowledge: A 20-year content analysis

1012 articles appearing in 15 prominent journals over the period 1983-2002 were content analyzed in order to assess the state of published research in the domain of selling and sales management. The results provide a comprehensive, two-decade look at the key topical, theoretical, and methodological patterns prevalent at the aggregate level as well as within selected journals. Without question, the sales field has generated a considerable body of knowledge representing a range of issues, empirical approaches, and conceptual foundations. However, this review reveals several longer term trends that may challenge the sales community to consider new approaches to designing and executing sales research. Implications of these findings for researchers and industrial marketing practitioners are discussed.