Customer focus, strategic supply management and performance

Antony Paulraj; Injazz J. Chen; Augustine A. Lado

Customer focus, strategic supply management and performance

Antony Paulraj, Injazz J. Chen, Augustine A. Lado

Research output: Contribution to conference › Paper › peer-review

Abstract

Drawing on diverse streams of research, we develop and test an integrated model of customer-focused strategic supply management and its link to buyer firm performance. Specifically, we investigate the extent to which a firm's customer focus drives several interlinked facets of supply chain management, including strategic purchasing and supply management, and their relationships to customer responsiveness and firm performance. We test the model using SEM with LISREL. Findings show significant positive association among customer focus, supply chain management, customer responsiveness, and firm financial performance.

Original language	English
Pages	1927-1932
Number of pages	6
Publication status	Published - 2003
Externally published	Yes
Event	34th Annual Meeting of the Decision Sciences Institute - Washington, DC, United States Duration: 22 Nov 2003 → 25 Nov 2003

Conference

Conference	34th Annual Meeting of the Decision Sciences Institute
Country/Territory	United States
City	Washington, DC
Period	22/11/03 → 25/11/03

Keywords

Customer focus
Performance
Strategic purchasing
Supply management

ASJC Scopus subject areas

Management Information Systems
Hardware and Architecture

Cite this

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title = "Customer focus, strategic supply management and performance",

abstract = "Drawing on diverse streams of research, we develop and test an integrated model of customer-focused strategic supply management and its link to buyer firm performance. Specifically, we investigate the extent to which a firm's customer focus drives several interlinked facets of supply chain management, including strategic purchasing and supply management, and their relationships to customer responsiveness and firm performance. We test the model using SEM with LISREL. Findings show significant positive association among customer focus, supply chain management, customer responsiveness, and firm financial performance.",

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author = "Antony Paulraj and Chen, {Injazz J.} and Lado, {Augustine A.}",

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note = "34th Annual Meeting of the Decision Sciences Institute ; Conference date: 22-11-2003 Through 25-11-2003",

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AU - Paulraj, Antony

AU - Chen, Injazz J.

AU - Lado, Augustine A.

PY - 2003

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N2 - Drawing on diverse streams of research, we develop and test an integrated model of customer-focused strategic supply management and its link to buyer firm performance. Specifically, we investigate the extent to which a firm's customer focus drives several interlinked facets of supply chain management, including strategic purchasing and supply management, and their relationships to customer responsiveness and firm performance. We test the model using SEM with LISREL. Findings show significant positive association among customer focus, supply chain management, customer responsiveness, and firm financial performance.

AB - Drawing on diverse streams of research, we develop and test an integrated model of customer-focused strategic supply management and its link to buyer firm performance. Specifically, we investigate the extent to which a firm's customer focus drives several interlinked facets of supply chain management, including strategic purchasing and supply management, and their relationships to customer responsiveness and firm performance. We test the model using SEM with LISREL. Findings show significant positive association among customer focus, supply chain management, customer responsiveness, and firm financial performance.

KW - Customer focus

KW - Performance

KW - Strategic purchasing

KW - Supply management

UR - http://www.scopus.com/inward/record.url?scp=0442325465&partnerID=8YFLogxK

M3 - Paper

AN - SCOPUS:0442325465

SP - 1927

EP - 1932

T2 - 34th Annual Meeting of the Decision Sciences Institute

Y2 - 22 November 2003 through 25 November 2003

ER -

Customer focus, strategic supply management and performance

Abstract

Conference

Keywords

ASJC Scopus subject areas

Other files and links

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Cite this