Customer focus, strategic supply management and performance

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

Research output: Contribution to conferencePaperpeer-review


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 languageEnglish
Number of pages6
Publication statusPublished - 2003
Externally publishedYes
Event34th Annual Meeting of the Decision Sciences Institute - Washington, DC, United States
Duration: 22 Nov 200325 Nov 2003


Conference34th Annual Meeting of the Decision Sciences Institute
Country/TerritoryUnited States
CityWashington, DC


  • Customer focus
  • Performance
  • Strategic purchasing
  • Supply management

ASJC Scopus subject areas

  • Management Information Systems
  • Hardware and Architecture


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