2 Abstract: Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and... more 2 Abstract: Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and effective collaboration with suppliers across borders is necessary for superior sourcing performance. Recent work in Resource Based View calls for business process level research into the resource-performance link and for survey research into global sourcing. We report on a survey research study with managers in the region, and develop measures that link practices to the goals of De-Constraining, Re-Branding and Re-Optimizing. We develop a model and test hypotheses based on predictions of RBV. We find that a latent sourcing resource Reform Competency is positively associated with these goals and a sourcing performance measure, Effective Collaboration. We discuss the contributions and highlight the managerial implications of our results for managers in relating specific goal structures to superior sourcing practice.
Recent work in Resource Based View (RBV) calls for functional process level constructs for the re... more Recent work in Resource Based View (RBV) calls for functional process level constructs for the resource-performance link, for research into how goals are associated with performance, and for survey research methodologies on managerial perceptions. This paper contributes to these research directions by developing measures and testing hypotheses on associations between design and development collaboration and sourcing competencies. The paper breaks new ground by comparing the relative effects of competencies, goals and product-market characteristics on functional performance. We report on a survey research study with managers in the South East Asia region. We find two competencies, branding and adaptation, and two goals, performance gains and governance flexibility, have significant effects on D&D collaboration. We examine several covariates and discuss the implications of our findings for RBV research and for practice.
The world’s leading pharmaceutical laboratories are racing to complete trials and begin marketing... more The world’s leading pharmaceutical laboratories are racing to complete trials and begin marketing an effective SARS-CoV-2 vaccine. International Health Organizations and National Public Health Agencies are charged with setting standards for successful completion of Phase 3 trials. Brand licensing is contingent on meeting these standards. Vaccine uptake, however, depends upon people’s perceptions of the quality of the licensed vaccine. We ask four questions: What are key dimensions of vaccine brand quality relevant to their marketing? Why should we distinguish between pre-licensing and post-licensing quality? What impact does the structure of the competitive market for vaccine brands have on post-licensing brand quality standards? What incentives or disincentives exist in post-licensing markets for quality improvement? We address these questions by revisiting a strategic quality choice model from decision economics. It is the nature of vaccines that they are subject to problems of market failure. This paper’s main contribution is to highlight two problems that result in lowered brand quality: the free rider problem and the commons problem. New vaccines in competitive markets suffer both problems unless there are specific interventions by public agencies to mitigate their impacts. These interventions are urgently needed to raise quality and ensure maximum uptake of vaccination.
Marketing managers in exporting firms face decisions on foreign market entry when they adopt geog... more Marketing managers in exporting firms face decisions on foreign market entry when they adopt geographical diversification strategies. Using a transactions cost framework, we discuss and empirically investigate entry considerations, their antecedents and their diversity.
This article describes the pressures to raise funds for business expansion, and positions busines... more This article describes the pressures to raise funds for business expansion, and positions business format franchising as a means to access funds. It describes the main elements of franchising systems as they pertain to the generation and flow of funds. But there are risks, as franchising is long term and is not a panacea.
We provide a framework for the design of sustainable business models. While extant literature on ... more We provide a framework for the design of sustainable business models. While extant literature on business models focuses on unlocking positive externalities, we propose a business model framework that effectively addresses negative externalities. A taxonomy-based on transorganizational models and governance modes-classifies instruments that counsel behaviour patterns. Sustainability strategies that deal with externalities often merge instruments to manage multi-stakeholder responsibilities and exchanges. The framework draws upon three established research themes-network organizational models, governance modes, and instrumental stakeholder theory-to distinguish between six instrument classes. To illustrate its potential for analysis the paper compiles instruments within these classes, contrasts selected instruments, and applies the framework to diverse sustainability examples. We find preliminary evidence for superior performance of plural instruments for sustainability strategies, and identify key areas of research for advancing sustainable business models.
Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference, 2014
CROUCHING ECONOMY, HIDDEN STRATEGY: GOALS AND PRIORITIES IN GLOBAL SOURCING: Cross border sourcin... more CROUCHING ECONOMY, HIDDEN STRATEGY: GOALS AND PRIORITIES IN GLOBAL SOURCING: Cross border sourcing practices may be viewed as organizational resources from RBT perspectives. Our wide review identifies five sourcing goals: performance gains, capacity management, renting competencies, acquisition cost and governance flexibility. We report on a pilot study to test several structural hypotheses with a sample of companies in SE Asia.
Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference, 2014
The paper investigates several sourcing practices and argues that two main behavioral constructs,... more The paper investigates several sourcing practices and argues that two main behavioral constructs, supply commoditization and supply innovation, underlie many of these practices. It then develops hypotheses involving these constructs and company profiling ratios such as revenue per employee. The paper reports on survey research with a subset of ASEAN country based purchasing managers; on new scales. The results contribute to a growing literature on dynamic customer value in business markets and sourcing competencies. The paper also discusses managerial implications for sales targeting and sales approaches arising from the model.
We analyze a problem where a market maker on behalf of buyers allocates a given amount of order a... more We analyze a problem where a market maker on behalf of buyers allocates a given amount of order among N suppliers each with finite capacity. Specifically, we analyze a situation in which suppliers have the option of going to open market and selling their capacity at a market price. However, the supplier will incur search costs. Moreover, the demand for the supplier capacity in the open market is stochastic. Based on these, we derive the capacity-price curve (supply curve for capacity) for each supplier. The capacity-price curve of the suppliers provides a basis for the market maker to allocate the order among the suppliers so as to minimize his cost. We also identify the key parameters that will influence the overall performance of the electronic market place.
Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and effective c... more Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and effective collaboration with suppliers across borders is necessary for superior sourcing performance. Recent work in Resource Based View calls for business process level research into the resource-performance link and for survey research into global sourcing. We report on a survey research study with managers in the region, and develop measures that link practices to the goals of De-Constraining, Re-Branding and Re-Optimizing. We develop a model and test hypotheses based on predictions of RBV. We find that a latent sourcing resource Reform Competency is positively associated with these goals and a sourcing performance measure, Effective Collaboration. We discuss the contributions and highlight the managerial implications of our results for managers in relating specific goal structures to superior sourcing practice.
... Gallien and Wein (2000) examine infor-mation asymmetry and incentive compatibility in industr... more ... Gallien and Wein (2000) examine infor-mation asymmetry and incentive compatibility in industrialprocurement under capacity ... Unlike our model, these approaches allow the buyer to allocate variable quantity to vendors using informa-tion from multiple rounds of ...
Relationships between buying and selling organizations in business markets are varied and complex... more Relationships between buying and selling organizations in business markets are varied and complex. One important relationship is procurement, or the type of alliance that buyers form with sellers to fulfill their purchasing needs. Multiple sourcing is often proposed to prevent a variety of procurement problems. We develop a bidding model to investigate the effect of multiple sourcing on competitive behavior prior to supplier selection. The model treats the number of bidders (and the decision to bid) endogenously. This distinctive feature allows us to show that the distribution of the number of bids is not independent of the competition type. Most previous models have not considered this question at all. Although multiple sourcing does increase participation in a bidding competition, we show that it can lead to strategic pre-award price increases that can mitigate the effects of the advantages stressed by most previous analyses of post-award supplier management.
2 Abstract: Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and... more 2 Abstract: Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and effective collaboration with suppliers across borders is necessary for superior sourcing performance. Recent work in Resource Based View calls for business process level research into the resource-performance link and for survey research into global sourcing. We report on a survey research study with managers in the region, and develop measures that link practices to the goals of De-Constraining, Re-Branding and Re-Optimizing. We develop a model and test hypotheses based on predictions of RBV. We find that a latent sourcing resource Reform Competency is positively associated with these goals and a sourcing performance measure, Effective Collaboration. We discuss the contributions and highlight the managerial implications of our results for managers in relating specific goal structures to superior sourcing practice.
Recent work in Resource Based View (RBV) calls for functional process level constructs for the re... more Recent work in Resource Based View (RBV) calls for functional process level constructs for the resource-performance link, for research into how goals are associated with performance, and for survey research methodologies on managerial perceptions. This paper contributes to these research directions by developing measures and testing hypotheses on associations between design and development collaboration and sourcing competencies. The paper breaks new ground by comparing the relative effects of competencies, goals and product-market characteristics on functional performance. We report on a survey research study with managers in the South East Asia region. We find two competencies, branding and adaptation, and two goals, performance gains and governance flexibility, have significant effects on D&D collaboration. We examine several covariates and discuss the implications of our findings for RBV research and for practice.
The world’s leading pharmaceutical laboratories are racing to complete trials and begin marketing... more The world’s leading pharmaceutical laboratories are racing to complete trials and begin marketing an effective SARS-CoV-2 vaccine. International Health Organizations and National Public Health Agencies are charged with setting standards for successful completion of Phase 3 trials. Brand licensing is contingent on meeting these standards. Vaccine uptake, however, depends upon people’s perceptions of the quality of the licensed vaccine. We ask four questions: What are key dimensions of vaccine brand quality relevant to their marketing? Why should we distinguish between pre-licensing and post-licensing quality? What impact does the structure of the competitive market for vaccine brands have on post-licensing brand quality standards? What incentives or disincentives exist in post-licensing markets for quality improvement? We address these questions by revisiting a strategic quality choice model from decision economics. It is the nature of vaccines that they are subject to problems of market failure. This paper’s main contribution is to highlight two problems that result in lowered brand quality: the free rider problem and the commons problem. New vaccines in competitive markets suffer both problems unless there are specific interventions by public agencies to mitigate their impacts. These interventions are urgently needed to raise quality and ensure maximum uptake of vaccination.
Marketing managers in exporting firms face decisions on foreign market entry when they adopt geog... more Marketing managers in exporting firms face decisions on foreign market entry when they adopt geographical diversification strategies. Using a transactions cost framework, we discuss and empirically investigate entry considerations, their antecedents and their diversity.
This article describes the pressures to raise funds for business expansion, and positions busines... more This article describes the pressures to raise funds for business expansion, and positions business format franchising as a means to access funds. It describes the main elements of franchising systems as they pertain to the generation and flow of funds. But there are risks, as franchising is long term and is not a panacea.
We provide a framework for the design of sustainable business models. While extant literature on ... more We provide a framework for the design of sustainable business models. While extant literature on business models focuses on unlocking positive externalities, we propose a business model framework that effectively addresses negative externalities. A taxonomy-based on transorganizational models and governance modes-classifies instruments that counsel behaviour patterns. Sustainability strategies that deal with externalities often merge instruments to manage multi-stakeholder responsibilities and exchanges. The framework draws upon three established research themes-network organizational models, governance modes, and instrumental stakeholder theory-to distinguish between six instrument classes. To illustrate its potential for analysis the paper compiles instruments within these classes, contrasts selected instruments, and applies the framework to diverse sustainability examples. We find preliminary evidence for superior performance of plural instruments for sustainability strategies, and identify key areas of research for advancing sustainable business models.
Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference, 2014
CROUCHING ECONOMY, HIDDEN STRATEGY: GOALS AND PRIORITIES IN GLOBAL SOURCING: Cross border sourcin... more CROUCHING ECONOMY, HIDDEN STRATEGY: GOALS AND PRIORITIES IN GLOBAL SOURCING: Cross border sourcing practices may be viewed as organizational resources from RBT perspectives. Our wide review identifies five sourcing goals: performance gains, capacity management, renting competencies, acquisition cost and governance flexibility. We report on a pilot study to test several structural hypotheses with a sample of companies in SE Asia.
Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference, 2014
The paper investigates several sourcing practices and argues that two main behavioral constructs,... more The paper investigates several sourcing practices and argues that two main behavioral constructs, supply commoditization and supply innovation, underlie many of these practices. It then develops hypotheses involving these constructs and company profiling ratios such as revenue per employee. The paper reports on survey research with a subset of ASEAN country based purchasing managers; on new scales. The results contribute to a growing literature on dynamic customer value in business markets and sourcing competencies. The paper also discusses managerial implications for sales targeting and sales approaches arising from the model.
We analyze a problem where a market maker on behalf of buyers allocates a given amount of order a... more We analyze a problem where a market maker on behalf of buyers allocates a given amount of order among N suppliers each with finite capacity. Specifically, we analyze a situation in which suppliers have the option of going to open market and selling their capacity at a market price. However, the supplier will incur search costs. Moreover, the demand for the supplier capacity in the open market is stochastic. Based on these, we derive the capacity-price curve (supply curve for capacity) for each supplier. The capacity-price curve of the suppliers provides a basis for the market maker to allocate the order among the suppliers so as to minimize his cost. We also identify the key parameters that will influence the overall performance of the electronic market place.
Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and effective c... more Firms in the Asia Pacific region are rapidly globalizing their sourcing processes and effective collaboration with suppliers across borders is necessary for superior sourcing performance. Recent work in Resource Based View calls for business process level research into the resource-performance link and for survey research into global sourcing. We report on a survey research study with managers in the region, and develop measures that link practices to the goals of De-Constraining, Re-Branding and Re-Optimizing. We develop a model and test hypotheses based on predictions of RBV. We find that a latent sourcing resource Reform Competency is positively associated with these goals and a sourcing performance measure, Effective Collaboration. We discuss the contributions and highlight the managerial implications of our results for managers in relating specific goal structures to superior sourcing practice.
... Gallien and Wein (2000) examine infor-mation asymmetry and incentive compatibility in industr... more ... Gallien and Wein (2000) examine infor-mation asymmetry and incentive compatibility in industrialprocurement under capacity ... Unlike our model, these approaches allow the buyer to allocate variable quantity to vendors using informa-tion from multiple rounds of ...
Relationships between buying and selling organizations in business markets are varied and complex... more Relationships between buying and selling organizations in business markets are varied and complex. One important relationship is procurement, or the type of alliance that buyers form with sellers to fulfill their purchasing needs. Multiple sourcing is often proposed to prevent a variety of procurement problems. We develop a bidding model to investigate the effect of multiple sourcing on competitive behavior prior to supplier selection. The model treats the number of bidders (and the decision to bid) endogenously. This distinctive feature allows us to show that the distribution of the number of bids is not independent of the competition type. Most previous models have not considered this question at all. Although multiple sourcing does increase participation in a bidding competition, we show that it can lead to strategic pre-award price increases that can mitigate the effects of the advantages stressed by most previous analyses of post-award supplier management.
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Papers by Sudhi Seshadri