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Strategic sourcing in the age of e-business: prerequisites in manufacturing industries
Linköping University, Department of Management and Economics, Logistics. Linköping University, The Institute of Technology.
2005 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Strategic sourcing (i.e. relationship, sourcing and negotiation strategies) has, by the introduction of the Internet and e-business, get hold of a variety of possibilities supporting the classical sourcing guiding principle, such as electronic marketplaces, reversed e-auctions, online communication tools, software agents and the like. E-business regenerates in addition the negotiation character. By combining the operational and strategic views and care for a cautiously implementation, due to the exclusive demands in the specific company, purchasing and sourcing may improve fundamentally, as might happen in competitive companies as well. Such steps increase the possibilities to get reductions in total costs when managing existing operational processes, and not just achieve some short-term price benefits. Further, this includes the strategic aspects of getting a balance between the need of developing suppliers in emerging markets, local and distant sourcing, and adversarial and relationdriven solutions, thanks to strategic moves interlinked to a professional e-business strategy. Nevertheless, the purchasing and supply fundamentals are ongoing, which purchasing management firmly has to address.

The diversity of e-business is also its definitely strength. Applications to generate business value, noticed in this thesis, are connected to geographical range, reduced communication costs, alternative business-information flows, complex bid matching, digitized negotiation models, multi-item negotiations, support interlinks, and/or transparency control. However, what is common with these potentials and directions are that they also may be used to greatly improve classical strategic sourcing. Strongly competing suppliers, foreign sourcing, market pricing, and parallel sourcing are all classical characteristics of the purchasing profession.

Nevertheless, I would like to underline fmnly that collaboration strategies are as well central on a number of specific areas, as has also been proven in my research. It is on the other hand important to recall that many needs within the purchase range do not hold the strategic content and consequently must not be solved within a collaboration strategy. Another aspect to emphasize is that e-business improves the possibilities to crossfunctional work and to integrate different levels of the organization; both subjects essential to the internal value transfer from the purchasing and supply function.

My research has coped with several fields of assessment where specific requisites have been enlightened, such as supplier involvement attributes, mission-critical supplies, supplier requirements, and complexity in supplies. We may now reflect on which direction that is most favorable. As I recognize, e-business has exposed a breathtaking entry and so far generated more questions than answers. This is why the propositions are formulated as a part of the results.

Place, publisher, year, edition, pages
Linköping: Linköpings universitet , 2005. , 141 p.
Series
Linköping Studies in Management and Economics. Dissertations, ISSN 0347-8920 ; 64
Keyword [en]
Purchasing, Sourcing, Relationship, Negotiation, Supplier base, E-business, Value, Loyalty
National Category
Social Sciences
Identifiers
URN: urn:nbn:se:liu:diva-24470Local ID: 6586ISBN: 91-85297-18-6 (print)OAI: oai:DiVA.org:liu-24470DiVA: diva2:244790
Public defence
2005-02-04, Planck, Campus Valla, Linköpings Universitet, Linköping, 13:15 (English)
Available from: 2009-10-07 Created: 2009-10-07 Last updated: 2013-02-28Bibliographically approved
List of papers
1. Förhandlingsstrategiska val i olika inköpssituationer
Open this publication in new window or tab >>Förhandlingsstrategiska val i olika inköpssituationer
2000 (Swedish)Book (Other academic)
Place, publisher, year, edition, pages
Linköping: Linköpings Universitet, 2000. 87 p.
Series
Research in management series, ISSN 1100-391X ; 9901
Keyword
Affärsförhandlingar, Arbetsledning, Beslutsfattande, Beslutsmetoder, Företagsekonomi, Företagsledning, Ledning, Planeringsmetoder
National Category
Business Administration
Identifiers
urn:nbn:se:liu:diva-89655 (URN)91-7219-678-5 (ISBN)
Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2014-01-13Bibliographically approved
2. Utvecklade leverantör - kundrelationer: Supply Link Management
Open this publication in new window or tab >>Utvecklade leverantör - kundrelationer: Supply Link Management
2002 (Swedish)Report (Other academic)
Alternative title[en]
Developing supplier - customer relationships : Supply Link Management
Abstract [sv]

Forskningsprojektets syfte är att beskriva och analysera hur en ökad produkt- och produktionsspec ialisering hos tillverkande företag päverkar innehållet i, och inriktningen i relationen till leverantörer. Särskilt fokuseras de frågor som är relevanta när informationsteknik (IT) används som ett strategiskt hjälpmedel, i syfte att utveckla integrerad logistikverksamhet mellan affärspaner. Forskningsfrågorna pekar på problemställningar kring hur IT kan användas operativt och strategiskt för att koordinera och styra materialnöden i länken mellan leverantörer och köpande företag, här beskrivet som supply l ink management med en IT-ansats. Problemställningarna speglar vilken roll IT har för partnerskapsinriktade samarbeten för integrerad logistikverksamhet i olika typer av allianser. Vidare identifieras frågor kring förändrade förutsättningar för företagens affärsprocesser i samband med att IT möjliggör en global logistikplattform för kundföretag och leverantörer.

En kombination av tjugo öppna halvstrukturerade samt tio strukturerade intervjuer har genomförts. Elva intervjuer har bandats och skrivits ut for djupare analys. Även skriftlig dokumentation har inhämtats och delgivits forskarna. Inom ramen för projektet har det funnits en referensgrupp samt en styrgrupp med forskare och ansvariga foretagsrepresentanter. Sju formella möten har genomförts där dels projektets innehåll fortlöpande stämts av, dels riktlinjer för fonsatt utveckling diskuterats. Till mötena har underlag för diskussion skapats i form av tre skrivna företagsrapporter. Forskare och företagsrepresentanter har samverkat i en interaktiv forskningsdesign där förtrogenhetskunskap successivt byggts upp och utnyttjats.

Resultaten pekar på att e-business applikationer genererar lojalitetseffekter som är av omedelbar relevans för operativa och forsörjningsstrategiska överväganden au utveckla integrerad logistikverksamhet och samarbete mellan leverantörer och kunder. Olika lojalitetseffekter kan aktualiseras beroende på hur få retagen väljer att utveckla relationerna. Ytterligare resultat markerar hur Internet-teknikens tillämpning i allianser spelar en väsentlig roll för insourcing av kompetenser, åtgärder for all öka kundupplevt värde respektive operativ effektivitet. Policyrelevanta implikationer kan identifieras där IT stärker och stabiliserar logistikens funktion för mindre leverantörer i nätverk. Förändrade försörjningsstrategier och logistikstruktur bryter om leverantörshierarkier, och genererar genomgripande omflyttningar i värdekedjan. IT kan även möjliggöra en effektiv kommunikationsplattform samt en utvidgad roll för systemleverantörer med framskjuten position.

Abstract [en]

The purpose of the research project is to describe and analyse how product and manufacturing specialisation influences the content and alignment of supplier-customer relationships with a specific focus on the role of IT as a strategic instrument in developing integrative logistics operations. The research questions emphasise the role of IT in collaborative partnerships described as supply chain management with an IT-approach. As a part of the case study design, the collection of qualitative empirical data was gathered from multiple sources during a period of one year and incorporates the perspectives of respondents from both ends of the focal supply link. Altogether, a combination of 20 semi-structured and 10 structured face-to-face interviews were conducted with a total of 20 respondents, supplemented by written documents. As a part of the interactive research design, a project management group with researchers and key informants have been frequently engaged in reviewing and discussing a number of preliminary case study reports. The continuos dialogue with representatives from the companies has also illuminated the research focus on issues relevant for managerial concerns. The empirical findings point at the significance of recognising loyalty effects in developing integrative logistics operations. In addition to improved operational effectiveness and strategic positioning, the Internet enables insourcing of alliance management, as well as creating multifaceted value-engendered links between partners. Furthermore, policy implications are identified as IT strengthens the functions of logistics in small supplier networks, and also enables an effective communication platform, which expand the role of first-tier systems suppliers in transformational logistics flow-structures.

Publisher
120 p.
Series
Vinnova Rapport VR, ISSN 1650-3104 ; 18
National Category
Social Sciences
Identifiers
urn:nbn:se:liu:diva-89653 (URN)91-89588-66-5 (ISBN)
Funder
Vinnova, 2001-02409
Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2013-03-12
3. Charge the relationships and gain loyalty effects: turning the supply link alert to IT opportunities
Open this publication in new window or tab >>Charge the relationships and gain loyalty effects: turning the supply link alert to IT opportunities
2003 (English)In: European Journal of Operational Research, ISSN 0377-2217, E-ISSN 1872-6860, Vol. 144, no 2, 257-269 p.Article in journal (Refereed) Published
Abstract [en]

The main purpose of this paper is to explore and analyze interconnected effects related to the use of IT, and in so doing, provide an understanding of integrative logistics operations in a supply chain link. We take a theoretical point of departure in the three factors of relationship investments, formalization and trust. Thereafter we will expand and elaborate these factors by discussing embedded elements and mechanisms, related to relationships and loyalty, which result in an outlined model for empirical research focused on operational and strategic partnerships. Based on an empirical analysis we propose that the use of IT, expressed as digitization, can be seen as a driving force for bridging a gap between the actual and potential pattern of integrative logistics operations in a supply chain link. Digitization activates mechanisms in trust, commitment, and solidarity, which are related to loyalty and simultaneously enable heterogeneous influences in relationship characteristics.

National Category
Social Sciences
Identifiers
urn:nbn:se:liu:diva-33245 (URN)10.1016/S0377-2217(02)00392-2 (DOI)19244 (Local ID)19244 (Archive number)19244 (OAI)
Available from: 2009-10-09 Created: 2009-10-09 Last updated: 2017-12-13
4. Internet technology to achieve supply chain performance
Open this publication in new window or tab >>Internet technology to achieve supply chain performance
2005 (English)In: Business Process Management Journal, ISSN 1463-7154, E-ISSN 1758-4116, Vol. 11, no 4, 403-417 p.Article in journal (Refereed) Published
Abstract [en]

Purpose – The purpose of the paper is to explore how the internet introduces opportunities for customer value and effectiveness when developing integrative logistics operations between alliance partners in a supply chain link.

Design/methodology/approach – The study is based on the expressed interest from the researched companies how to take advantage of the internet in building competitive business processes in the supply chain. The quest for external customer-value creation becomes a critical managerial task in strengthening the strategic position of the supply chain. The study seeks to integrate the use of theories of marketing, strategic sourcing, core competencies, and transaction costs, in a supply chain perspective.

Findings – Applying the internet with solely a focus on cost reduction could lead to high supply chain effectiveness without realizing potential customer value-perception opportunities. Also, assuring strategic consistency when leaning on cooperation is a critical supply management subject. Finally, the internet is a driving force in managing alliances.

Research limitations/implications – The framework of the value-delivery system and the concept of value shortfalls, as theoretical understanding and managerial implications, deserve to be taken into certain consideration in future studies of supply chain performance.

Practical implications – The managerial implications point out three potential routes in the internet use: as a strategic collaborative posture to compete with superior external customer-value delivery; in increasing supply chain efficiency and gradually shifting attention toward customer-perceived value; in extracting economic value through continual refinements of current logistics operations.

Originality/value – A systemic value-delivery view where the value-exchange process is illustrated with delivery performance, actual achievement, and value shortfall.

Keyword
Delivery services, Distribution management, Integration, Internet, Supply chain management
National Category
Engineering and Technology
Identifiers
urn:nbn:se:liu:diva-50361 (URN)10.1108/14637150510609426 (DOI)
Available from: 2009-10-11 Created: 2009-10-11 Last updated: 2017-12-12
5. A supply chain view on electronic commerce impact on value, relations and loyalty: field survey e-B2B project
Open this publication in new window or tab >>A supply chain view on electronic commerce impact on value, relations and loyalty: field survey e-B2B project
2003 (English)Book (Refereed)
Place, publisher, year, edition, pages
Linköping: Linköpings universitet, 2003. 81 p.
Series
IMIE Working Paper Series, ISSN 1403-4638 ; 1
National Category
Social Sciences
Identifiers
urn:nbn:se:liu:diva-89656 (URN)
Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2013-11-22Bibliographically approved
6. Business negotiations in the electronic commerce world
Open this publication in new window or tab >>Business negotiations in the electronic commerce world
(English)Manuscript (preprint) (Other academic)
Abstract [en]

The changes in business negotations, when transforming more activites into Internet electronic commerce, are the primare focus in the article. Three interaction models are the basis of the discussion: face-to-face negotiations, reverse e-auctions, and e-agents. Data are examined with a negotiation strategy model, previously evolved by the author. The findings indicate that automated negotiations have a great potential to support or rearrange the long-established negotiation design. Using the e-auction model competently adds up to supplier base competitiveness, better prices, and lowered administrative costs. E-agents are inspiring and may create a future evolution in e-negotiation, although they still are at an infancy stage.

Keyword
negotiation, electronic commerce, electronic reverse auction, electronic agent, sourcing, buyer-supplier relationship
National Category
Engineering and Technology
Identifiers
urn:nbn:se:liu:diva-89651 (URN)
Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2013-02-28

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Output format
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