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Operations and Supply Chain Management Commons™
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Full-Text Articles in Operations and Supply Chain Management
Logistics Salience Impact On Logistics Capabilities And Performance, Peter M. Ralston, Scott J. Grawe, Patricia J. Daugherty
Logistics Salience Impact On Logistics Capabilities And Performance, Peter M. Ralston, Scott J. Grawe, Patricia J. Daugherty
Peter Ralston
Purpose – The purpose of this manuscript is to assess the impact of logistics salience on logistics capabilities and performance. Specifically, the impact of logistics salience on logistics innovativeness and logistics service differentiation is measured along with logistics innovativeness and logistics service differentiation effect on logistics performance. Design/methodology/approach – Conclusions were drawn from survey data gathered from logistics and supply chain managers at US firms. Structural equation modelling was utilized to measure the statistical significance of the hypothesized model paths with all findings meeting the basic requirements of interpretation. Findings – The results suggest that logistics salience positively impacts both …
The Role Of Prior Sales Experience Of Buyers And Duration In Buyer-Seller Relationships, Scott C. Ambrose, Nwamaka A. Anaza, Brian N. Rutherford
The Role Of Prior Sales Experience Of Buyers And Duration In Buyer-Seller Relationships, Scott C. Ambrose, Nwamaka A. Anaza, Brian N. Rutherford
Scott C. Ambrose
This paper examines the impact that a buyer’s prior sales experience and the duration of the buyer-salesperson relationship has on the satisfaction and commitment linkages established within the literature. First, two key facets of satisfaction (social and economic) are linked to buyer’s commitment to the salesperson. Next, buyer-salesperson relationship duration is examined as an influencer between the satisfaction and commitment linkages. Following this, the study shifts its focus to examine if and how buyers with prior sales experience view the buyer-salesperson relationship different than buyers without prior sales experience. Findings of the study highlight the importance of developing our understanding …