Best Paper Awards - Decision Sciences Institute & Symposium on Purchasing and Supply Management
Selected Publications
Schoenherr, T. and Mabert, V. A. (2011). An Exploratory Study of Procurement Strategies for multi-item RFQs in B2B Markets: Antecedents and Impact on Performance. Production and Operations Management, 20(3), 214-234.
Abstract
This research explores procurement strategies for multi-item requests for quotation (RFQs) in business-to-business (B2B) markets using responses from 825 purchasing professionals. The study first establishes procurement strategies that differ based on their level of strategic emphasis, i.e., the importance that is placed on the pursuit of four strategic objectives. Underlying objectives, which are obtained via factor analysis, include the focus on price, security of supply, internal procurement efficiencies, and bundle building. Next, cluster analysis is used to derive prototypical strategic approaches. The three cluster groups that emerge possess the same relative ranking of the four objectives, but differ based on the intensity with which these objectives are pursued. The clusters are labelled as the three strategic groups of strategists, opportunists, and responders. The research then explores, using an industrial buyer behavior lens, the impact of environmental antecedents in determining a particular strategy. Environmental variables include purchase importance, market uncertainty, supply base availability, buyer bargaining power, item experience, and supply base experience. Finally, the study tests the impact of procurement strategy on the buyer's perceived performance, suggesting that strategists, placing more emphasis on the pursuit of strategic sourcing objectives, achieve better performance than opportunists and responders.
Schoenherr, T., and Mabert, V. A. (2011). A Comparison of Online and Offline Procurement in B2B Markets: Results from a Large-Scale Survey. International Journal of Production Research, 49(3), 827-846.
Abstract
Purchasing professionals in today's business-to-business (B2B) markets can choose between conducting bid solicitations and negotiations using an online or an offline process. One dominant type of online procurement has been the online reverse auction, which has received both praise and criticism. However, the choice between an online reverse auction and alternate offline procurement methods cannot be taken lightly. It is the objective of this research to distinguish these two environments and investigate their differences along the dimensions of purchase importance, supply market availability, future orientation and item specification difficulty. Examining these issues from the buyer's perspective, we develop our arguments of procurement choice based on literature in industrial buyer behaviour, strategic sourcing, and online reverse auctions; the psychological distance perspective and transaction cost economics serve as theoretical foundations for our hypotheses. Our hypotheses are tested with hierarchical logistic regression analysis using responses from 825 purchasing professionals in the US manufacturing sector. Two of our four main hypotheses are supported, indicating that offline procurement is more likely to be chosen when the purchase is highly important, whereas auctions are the preferred choice as more suppliers become able and willing to participate in the bidding process. No differences were detected between the future orientation of the buyer and the item specification difficulty. Advice is provided to practitioners when reverse auctions are more amenable than offline methods. Contributions to academia include the extension of the literature in industrial buyer behaviour and auctions, as well as the theoretical development based on the psychological distance perspective and transaction cost economics.
Mabert, V. A., and Showalter, M. J. (2010). Logistics of the American Circus: The Golden Age. Production & Inventory Management Journal, 46(1), 74-90.
Abstract
Competitive pressures today require enterprises to continually improve performance for various business activities, such as customer service or waste reduction. One area currently receiving significant attention is the logistics function within organizations. In the last decade, numerous authors have proposed many modern logistics management principles and practices that focus on dimensions such as lean, fast, flexible, and so on. Many of these approaches are not new, but rather have been used and refined by business organizations in earlier times. In this paper, we describe many logistics methods employed by the major circuses more than a century ago. While the technology and terminology of that time were different, similarities with current management thought and practice are evident. Hopefully, by reviewing these logistics activities from a century ago, new ideas about logistics for tomorrow can be formulated.
Modi, S., and Mabert, V. A. (2010). The Enterprise Systems Industry Landscape. In Elliot Bendoly and Sanjay Kumar (Eds.), Handbook of Enterprise Systems: New Directions & Cutting Edge Applications, Thousand Oaks, CA: SAGE Publication Inc.
Abstract
The objective of this chapter is to provide a description of the enterprise systems industry landscape for the interested reader. Towards that end, a brief description of the main components for enterprise systems and the primary organizations involved in the implementation of enterprise systems is provided initially. Second, a discussion of the enterprise system ecosystem, with a focus on application product providers in the industry, is presented. This is followed by a review of the various architectural components of the enterprise system and major organizations which provide these components. The final section speculates on the future direction of the industry. It is important to note that this chapter provides a description of the enterprise system industry landscape with respect to the manufacturing industry sector. While some sections would also be relevant to the retail and services industry sectors, the enterprise systems for these industry sectors are not explicitly considered in this chapter.
Modi, S., and Mabert, V. A. (2010). Exploring the Relationship between Efficient Supply Chain Management and Firm Innovation: An Archival Search and Analysis. Journal of Supply Chain Management, 46(4), 81-94.
Abstract
This paper illustrates the use of secondary data for operations and supply chain management research by investigating the association between efficient supply chain management and innovation of firms. An empirical inquiry is conducted using archival financial statement information and patent citation data for firms in the manufacturing sector, over a 10-year period from 1987 to 1996. Longitudinal analysis, focusing on the influence of efficient supply chain management on a firms innovation over time, is conducted. Results and limitations are discussed along with a summary of steps, which may be fol- lowed when using secondary data for operations and supply chain manage- ment research.
Schoenherr, T., Hilpert, D., Soni, A., Venkataramanan, M. A., and Mabert, V. A. (2010). Enterprise Systems Complexity and its Antecedents: A Grounded-Theory Approach. International Journal of Operations and Production Management, 30(6), 639-668.
Abstract
Purpose The purpose of this paper is to develop a better understanding about drivers of enterprise systems complexity (ESC), as well as its multi-faceted conceptualization. Design/methodology/approach Case studies were conducted among German Mittelstand companies by an international research team. A grounded theory approach was followed, with the first phase of the case studies being exploratory, and the second phase being more focused. Findings Case study findings suggest that ESC is a multi-dimensional construct consisting of the following dimensions: seamlessness, adoption date, number of integrated subsystems, system type/composition, number of functional areas linked, and number of users. Drivers of ESC identified via the case studies include the multi-dimensional constructs of competition, complexity of processes, complexity of products, global operations, and the firm's customer base. Grounded theory development is used to conceptualize the measures of these drivers. Founded in these exploratory observations propositions for future research are developed. Originality/value The research reports on the experiences of companies with enterprise systems (ES), and explores organizational factors determining system complexity; as a sampling frame Mittelstand companies in Southwest Germany are chosen, making this study one of the few exploring ES within this context. The paper also places ESC within theoretical domains, especially the STS theory. The conceptualization of ESC and its antecedents presented provides a starting point for future academic research into this area.
Cattani, K., and Mabert, V. A. (2009). Supply Chain Design: Past, Present, and Future. Production and Inventory Management Journal, 45(2), 47-57.
Abstract
With an increasing number of domestic and international competitors, supply chain design has become a critical success factor for organizations to remain competitive. Kyle Cattani and Vincent Mabert share some insights gained from an investigation of recent contributions to supply chain design in the context of a long history of supply chain design efforts. They define supply chain management broadly and consider that while the supply chain design has been of critical importance for millennia, it has evolved over time. The supply chain design decision does not occur frequently for an organization, but its impact is long-term. The availability of new technology impacting manufacturing and transportation, plus changes information systems, have increased the pace and flow of materials and data. While the intensity of change may have increased in recent times, supply chain design issues themselves have existed since antiquity. In this paper, they provide a historical perspective by highlighting some past developments, discussing present ideas and concepts, and suggesting future supply chain design directions.
Schoenherr, T., and Mabert, V. A. (2008). The Use of Bundling in B2B Online Reverse Auctions. Journal of Operations Management, 26(1), 81-95.
Abstract
In industrial purchasing a request for quotation (RFQ) can consist of a single item, but is most often composed of two or more products and/or services bundled together. While such bundles are used in offline purchase negotiations, their criticality is heightened in online auctions due to their usual short duration and constrained bidding environment. Despite this importance, little systematic discussion or evaluation has taken place concerning bundling practice, especially as it relates to the individual items included in the bundle, the overall bundle composition, and the resulting supply base and ultimate bundle performance. This study investigates these issues by developing a conceptual model and testing it with a large-scale survey completed by purchasing professionals practicing bundling in B2B online auctions. Results indicate that crafting a more homogeneous bundle is most important in achieving a successful outcome. Furthermore, more complex or difficult-to-specify items do not impact perceived bundle performance, but do influence the supply base that is willing and able to bid on the business.
