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.
commoditization, innovation, Cross border transactions, sourcing, Southeast Asia
Asian Studies | Strategic Management Policy | Technology and Innovation
Strategy and Organisation
Journal of Strategic Innovation and Sustainability
North American Business Press
Innovation and Commoditization: Prioritizing and Profiling Asian Managers’ Cross-Border Sourcing Practices. (2011). Journal of Strategic Innovation and Sustainability. 7, (1), 43-61. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/3117