Publication Type

Journal Article

Version

Publisher’s Version

Publication Date

5-2011

Abstract

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.

Keywords

commoditization, innovation, Cross border transactions, sourcing, Southeast Asia

Discipline

Asian Studies | Strategic Management Policy | Technology and Innovation

Research Areas

Strategy and Organisation

Publication

Journal of Strategic Innovation and Sustainability

Volume

7

Issue

1

First Page

43

Last Page

61

ISSN

1718-2077

Publisher

North American Business Press

Additional URL

http://www.na-businesspress.com/JSIS/SeshadriWeb.pdf

Share

COinS