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Sourcing Practices Across Borders in the ASEAN Region

其他書名	Commoditization and Innovation
出版	Lee Kong Chian School of Business, Singapore Management University, 2010
URL	http://books.google.com.hk/books?id=kaLbYgEACAAJ&hl=&source=gbs_api

註釋What constitutes better sourcing competency? The question is gaining prominence for ASEAN based purchasing managers. Drawing from recent work in customer value, relationship marketing and the resource based view (RBV) of the firm, the paper addresses this question by investigating several practices. It argues that two main behavioral constructs, supply commoditization and supply innovation, underlie 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 ASEAN based purchasing managers; on scales for supply commoditization and supply innovation; and estimation details of a path analytic model to test all hypotheses. 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.