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Complementor relationship management for Data-driven B2B platforms: Towards a Holistic approach
(2021)
In the so-called ecosystem economy, new platform-based business models evolve rapidly based on the prospects of digital technology. Especially in the B2B context, data-driven platforms are highly relevant. Thus far, little research has been conducted on the supply side of data-driven platforms and especially on service providers, the so-called complementors. Therefore, this paper offers insights into the various facets of complementor relationship management (CoRM). The paper aims to develop a framework for the management of complementors of data-driven B2B platforms. For empirical evidence, we draw on 14 semi-structured expert interviews with platform managers and complementors. The findings outline two big areas of CoRM and discuss distinct characteristics of partner management and technology management. For partner management the differentiation into open and closed platform needs to be taken into account for complementor relationship management. Moreover, our study reveals the key factors of technology management which lead from platform infrastructure to digital applications like digital twins or predictive maintenance.
Nowadays, the human-centric discipline of purchasing and supply management (PSM) is of strategic importance for firms’ success. Within the discipline, scholars address PSM professionals’ skills and provide practitioners with academic insights. Due to changes in the industry environment, changes in the working environment and the task of purchasing professionals are assumed. This paper aims to contribute to the PSM professional skills literature by defining current PSM professionals’ skill gaps as the difference between the acquired skill level and perceived skill importance. Findings show that current PSM professionals feel to be underqualified to abstract the full potential of professional relationships, as buyer-supplier relationships, due to current PSM professionals’ skill gaps.
The global development towards the Fourth Industrial Revolution, the so-called Industry 4.0, is steaming forwards. Where cyber-physical systems connect the physical and digital world, allowing for demand identification, without the need for direct human intervention. Further, Artificial Intelligence supports various parts of operative and strategic purchasing. The new purchasing environment forces purchasing professionals to develop new skills. Research is needed to identify appropriate skill sets. Based on a World-Café method with 82 purchasing professionals, a list of 32 essential future skills in purchasing is composed. Further, the identified skills are ranked and assigned to the roles of the direct and indirect material purchasers.
While the service sector is growing rapidly, the purchasing of services has not yet received significant attention in theory or practice. Service purchasers face serious challenges, and existing purchasing practices for services are often non-strategic. We choose an exploratory–qualitative research approach to investigate the purchasing of IT, logistics and Maintenance, Repair, and Overhaul (MRO) services. In particular, we focus on the role of visibility and analyze how service purchasers can benefit from extensive knowledge about their service networks. We determine that visibility indeed adds significant value to service purchasing and can help service purchasers to decrease costs, mitigate risks and maintain competitiveness.
The financial services sector is undergoing a digital transformation. But the emerging picture is very different from the innovation-driven revolution that was initially expected.
Due to the variety of challenges, banks and mostly young financial technology companies (fintechs) are increasingly cooperating instead of competing. Yet despite the rapidly growing importance of bank-fintech cooperation, there is still a lack of empirical evidence on the determinants. We use an explorative research design and conduct semi-structured interviews to contribute to this research field. Our findings illustrate that banks are primarily concerned with access to innovation, while fintechs mainly focus on balancing their resource constraints.
Managing the Supply-Side of Digital Platforms: First Insights from the Financial Services Sector
(2020)
The aim of this paper is to contribute knowledge on the interface and relationship be-tween digital platforms in the financial services sector and the service providers on its supply-side. Based on an explorative research design with literature research and three expert interviews, we examine the categories of service providers that can be distin-guished, the factors of influence that are relevant for selecting service providers, and the main benefits and risks for partnerships with service providers. The results are a starting point for deeper investigation and the creation of research questions for future projects in other industries.
The opportunity to anticipate delivery failures, shortages or delays in company’s upstream supply chains at an early stage facilitates to take preventive countermeas-ures to mitigate potential damage. However, data-driven predictive technologies such as machine learning (ML) are rarely examined in supply chain risk management (SCRM). The purpose of the following paper is to present a framework of design principles for the application of ML in SCRM. The foundation of this framework is an action design research (ADR) project, which is performed in collaboration with the SCRM department of an automotive company. A predictive ML model is developed and evaluated in collaboration with the company. Based on the findings and observa-tions made during the project, general design principles are derived and grouped by the three interrelated elements of organisation, development and operation, which are to be considered when applying ML in SCRM. Finally, the derived elements and the corresponding design principles are discussed and justified with reference to the literature.
Particularly in times of disruptive changes, companies need an early warning system for risks in their supply chains to gain relevant information in a timely manner. Furthermore, they require suitable action plans and strategies to help react when a risk occurs. Based on an in-depth case study at an automotive parts supplier producing electronic systems and lighting components, this paper develops a holistic supply chain risk management framework. After investigating the specific supply chain risks to support critical parts management, standardised processes and procedures are developed to improve the preventive supply chain risk strategy cycle, as well as the reactive critical parts management cycle.
One way or another – The relationship between trust and transparency in buyer-supplier relationships
(2019)
Based on a variety of environmental, technological, and product-orientated changes, there has been a shift towards increased collaboration between buyers and suppliers. This paper examines the mutual influence of trust and transparency at different developmental stages of these collaborative relations. In particular, the research investigates the existence of a direct correlation between trust and transparency, as well as indirect dependencies to each other through environmental factors. An extensive literature review combined with an exploratory-qualitative World Café method was conducted in an attempt to fill the research gap regarding the correlation of trust and transparency in buyer-supplier relationships.
Buying firms lack transparency about the supplier relationships in their networks. The applica-tion of dedicated tools such as Supply Network Mapping (SNM) can help to visualize and analyze these relationships. However, the impact of such tools on the purchasing performance has not been explored yet. Moreover, companies with different competitive strategies might have different motivations to use these tools. Therefore, this paper tests the impact of supplier relationship information and SNM on the purchasing performance on a large sample of 624 purchasers. A multi-group analysis in structural equation modeling estimates the impact of a cost leadership versus a differentiation strategy on cost saving and innovation performance. We show that information quality and SNM indeed improve the purchasing performance. Moreover, cost leaders use SNM if they know their supplier relationships with sub-suppliers, while innovation leaders use it if they know their supplier relationships with other customers. Hence, our results prove the usefulness of the SNM tool and give recommendations for its use depending on a company’s competitive strategy.