Impact of JIT-selling strategy on organizational structure

Industrial Management and Data Systems

Volumn 111, Issue 1, 2011, Pages 63-83

  Green Jr , Kenneth W ^a   Inman, R Anthony ^b   Birou, Laura M ^b  

^a SOUTHERN ARKANSAS UNIVERSITY   (United States)

^b LOUISIANA TECH UNIVERSITY   (United States)

Author keywords

Just in time; Manufacturing; Marketing; Organizational structures; Selling

Indexed keywords

DESIGN/METHODOLOGY/APPROACH; JIT-SELLING; JUST IN TIME; MANUFACTURING; MANUFACTURING SECTOR; ORGANIZATIONAL CHANGE; ORGANIZATIONAL STRUCTURES; PERFORMANCE CONTROL; SAMPLE POPULATION; SELLING; STRUCTURAL EQUATION MODELING;

INDUSTRIAL RESEARCH; JUST IN TIME PRODUCTION; MANAGEMENT; MANAGERS; MANUFACTURE; POPULATION STATISTICS; RATING;

SALES;

EID: 79951487463     PISSN: 02635577     EISSN: None     Source Type: Journal    
DOI: 10.1108/02635571111099730     Document Type: Article

References (64)

1. Abad, P.L. and Sweeney, D.J. (1982), "Decentralized planning with an interdependent marketing-production system", Omega, Vol. 10 No. 4, pp. 353-9.
2. Ahire, S.L., Golhar, D.Y. and Waller, M.A. (1996), "Development and validation of TQM implementation constructs", Decision Sciences, Vol. 27 No. 1, pp. 23-56. (Pubitemid 126084055)
3. Armstrong, J.S. and Overton, T.S. (1977), "Estimating nonresponse bias in mail surveys", Journal of Marketing Research, Vol. 14 No. 3, pp. 396-402.
4. Berry, W., Hill, T. and McLaughlin, C. (Eds) (1991), "Linking strategy formulation in marketing and operations: empirical research", Journal of Operations Management, Vol. 10 No. 3, pp. 294-302.
5. Blois, K.J. (1991), "Trends in marketing and their implication for manufacturing", International Journal of Technical Management, Vol. 6 Nos 3-4, pp. 385-94.
6. Calantone, R., Droge, C. and Vickery, S. (2002), "Investigating the manufacturing-marketing interface in new product development: does context affect the strength of relationships", Journal of Operations Management, Vol. 20 No. 3, pp. 273-87. (Pubitemid 34704329)
7. Claycomb, C., Dröge, C. and Germain, R. (1999a), "The effect of just-in-time with customers on organizational design and performance", International Journal of Logistics Management, Vol. 10 No. 1, pp. 37-58.
8. Claycomb, C., Germain, R. and Dröge, C. (1999b), "Total system JIT outcomes: inventory, organization and financial effects", International Journal of Physical Distribution & Logistics Management, Vol. 29 No. 10, pp. 612-30.
9. Daugherty, P., Haozhe, C., Mattioda, D. and Grawe, S. (2009), "Marketing/logistics relationships: influence on capabilities and performance", Journal of Business Logistics, Vol. 30 No. 1, pp. 1-18.
10. Deane, R.H., McDougall, P.P. and Gargeya, V.B. (1991), "Manufacturing and marketing interdependence in the new venture firm: an empirical study", Journal of Operations Management, Vol. 10 No. 3, pp. 329-43.
11. Dion, P.A., Banting, P.M. and Hasey, L.M. (1990), "The impact of JIT on industrial marketers", Industrial Marketing Management, Vol. 19 No. 1, pp. 41-6.
12. Fitzsimmons, J.A., Kouvelis, P. and Mallick, D.N. (1991), "Design strategy and its interface with manufacturing and marketing: a conceptual framework", Journal of Operations Management, Vol. 10 No. 3, pp. 398-415.
13. Frohlich, M.T. and Westbrook, R. (2001), "Arcs of integration: an international study of supply chain strategies", Journal of Operations Management, Vol. 19 No. 2, pp. 185-200. (Pubitemid 32130380)
14. Fullerton, R. and Wempe, W.F. (2009), "Lean manufacturing, non-financial performance measures and financial performance", International Journal of Operations & Production Management, Vol. 29 No. 3, pp. 214-40.
15. Garver, M.S. and Mentzer, J.T. (1999), "Logistics research methods: employing structural equation modeling to test for construct validity", Journal of Business Logistics, Vol. 20 No. 1, pp. 33-57.
16. Gerbing, D.W. and Anderson, J.C. (1988), "An updated paradigm for scale development incorporating unidimensionality and its assessment", Journal of Marketing Research, Vol. 25 No. 2, pp. 186-92.
17. Germain, R., Dröge, C. and Daugherty, P.J. (1994), "The effect of just-in-time selling on organizational structure: an empirical investigation", Journal of Marketing Research, Vol. 31 No. 4, pp. 471-83.
18. Ghose, S. and Mukhopadhyay, S.K. (1993), "Quality as the interface between manufacturing and marketing: a conceptual model and an empirical study", Management International Review, Vol. 33 No. 1, pp. 39-52.
19. Gilbert, F.W., Young, J.A. and ONeal, C.R. (1994), "Buyer-seller relationships in just-in-time purchasing environments", Journal of Business Research, Vol. 29 No. 2, pp. 111-20.
20. Giunipero, L.C. and Law, W.K. (1990), "Organizational changes and JIT implementation", Production & Inventory Management Journal, Vol. 31 No. 3, pp. 71-3.
21. Green, K.W. Jr and Inman, R.A. (2005), "Using a just-in-time selling strategy to strengthen supply chain linkages", International Journal of Production Research, Vol. 43 No. 16, pp. 3437-53. (Pubitemid 41648313)
22. Green, K.W. Jr and Inman, R.A. (2006), "Does implementation of a JIT-with-customers strategy change an organizations structure?", Industrial Management & Data Systems, Vol. 106 No. 8, pp. 1077-94. (Pubitemid 44505594)
23. Green, K.W. Jr and Inman, R.A. (2007), "The impact of JIT-II-selling on organizational performance", Industrial Management & Data Systems, Vol. 107 No. 7, pp. 1018-35. (Pubitemid 47366143)
24. Green, K.W. Jr, Inman, R.A. and Brown, G. (2008), "Just-in-time selling construct: definition and measurement", Industrial Marketing Management, Vol. 37 No. 2, pp. 131-42.
25. Green, K.W. Jr, Whitten, D. and Inman, R.A. (2007), "The impact of timely information on organizational performance in a supply chain", Production Planning & Control, Vol. 18 No. 4, pp. 274-82. (Pubitemid 46788952)
26. Hage,J.(1980), TheoriesofOrganization: Form, Process andTransformation, Wiley, New York,NY.
27. Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E. and Tatham, R.L. (2006), Multivariate Data Analysis, 6th ed., Prentice-Hall, Upper Saddle River, NJ.
28. Harmon, H.A., Brown, G., Widing, R.E. II and Hammond, K.L. (2002), "Exploring the sales managers feedback to a failed sales effort", Journal of Business & Industrial Marketing, Vol. 17 No. 1, pp. 43-55.
29. Hausman, W., Montgomery, D. and Roth, A. (2002), "Why should marketing and manufacturing work together? Some exploratory empirical results", Journal of Operations Management, Vol. 20 No. 3, pp. 241-57. (Pubitemid 34704328)
30. Hunt, S. (1990), "Commentary on an empirical investigation of a general theory of marketing ethics", Journal of the Academy of Marketing Science, Vol. 18 No. 2, pp. 173-7.
31. Inman, R.A., Sale, R.S., Green, K.W. Jr and Whitten, D. (2010), "Agile manufacturing: relation to total-system JIT, supply chain performance, and organizational performance", Journal of Operations Management (in press).
32. Klassen, R.D. and Jacobs, J. (2001), "Experimental comparison of web, electronic and mail survey technologies in operations management", Journal of Operations Management, Vol. 19 No. 6, pp. 713-28. (Pubitemid 32935336)
33. Kline, R.B. (1998), Principles and Practice of Structural Equation Modeling, Guilford Press, New York, NY.
34. Koufteros, X.A. (1999), "Testing a model of pull production: a paradigm for manufacturing research using structural equation modeling", Journal of Operations Management, Vol. 17 No. 4, pp. 467-88.
35. Lambert, D.M., Cooper, M.C. and Pagh, J.D. (1998), "Supply chain management: implementation issues and research opportunities", The International Journal of Logistics Management, Vol. 9 No. 2, pp. 1-19.
36. Malhotra, M.K. and Sharma, S. (2002), "Spanning the continuum between marketing and operations", Journal of Operations Management, Vol. 20 No. 3, pp. 209-19.
37. Menor, L. and Roth, A. (2008), "New service development competence and performance: an empirical investigation in retail banking", Production & Operations Management, Vol. 17 No. 3, pp. 267-84.
38. Miller, D. (1991), "Stale in the saddle: CEO tenure and the match between organization and environment", Management Science, Vol. 37 No. 1, pp. 34-52.
39. Miller, D. and Dröge, C. (1986), "Psychological and traditional determinants of structure", Administrative Science Quarterly, Vol. 31, pp. 539-60.
40. Morris, L.J. and Morris, J.S. (1992), "The changing manufacturing environment: implications for marketing", Journal of Business & Industrial Marketing, Vol. 7 No. 2, pp. 21-30.
41. Mossholder, K.W., Bennett, N., Kemery, E.R. and Wesolowski, M.A. (1998), "Relationships between bases of power and work reactions: the meditational role of procedural justice", Journal of Management, Vol. 24 No. 4, pp. 533-52. (Pubitemid 128180016)
42. Nahm, A.Y., Vonderembse, M.A. and Koufteros, X.A. (2003), "The impact of organizational structure on time-based manufacturing and plant performance", Journal of Operations Management, Vol. 21 No. 3, pp. 281-306.
43. Naor, M., Goldstein, S., Linderman, K. and Schroeder, R. (2008), "The role of culture as driver of quality management and performance: infrastructure versus core quality practices", Decision Sciences, Vol. 39 No. 4, pp. 671-702.
44. Narasimhan, R. and Kim, S.W. (2002), "Effect of supply chain integration on the relationship between diversification and performance: evidence from Japanese and Korean firms", Journal of Operations Management, Vol. 20 No. 3, pp. 303-23. (Pubitemid 34704331)
45. Natarajan, R. and Weinrauch, J.D. (1990), "JIT and the marketing interface", Production & Inventory Management Journal, Vol. 31 No. 3, pp. 42-6.
46. OLeary-Kelly, S.W. and Flores, B.E. (2002), "The integration of manufacturing and marketing/sales decisions: impact on organizational performance", Journal of Operations Management, Vol. 20 No. 3, pp. 221-40. (Pubitemid 34704327)
47. ONeal, C.R. (1984), "Devise new marketing strategies to serve JIT producers", Marketing News, Vol. 18 No. 19, pp. 20-1.
48. ONeal, C.R. (1989), "JIT Procurement and relationship marketing", Industrial Management & Data Systems, Vol. 18 No. 1, pp. 55-63.
49. Podsakoff, P.M. and Organ, D.W. (1986), "Self-reports in organizational research: problems and prospects", Journal of Management, Vol. 12 No. 4, pp. 531-44.
50. Roth, A.V. and van der Velde, M. (1991), "Operations as marketing: a competitive service strategy", Journal of Operations Management, Vol. 10 No. 3, pp. 303-28.
51. Sawhney, R. and Piper, C. (2002), "Value creation through enriched marketing-operations interfaces: an empirical study in the printed circuit board industry", Journal of Operations Management, Vol. 20 No. 3, pp. 259-72. (Pubitemid 34710159)
52. Schaefer, D.R. and Dillman, D.A. (1998), "Development of a standard e-mail methodology: results of an experiment", Public Opinion Quarterly, Vol. 62 No. 3, pp. 378-97. (Pubitemid 128376625)
53. Singhal, J. and Singhal, K. (2002), "Supply chains and compatibility among components in product design", Journal of Operations Management, Vol. 20 No. 3, pp. 289-302. (Pubitemid 34704330)
54. Spencer, M. and Cox, J.F. III (1994), "Sales and manufacturing coordination in repetitive manufacturing: characteristics and problems", International Journal of Production Economics, Vol. 37 No. 1, pp. 73-81.
55. Stevenson, W.J. (2009), Operations Management, 10th ed., McGraw-Hill/Irwin, Boston, MA.
56. St John, C.H. and Hall, E.H. Jr (1991), "The interdependence between marketing and manufacturing", Industrial Marketing Management, Vol. 20 No. 3, pp. 223-9.
57. Tan, K.C., Lyman, S.B. and Wisner, J.D. (2002), "Supply chain management: a strategic perspective", International Journal of Operations & Production Management, Vol. 22 No. 6, pp. 614-31.
58. Vokurka, R.J. and Lummus, R.R. (2000), "The role of just-in-time in supply chain management", International Journal of Logistics Management, Vol. 11 No. 1, pp. 89-98. (Pubitemid 33206147)
59. Ward, P. and Zhou, H. (2006), "Impact of information technology integration and lean/just-in-time performance practices on lead-time performance", Decision Sciences, Vol. 37 No. 2, pp. 177-203. (Pubitemid 44099936)
60. Wee, H. and Chung, C. (2009), "Optimising replenishment policy for an integrated production inventory deteriorating model considering green component-value design and remanufacturing", International Journal of Production Research, Vol. 47 No. 5, pp. 1343-68.
61. Whybark, D.C. (1994), "Marketings influence on manufacturing practices", International Journal of Production Economics, Vol. 37 No. 1, pp. 41-50.
62. Whybark, D.C. and Wijngaard, J. (Eds) (1994), "Manufacturing-sales coordination", International Journal of Production Economics, Vol. 37 No. 1, pp. 1-4.
63. Williams, L.J., Vandenberg, R.J. and Edwards, J.R. (2009), "Structural equation modeling in management research: a guide for improved analysis", The Academy of Management Annals, Vol. 3 No. 1, pp. 543-604.
64. Zelbst, P.J., Green, K.W. Jr, Abshire, R.D. and Sower, V.E. (2010), "Relationships among market orientation, JIT, TQM, and agility", Industrial Management & Data Systems, Vol. 110 No. 5, pp. 637-58.