A strategic framework for integrating marketing and supply chain strategies

International Journal of Logistics Management

Volumn 21, Issue 1, 2010, Pages 104-126

  Jüttner, Uta ^a   Christopher, Martin ^a   Godsell, Janet ^a  

^a CRANFIELD UNIVERSITY   (United Kingdom)

Author keywords

Integration; Marketing strategy; Organizational structures; Supply chain management

Indexed keywords

EID: 79953839789     PISSN: 09574093     EISSN: 17586550     Source Type: Journal    
DOI: 10.1108/09574091011042205     Document Type: Article

References (109)

1. Aitken, J., Childerhouse, P., Towill, D. The impact of product life cycle on supply chain strategy International Journal of Production Economics 85 2003 127-40 August
2. Alderson, W., Martin, M. Toward a formal theory of transactions and transvections Journal of Marketing Research 2 2 1965 117-27
3. Alvarado, U., Kotzab, H. Supply chain management - the integration of logistics in marketing Industrial Marketing Management 30 2001 183-98 (Pubitemid 33633675)
4. Anderson, P. Marketing, strategic planning and the theory of the firm Journal of Marketing 46 1982 15-26 Spring
5. Barney, J. Firm resources and sustained competitive advantage Journal of Management 17 1991 99-120 March
6. Bechtel, C., Jayaram, J. Supply chain management: a strategic perspective The International Journal of Logistics Management 8 1 1997 15-34 (Pubitemid 127133979)
7. Blackburn, J. Blackburn, J. The quick response movement in the apparel industry: a case study in time compressing supply chains Time Based Competition Business One Irwin Homewood, IL 1991 246-69 Ed
8. Chen, H., Mattioda, D., Daugherty, P. Firm-wide integration and firm performance The International Journal of Logistics Management 18 1 2007 5-21
9. Childerhouse, P., Aitken, J., Towill, D. Analysis and design of focused demand chains Journal of Operations Management 20 6 2002 675-89 (Pubitemid 35019106)
10. Christopher, M. The agile supply chain - competing in volatile markets Industrial Marketing Management 29 1 2000 37-44
11. Christopher, M., Gattorna, J. Supply chain cost management and value-based pricing Industrial Marketing Management 34 2 2005 115-21 (Pubitemid 40427007)
12. Christopher, M., Jüttner, U. Developing strategic partnerships in the supply chain: a practitioner perspective European Journal of Purchasing and Supply Management 6 2000 117-27
13. Christopher, M., Payne, A. Baker, M. Integrating customer relationship management and supply chain management The Marketing Book Butterworth Heinemann Oxford 2002 5th ed Ed
14. Christopher, M., Ryals, L. Supply chain strategy: its impact on shareholder value International Journal of Logistics Management 10 1 1999 1-9
15. Christopher, M., Towill, D. An integrated model for the design of agile supply chains International Journal of Physical Distribution & Logistics 31 4 2001 235-46
16. Christopher, M., Towill, D. Developing market specific supply chain strategies The International Journal of Logistics Management 13 1 2002 1-14 (Pubitemid 36010670)
17. Christopher, M., Lowson, R.H., Peck, H Creating agile supply chains in the fashion industry International Journal of Retail & Distribution Management 32 8/9 2004 367-76
18. Cooper, M., Lambert, D., Pagh, J. Supply chain management: more than a new name for logistics International Journal of Logistics Management 8 1 1997 1-14 (Pubitemid 127133978)
19. Crittenden, V. Close the marketing/manufacturing gap Sloan Management Review 33 3 1992 41-52
20. Crittenden, V., Gardiner, L., Stam, A. Reducing conflict between marketing and manufacturing Industrial Marketing Management 22 1993 299-309 November
21. Day, G. Market Driven Strategy - The Process for Creating Value The Free Press New York, NY 1990
22. Day, G. Marketing's contribution to the strategy dialogue Journal of the Academy of Marketing Science 20 4 1992 323-9
23. Day, G., Fahey, L. Valuing market strategies Journal of Marketing 52 1988 45-57 July
24. de Treville, S., Shapiro, R., Hameri, A.-P. From supply chain to demand chain: the role of lead time reduction in improving demand chain performance Journal of Operations Management 21 6 2004 613-27
25. Ellinger, A. Improving marketing/logistics cross-functional collaboration in the supply chain Industrial Marketing Management 29 2000 1-6
26. Ellinger, A., Daugherty, P., Keller, S. The relationship between marketing/logistics interdepartmental integration and performance in US manufacturing firms: an empirical study Journal of Business Logistics 21 1 2000 1-22
27. Ellinger, A., Keller, S., Hansen, J. Bridging the gap between logistics and marketing: facilitating collaborative behavior Journal of Business Logistics 27 2 2006 1-27
28. Erevelles, S., Stevenson, T. Enhancing the business-to-business supply chain: insights from partitioning the supply-side Industrial Marketing Management 35 4 2006 481-92 (Pubitemid 43585752)
29. Fisher, M. What is the right supply chain for your product? Harvard Business Review 75 2 1997 105-16
30. Flint, D., Mentzer, J. Strategic marketing in global supply chains: four challenges Industrial Marketing Mangement 33 1 2004 45-50 (Pubitemid 37501415)
31. Flint, D., Mentzer, J. Lusch, R.F., Vargo, S.L. Striving for integrated value chain management given a service-dominant logic for marketing The Service Dominant Logic of Marketing: Dialog, Debate, and Directions M.E. Sharpe New York, NY 2006 139-49 Eds
32. Frohlich, M., Westbrook, R. Arcs of integration: an international study of supply chain strategies Journal of Operations Management 19 2 2001 185-200 (Pubitemid 32130380)
33. Gadde, L.-E., Huemer, L., Håkansson, H. Strategizing in industrial networks Industrial Marketing Management 32 5 2003 357-64 (Pubitemid 36795071)
34. Gibson, B.,, Mentzer,, Cook, R. Supply chain management: the pursuit of a consensus definition Journal of Business Logistics 26 2 2005 17-25
35. Goldman, S.L., Nagel, R.N. Agile Competitors and Virtual Organisations: Strategies for Enriching the Customer Van Nostrand Reinhold, New York, NY 1995
36. Green, K., McGaughey, R., Casey, M. Does supply chain management strategy mediate the association between market orientation and organizational performance? Supply Chain Management: An International Journal 11 5 2006 407-14 (Pubitemid 44286257)
37. Gummesson, E. Marketing-orientation revisited: the crucial role of the part-time marketer European Journal of Marketing 25 2 1991 60-76
38. Gummesson, E. Practical value of adequate marketing management theory European Journal of Marketing 36 2002 325-49 March
39. Gundlach, G., Achrol, R., Mentzer, J. The structure of commitment in exchange Journal of Marketing 59 1995 78-92 January
40. Harland, C., Zheng, J., Johnsen, T., Lamming, R. A conceptual model for researching the creation and operation of supply networks British Management Journal 15 1 2004 1-21 (Pubitemid 38317793)
41. Hausman, W., Montgomery, D., Roth, A. Why should marketing and manufacturing work together? Journal of Operations Management 20 2002 241-57 June
42. Heikkilä, J. From supply to demand chain management: efficiency and customer satisfaction Journal of Operations Management 20 6 2002 747-67 (Pubitemid 35019110)
43. Hill, T. Manufacturing Strategy: The Strategic Management of the Manufacturing Function Macmillan Basingstoke 1985 1st
44. Homburg, C., Krohmer, H., Workman, J. A strategy implementation perspective of market orientation Journal of Business Research 57 12 2004 1331-40 (Pubitemid 39363713)
45. Hult, T., Ketchen, D., Slater, S. Market orientation and performance: an integration of disparate approaches Strategic Management Journal 26 12 2005 1173-81 (Pubitemid 41547435)
46. Hunt, S., Morgan, R. The comparative advantage theory of competition Journal of Marketing 59 1995 1-15 April
47. Johnson, J. Strategic integration in industrial distribution channels: managing the interfirm relationships as a strategic asset Journal of the Academy of Marketing Science 27 1 1999 4-18
48. Jüttner, U., Christopher, M., Baker, S. Demand chain management - integrating marketing and supply chain management Industrial Marketing Management 36 3 2007 377-92
49. Jüttner, U., Godsell, J., Christopher, M. Demand chain alignment competence-delivering value through product life cycle management Industrial Marketing Management 35 8 2006 989-1001 (Pubitemid 44138559)
50. Kahn, K., Mentzer, J. Marketing's integration with other departments Journal of Business Research 42 1 1998 53-62 (Pubitemid 128342870)
51. Kahn, K., Maltz, E., Mentzer, J. Demand collaboration: effects on knowledge creation, relationships, and supply chain performance Journal of Business Logistics 27 2 2006 191-221
52. Kalaignanam, K., Varadarajan, R. Lusch, R.F., Vargo, S.L. Customers as co-producers: implications for marketing strategy effectiveness and marketing operations efficiency The Service Dominant Logic of Marketing: Dialog, Debate and Directions M.E. Sharpe Armonk, NY 2006 166-80 Eds
53. Ketchen, D., Giunipero, L. The intersection of strategic management and supply chain management Industrial Marketing Management 33 1 2004 51-6 (Pubitemid 37501416)
54. Kotler, P., Armstrong, G. Principles of Marketing Prentice Hall New Jersey, NJ 2007 12th
55. Lacefield, S. Reader survey: finding a seat at the table Supply Chain Management Review 11 2007 36-42 April
56. Lambert, D., Cooper, M. Issues in supply chain management Industrial Marketing Management 29 1 2000 65-83
57. Lambert, D., Garcia-Dastugue, S.J. Lusch, R.F., Vargo, S.L. Cross-functional business processes for the implementation of service-dominant logic The Service Dominant Logic of Marketing: Dialog, Debate and Directions M.E. Sharpe Armonk, NY 2006 150-65 Eds
58. Lamming, R., Johnsen, T., Zheng, J., Harland, C. An initial classification of supply networks International Journal of Operations and Production Management 20 6 2000 675-91 (Pubitemid 39032240)
59. Langabeer, J., Rose, J. Creating Demand Driven Supply Chains Chandos Publishing Oxford 2001
60. Lee, H. Aligning supply chain strategies with product uncertainties California Management Review 44 3 2002 105-19
61. Lummus, R., Duclos, L., Vokurka, R. The impact of marketing initiatives on the supply chain Supply Chain Management: An International Journal 8 4 2003 317-23 (Pubitemid 38947739)
62. Lusch, R., Vargo, S., O'Brien, M. Competing through service: insights from service-dominant logic Journal of Retailing 83 1 2007 5-18
63. Martin, J., Grbac, B. Using supply chain management to leverage a firm's market orientation Industrial Marketing Management 32 1 2003 25-38 (Pubitemid 36106804)
64. Mason-Jones, R., Naylor, B., Towill, D.R. Engineering the leagile supply chain International Journal of Agile Management Systems 2 1 2000 54-61
65. Mentzer, J., Gomes, R., Krapfel, R. Physical demand distribution service: a fundamental marketing concept? Journal of the Academy of Marketing Science 17 1989 53-62 Winter
66. Mentzer, J., Stank, T., Esper, T. Supply chain management and its relationship to logistics, marketing, production and operations management Journal of Business Logistics 29 1 2008 31-45
67. Mentzer, J., De Wett, W., James, K., Min, S., Nix, N., Smith, C., Zacharia, Z. Defining supply chain management Journal of Business Logistics 22 2 2001 1-25
68. Min, S., Mentzer, J. The role of marketing in supply chain management International Journal of Physical Distribution and Logistics Management 30 9 2000 766-87
69. Min, S., Mentzer, J. Developing and measuring supply chain management concepts Journal of Business Logistics 25 1 2004 63-99
70. Murphy, P., Poist, R. Comparative views of logistics and marketing practitioners regarding interfunctional coordination International Journal of Physical Distribution & Logistics Management 28 8 1996 15-28
71. Naylor, B., Naim, M., Berry, D. Leagility: integrating the lean and agile manufacturing paradigms in the total supply chain International Journal of Production Economics 62 1/2 1999 107-18
72. Normann, R. Reframing Business: When the Map Changes the Landscape Wiley Chichester 2001
73. O'Leary-Keller, S., Flores, B. The integration of manufacturing and marketing/sales decisions: impact on organizational performance Journal of Operations Management 20 2002 221-40 June (Pubitemid 34704327)
74. Pagh, J., Cooper, M. Supply chain postponement and speculation strategies: how to choose the right strategy Journal of Business Logistics 19 2 1998 13-33
75. Peck, H., Jüttner, U. Strategy and relationships: defining the interface in supply chain contexts International Journal of Logistics Management 11 2 2000 33-44 (Pubitemid 33280299)
76. Peteraf, M. The cornerstone of competitive advantage: a resource-based view Strategic Management Journal 14 3 1993 179-91
77. Pfeffer, J., Salancik, G. The External Control of Organizations: A Resource Dependence Perspective Harper & Row New York, NY 1978
78. Piercy, N. Framing the problematic relationship between the marketing and operations functions Journal of Strategic Marketing 15 2007 185-207 May-July
79. Ponomarov, S., Holcomb, M. Understanding the concept of supply chain resilience The International Journal of Logistics Management 20 1 2009 124-43
80. Rainbird, M. Demand and supply chains: the value catalyst International Journal of Physical Distribution & Logistics Management 34 3 2004 230-51
81. Rapport, A. Creating Shareholder Value The Free Press New York, NY 1991
82. Ross, D. Competing Through Supply Chain Management Chapman & Hill New York, NY 1998
83. Rust, R., Zeithaml, V., Lemon, K. Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate Strategy The Free Press New York, NY 2000
84. Schön, D. The Reflective Practitioner: How Professionals Think in Action Basic Books New York, NY 1983
85. Selen, W., Soliman, F. Operations in today's demand chain management framework Journal of Operations Management 20 6 2002 667-73 (Pubitemid 35019105)
86. Shapiro, B. Can marketing and manufacturing coexist? Harvard Business Review 55 5 1977 104-14
87. Shewchuk, J. Bititci, U., Carrie, A. One size does not fit all Proceedings of the International Conference of the Manufacturing Value Chain Troon 1998 143-50 Eds
88. Slater, S. Developing a customer value-based theory of the firm Journal of the Academy of Marketing Science 25 2 1997 162-7 (Pubitemid 127044774)
89. Slater, S., Olson, E. Marketing's contribution to the implementation of business strategy: an empirical analysis Strategic Management Journal 22 2001 1055-67 (Pubitemid 33617720)
90. Srivastava, R., Shervani, T., Fahey, L. Market-based assets and shareholder value: a framework for analysis Journal of Marketing 62 1998 2-18 January
91. Srivastava, R., Shervani, T., Fahey, L. Marketing, business processes, and shareholder value: an organizational embedded view of marketing activities and the discipline of marketing Journal of Marketing 63 1999 168-79 special issue
92. Stank, T., Daugherty, P., Ellinger, A. Marketing/logistics integration and firm performance The International Journal of Logistics Management 10 1 1999 11-24
93. Storey, J., Emberson, C., Godsell, J., Harrison, A. Supply chain management: theory, practice and future challenges International Journal of Operations & Production Management 26 7 2006 754-74 (Pubitemid 43936723)
94. Tamas, M. Mismatched strategies: the weak link of the supply chain? Supply Chain Management: An International Journal 5 4 2000 171-5 (Pubitemid 39034408)
95. Tokman, M., Richey, G., Marino, L., Weaver, M. Exploration, exploitation and satisfaction in supply chain portfolio strategy Journal of Business Logistics 28 1 2007 25-56
96. Ulaga, W. Capturing value creation in business relationships: a customer perspective Industrial Marketing Management 23 8 2003 677-93 (Pubitemid 37449848)
97. Varadarajan, R. Strategy content and process perspectives revisited Journal of the Academy of Marketing Science 27 1 1999 88-100
98. Vargo, S.L., Lusch, R.F. Evolving to a new dominant logic for marketing Journal of Marketing 68 2004 1-17 January (Pubitemid 38411271)
99. Walters, D. Effectiveness and efficiency: the role of demand chain management International Journal of Logistics Management 17 1 2006 75-94
100. Walters, D., Rainbird, M. The demand chain as an integral component of the value chain The Journal of Consumer Marketing 21 7 2004 465-75 (Pubitemid 40105937)
101. Webster, F. The changing role of marketing in the corporation Journal of Marketing 56 1991 1-17 October
102. Wisner, J. A structural equation model of supply chain management strategies and firm performance Journal of Business Logistics 24 1 2003 1-25
103. Woodruff, R. Customer value: the next source for competitive advantage Journal of the Academy of Marketing Science 25 2 1997 139-53
104. Woodruff, R., Flint, D.J. Lusch, R.F., Vargo, S.L. Marketing's service-dominant logic and customer value The Service Dominant Logic of Marketing: Dialog, Debate and Directions M.E. Sharpe Armonk, NY 2006 183-95 Eds
105. Yusuf, Y.Y., Gunasekaran, A., Sivayoganathan, K Agile supply chain capabilities: determinants of competitive objectives European Journal of Operational Research 159 2 2004 379-92
106. Anderson, J., Narus, J. Partnering as a focused market strategy California Management Review 33 1991 95-113 Spring
107. Harland, C., Lamming, R., Cousins, P. Developing the concept of supply strategy International Journal of Operations & Production Management 19 7 1999 650-73
108. Martinez-Olvera, C., Shunk, D. Comprehensive framework for the development of a supply chain strategy International Journal of Production Research 44 21 2006 4511-28 (Pubitemid 44395466)
109. Schendel, D., Hoffer, C. Strategic Management: A New View of Business Policy and Planning Little Brown Boston, MA 1979