Why Supplier Integration Fails? The Impact of Salesperson's Behavioral Constraints

Jae-Young Oh; Scott C. Ellis; Clyde W. Holsapple

Why Supplier Integration Fails? The Impact of Salesperson's Behavioral Constraints

Jae-Young Oh, Scott C. Ellis, Clyde W. Holsapple

Logistics & Supply Chain Management

Research output: Contribution to conference › Presentation

Abstract

Supplier integration in the NPD process suggests that a salesperson loses his/her traditional position of being a sole gatekeeper to communicate with a buying firm. Drawing from sociotechnical system theory, we explore how direct communication of an engineer with a buying firm affects salesperson’s behavioral constraints and his/her performance.

Original language	American English
State	Published - Nov 22 2015
Event	Decision Sciences Institute Annual Meeting (DSI) - Duration: Nov 20 2016 → …

Conference

Conference	Decision Sciences Institute Annual Meeting (DSI)
Period	11/20/16 → …

Disciplines

Business

Keywords

Behavioral constraints
NPD process
Sociotechnical system theory
Supplier integration

Cite this

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title = "Why Supplier Integration Fails? The Impact of Salesperson's Behavioral Constraints",

abstract = " Supplier integration in the NPD process suggests that a salesperson loses his/her traditional position of being a sole gatekeeper to communicate with a buying firm. Drawing from sociotechnical system theory, we explore how direct communication of an engineer with a buying firm affects salesperson{\textquoteright}s behavioral constraints and his/her performance. ",

keywords = "Behavioral constraints, NPD process, Sociotechnical system theory, Supplier integration",

author = "Jae-Young Oh and Ellis, {Scott C.} and Holsapple, {Clyde W.}",

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T1 - Why Supplier Integration Fails? The Impact of Salesperson's Behavioral Constraints

AU - Oh, Jae-Young

AU - Ellis, Scott C.

AU - Holsapple, Clyde W.

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PY - 2015/11/22

Y1 - 2015/11/22

N2 - Supplier integration in the NPD process suggests that a salesperson loses his/her traditional position of being a sole gatekeeper to communicate with a buying firm. Drawing from sociotechnical system theory, we explore how direct communication of an engineer with a buying firm affects salesperson’s behavioral constraints and his/her performance.

AB - Supplier integration in the NPD process suggests that a salesperson loses his/her traditional position of being a sole gatekeeper to communicate with a buying firm. Drawing from sociotechnical system theory, we explore how direct communication of an engineer with a buying firm affects salesperson’s behavioral constraints and his/her performance.

KW - Behavioral constraints

KW - NPD process

KW - Sociotechnical system theory

KW - Supplier integration

UR - http://tinyurl.com/jyj62u6

M3 - Presentation

T2 - Decision Sciences Institute Annual Meeting (DSI)

Y2 - 20 November 2016

ER -

Why Supplier Integration Fails? The Impact of Salesperson's Behavioral Constraints

Abstract

Conference

Disciplines

Keywords

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