A scale for measuring organizational risk management maturity in the supply chain

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Purpose

The purpose of the study was to benchmark meta-analytical conceptualizations of business-to-business (B2B) seller skills against empirical evidence in services firms.

Design/methodology/approach

The study is based on a deductive approach and questionnaire survey focusing on a range of services firms from different industries and corporate sizes. A total of 389 questionnaires out of 732 were returned, generating a response rate of 53.1%.

Findings

The study aims to provide empirical evidence and structures relating to B2B sellers' capabilities in a seven-dimensional conceptualization, all of which can be used in services firms to improve their seller efficiency. Each seller skill dimension performs a different function in the sales services process.

Research limitations/implications

The authors conclude that the verified meta-analytical conceptualizations of B2B seller skills seem valid and reliable in services firms. Nevertheless, further research needs to be carried out, based on other company characteristics as well as industries.

Practical implications

It reduces the risk perceived by customers in B2B services settings through cultivating the sellers' capabilities, based on the seven-dimensional evidence of seller skills to enhance sales performance.

Originality/value

The study contributes to existing theory and previous studies by offering a foundation on which to structure sales performance indicators in services firms. Specifically, it contributes to structuring B2B seller skills across a selection of principal dimensions in B2B services settings.

Procurement process risk and performance: empirical evidence from manufacturing firms

Purpose

This paper employs the positivism paradigm, quantitative approach and explanatory research design. It analyses primary data obtained from manufacturing firms via structured questionnaires and uses the partial least square-structural equation modelling technique to establish the effect of individual procurement process risk on procurement performance.

Design/methodology/approach

Procurement risks are inevitable in manufacturing procurement process; a situation that could undermine the performance of manufacturing firms if not properly managed. Yet, with procurement accounting of about 14–19% of developing countries gross domestic product, the effects of procurement process risk on performance remain scarce in manufacturing firms in developing countries. Therefore, the paper aims to investigate the effect of procurement process risk on procurement performance of manufacturing firms.

Findings

In this paper, five out of the six procurement process risks studied were found to be undermining procurement performance of manufacturing firms significantly. However, the risk threshold effect on the performance differs.

Research limitations/implications

Although this research is geographically/sector bias, several insightful managerial implications can be drawn to manage procurement process risk in manufacturing settings irrespective of the area of operation. The results of this research imply that manufacturing firms' procurement process is risk prone and the effect of risk surrounding each procurement process on procurement performance differs. Hence, the need to identify and analyse the risks surrounding each procurement process before making managerial decision to spend firms limited resources in response to the individual risk to improve procurement performance in the manufacturing sector.

Originality/value

This paper is the first to provide existing and future procuring practitioners/firms with in-depth empirical evidence of the effect of the procurement process risks on procurement performance in manufacturing firms operating in developing economies.

An exploratory study into manufacturing supply chain vulnerability and its drivers

Purpose

Manufacturing supply chains (SCs) across the world have become increasingly vulnerable to disruptions due to the increasing fragmentation of business functions and tasks across many firms located within the country and abroad. Despite the numerous instances of SC disruptions being reported in the literature, the study of SC vulnerability lacks adequate conceptual and empirical support. This study aims to address this research gap.

Design/methodology/approach

The concept of SC vulnerability was examined considering the outcome and contextual models of vulnerability, which are well established in extant multi-disciplinary vulnerability literature. An exploratory Delphi study was then conducted to understand the extent of vulnerability of various manufacturing SCs in India, drivers of this vulnerability and the key hazards exploiting this vulnerability.

Findings

The study confirms the increasing vulnerability of manufacturing SCs in India. It also highlights the lack of top management commitment to risk mitigation as the key vulnerability driver and frequent changes in government laws and regulations as the key hazard being faced by the manufacturing SCs in India.

Originality/value

This study highlights the utility of outcome and contextual models of vulnerability as conceptual frameworks for understanding SC vulnerability. These conceptual insights along with the key manufacturing SC vulnerability drivers and hazards identified in the study should provide a basis for SC redesign for vulnerability reduction and the selection of SC risk mitigation strategies.