INTEGRATING BUSINESS-TO-BUSINESS CUSTOMERS IN ORIGINAL EQUIPMENT MANUFACTURERS’ SUPPLY CHAINS THROUGH INFORMATION SYSTEMS INTEGRATION

Rajesh Sethi, Somendra Pant and Anju Sethi
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Somendra Pant: Clarkson University School of Business, NY, USA
Anju Sethi: Clarkson University School of Business, NY, USA

Portuguese Journal of Management Studies, 2017, vol. 22, issue 2, 125-162

Abstract: Original equipment manufacturers (OEMs) are increasingly being urged to integrate their business-to-business customers into their supply chain. This involves integrating the information systems of the OEM’s supply chain with those of the customers. However, the literature has little to say about what it takes to integrate the information systems of OEMs’ supply chain and business customers. This paper develops a framework that identifies different levels of integration of business customers’ information systems with those of the OEM’s supply chain. It then discusses how this integration affects market performance and strategic gains that accrue to the chain. However, if such systems are integrated without appropriate conditions within and outside the OEM’s supply chain, it may not be possible to actualise the potential of such integration. Therefore, we also identify and examine how a variety of contextual factors moderate the effectiveness of customers’ systems integration in a supply chain.

Keywords: Customer Orientation; Business-to-Business Relationships; Supply Chain Integration; Business Customer Information Systems; Information Systems Integration (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (1)

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