DEVELOPING A PURCHASING STRATEGY TAXONOMY BASED ON COMPETITIVE PRIORITIES

Yıl 2021, Cilt: 39 Sayı: 1, 33 - 49, 29.03.2021

Melek Akın Ateş , Finn Wynstra Erik Van Raaij

https://doi.org/10.17065/huniibf.732146

Öz

This exploratory study aims to develop a taxonomy of purchasing strategies at the purchase category level. We define strategies based on competitive priorities, an approach that is common in operations management literature, but very novel in purchasing. Analysing data collected from 318 manufacturing firms in ten countries through the use of cluster analysis, we identify five purchase category strategies: “Emphasise All, Cost Management, Product Innovation, Delivery Reliability, and Emphasise Nothing”. We subsequently investigate how this purchase category strategy taxonomy is related to the Kraljic matrix, a purchasing portfolio model utilised frequently in practice. We find that some strategies are more likely to be implemented in certain quadrants of the matrix but that within each quadrant, it is possible to implement various purchase category strategies in an effective way. This finding empirically validates our argument that existing portfolio models alone do not provide sufficient guidance for defining appropriate strategies.

Anahtar Kelimeler

Purchasing strategy, Competitive Priorities, Kraljic Matrix, Cluster Analysis

REKABETÇİ ÖNCELİKLERE DAYALI SATINALMA STRATEJİSİ TAKSONOMİSİNİN GELİŞTİRİLMESİ

Öz

Bu araştırma, satınalma kategorisi düzeyinde satınalma stratejileri taksonomisi geliştirmeyi amaçlamaktadır. Stratejiler, üretim yönetimi literatüründe yaygın ancak satınalmada çok yeni olan bir yaklaşım olan rekabetçi öncelikler bazında tanımlanmaktadır. On ülkedeki 318 imalat firmasından toplanan veriler kümeleme analizi ile incelenerek beş satınalma kategorisi stratejisi belirlenmiştir: “Tümünü Vurgula, Maliyet Yönetimi, Ürün Yenilikçiliği, Teslimat Güvenilirliği ve Hiçbir Şey Vurgulama”. Daha sonra bu satınalma stratejisi taksonomisinin organizasyonlarda sıklıkla kullanılan bir satınalma portföy modeli olan Kraljic matrisi ile ilişkisi incelenmiştir Bulgular göstermektedir ki bazı stratejilerin matrisin belirli bir bölümünde uygulanması daha olasıdır, ancak her bölümün içinde çeşitli satınalma kategorisi stratejilerini etkili bir şekilde uygulamak da mümkündür. Bu bulgu, sadece mevcut portföy modellerinin kullanımının satınalma stratejilerini tanımlamak için yeterli rehberlik sağlamadığı iddiasını ampirik olarak doğrulamaktadır.

Anahtar Kelimeler

Satınalma, Rekabetçi öncelikler, Kraljic matrisi, Kümeleme analizi

Kaynakça

• Armstrong, J.S., T.S. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys”, Journal of Marketing Research, 14(3), 396-402.
• Bagozzi, R.P., Y. Yi, L.W. Phillips (1991), “Assessing Construct Validity in Organizational Research”, Administrative Science Quarterly, 36(3), 421-458.
• Baier, C., E. Hartmann, R. Moser (2008), “Strategic Alignment and Purchasing Efficacy: an Exploratory Analysis of Their Impact on Financial Performance”, Journal of Supply Chain Management, 44(4), 36–52.
• Bentler, P.M. (1990), “Comparative Fit Indexes in Structural Models”, Psychological Bulletin, 107(2), 238-246.
• Bollen, K.A., J.S. Long (1993), “Introduction”, in: Bollen, K. A., Long, J. S. (Eds.), Testing Structural Equation Models. Newbury Park, CA: Sage, 1-9.
• Boyer, K.K., M. Pagell (2000), “Measurement Issues in Empirical Research: Improving Measures of Operations Strategy and Advanced Manufacturing Strategy”, Journal of Operations Management, 18(3), 361-374.
• Caniëls, M., C. Gelderman (2007), “Power and Interdependence in Buyer Supplier Relationships: A Purchasing Portfolio Approach”, Industrial Marketing Management, 36(2), 219-229.
• Caniëls, M., C. Gelderman (2005), “Purchasing Strategies in the Kraljic Matrix: A Power and Dependence Perspective”, Journal of Purchasing and Supply Management, 11(2-3), 141-155.
• Christiansen, T., W.L. Berry, P. Bruun, P. Ward (2003), “A Mapping of Competitive Priorities, Manufacturing Practices, and Operational Performance in Groups of Danish Manufacturing Companies”, International Journal of Operations and Production Management, 23(10), 1163-1183.
• Fiss, P.C. (2007), “A Set-theoretic Approach to Organizational Configurations”, Academy of Management Review, 32(4), 1180-1198.
• Fornell, C., D.F. Larcker (1981), “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error”, Journal of Marketing Research, 18(1), 39-50.
• Frohlich, M.T., J.R. Dixon (2001), “A Taxonomy of Manufacturing Strategies revisited”, Journal of Operations Management, 19(5), 541-558.
• Galbraith, J.R. (1973), “Designing Complex Organizations”, Reading, MA: Addison-Wesley.
• Gelderman, C.J., A.J. van Weele (2005), “Purchasing Portfolio Models: a Critique and Update”, Journal of Supply Chain Management, 41(3), 19-28.
• Ginsberg, A., N. Venkatraman (1985), “Contingency Perspectives of Organizational strategy: A Critical Review of the Empirical Research”, Academy of Management Review, 10(3), 421-434.
• González-Benito, J. (2010), “Supply Strategy and Business Performance: An Analysis Based on the Relative Importance Assigned to Generic Competitive Objectives”, International Journal of Operations and Production Management, 30(8), 774-797.
• González-Benito, J. (2007), “A Theory of Purchasing's Contribution to Business Performance”, Journal of Operations Management, 25(4), 901-917.
• Hair, J., W. Black, B. Babin, B., R. Anderson (2010), “Multivariate Data Analysis: A Global Perspective”, New Jersey: Pearson.
• Hamel, G., C.K. Prahalad (1989), “Strategic Intent”, Harvard Business Review, 67(3), 63-76.
• Handfield, R.B., G.L. Ragatz, K. Peterson, R.M. Monczka (1999), “Involving Suppliers in New Product Development”, California Management Review, 42(1), 59-82.
• Handley, S.M., W.C. Benton (2012), “Mediated Power and Outsourcing Relationships”, Journal of Operations Management, 30(3), 253-267.
• Harkness, J.A. (2003), “Questionnaire translation”, in; Harkness, J.A, F.J.R. van de Vijver, P.P.H. Mohler (Eds), Cross-cultural Survey Methods. Wiley-Interscience, 35-57.
• Harman, H. (1967), “Modern Factor Analysis”, Chicago: University of Chicago Press.
• Hayes, R.H., S.C. Wheelwright (1984), “Restoring Our Competitive Edge: Competing Through Manufacturing”, New York: Wiley.
• Heide, J.B., G. John (1988), “The Role of Dependence Balancing in Safeguarding Transaction-specific Assets in Conventional Channels”, Journal of Marketing, 52(1), 20-35.
• Hu, L., P.M. Bentler (1999), “Cutoff Criteria for Fit Indexes in Covariance Structure Analysis: Conventional Criteria Versus New Alternatives”, Structural Equation Modeling, 6(1), 1-55.
• Kathuria, R. (2000), “Competitive Priorities and Managerial Performance: A Taxonomy of Small Manufacturers”, Journal of Operations Management, 18(6), 627-641.
• Kathuria, R., F.Y. Partovi, J.H. Greenhaus (2010), “Leadership Practices, Competitive Priorities, and Manufacturing Group Performance”, International Journal of Operations and Production Management, 30(10), 1080-1105.
• Knoppen, D., M.A. Ateş, A. Brandon-Jones, D. Luzzini, E. van Raaij, F. Wynstra (2015), “A Comprehensive Assessment of Measurement Equivalence in Operations Management”, International Journal of Production Research, 53(1), 166-182.
• Kraljic, P. (1983), “Purchasing Must Become Supply Management”, Harvard Business Review, 61(5), 109-117.
• Krause, D.R., M. Pagell, S. Curkovic (2001), “Toward a Measure of Competitive Priorities for Purchasing”, Journal of Operations Management, 19(4), 497-512.
• Krause, D.R., S. Vachon, R.D. Klassen (2009), “Special Topic Forum on Sustainable Supply Chain Management: Introduction and Reflections on the Role of Purchasing Management”, Journal of Supply Chain Management, 45(4), 18-25.
• Lattin, J.M., J.D. Carroll, P.E. Green (2003), “Analyzing Multivariate Data”, Pacific Grove, CA: Thomson Brooks/Cole.
• Lau, G.T., M. Goh, S.L. Phua (1999), “Purchase-related Factors and Buying Center Structure: An Empirical Assessment”, Industrial Marketing Management, 28(6), 573-587.
• Lawrence, P.R., J.W. Lorsch (1967), “Organization and Environment: Managing Differentiation and Integration”, Cambridge, MA: Harvard University Press.
• Luzzini, D., F. Caniato, S. Ronchi, G. Spina (2012), “A Transaction Costs Approach to Purchasing Portfolio Management”, International Journal of Operations and Production Management, 32(9), 1015-1042.
• Maignan, I., B. Hillebrand, D. McAlister (2002), “Managing Socially-responsible Buying: How to Integrate Non-economic Criteria into the Purchasing Process”, European Management Journal, 20(6), 641-648.
• Martín-Peña, M.L., E. Díaz-Garrido (2008), “A Taxonomy of Manufacturing Strategies in Spanish Companies”, International Journal of Operations and Production Management, 28(5), 455-477.
• Miller, J.G., A.V. Roth (1994), “A Taxonomy of Manufacturing Strategies”, Management Science, 40(3), 285-304.
• Pagell, M., D.R. Krause (2002), “Strategic Consensus in the Internal Supply Chain: Exploring the Manufacturing-Purchasing Link”, International Journal of Production Research, 40(3), 3075-3092.
• Pagell, M., Z. Wu, M.E. Wasserman (2010), “Thinking Differently about Purchasing Portfolios: An Assessment of Sustainable Sourcing”, Journal of Supply Chain Management, 46(1), 57-73.
• Petersen, K.J., R.B. Handfield, G.L. Ragatz (2005), “Supplier Integration into New Product Development: Coordinating Product, Process and Supply Chain Design”, Journal of Operations Management, 23(4), 371-388.
• Podsakoff, P.M., S.B. MacKenzie, J.Y. Lee, N.P. Podsakoff (2003), “Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies”, Journal of Applied Psychology, 88(5), 879-903.
• Procurement Strategy Council (2007), “Supplier Management Playbook: A Step-by-step Guide to Managing Critical Supplier Relationships”, Catalog no: PRC18S5LVZ.
• Skinner, W. (1985), “Manufacturing: The Formidable Competitive Weapon”, Michigan: Riley.
• Stump, R.L., J.B. Heide (1996), “Controlling Supplier Opportunism in Industrial Relationships”, Journal of Marketing Research, 33(4), 431-441.
• Van Rosmalen, J., H. van Herk, P.J.F. Groenen (2010), “Identifying Response Styles: A Latent-class Bilinear Multinomial Logit Model”, Journal of Marketing Research, 47(1), 157-172.
• Van Weele, A.J. (2010), “Purchasing and Supply Chain Management: Analysis, Strategy, Planning and Practice”, Cengage Learning.
• Watts, C.A., K.Y. Kim, C.K. Hahn (1992), “Linking Purchasing to Corporate Competitive Strategy”, International Journal of Purchasing and Materials Management, 31(2), 3-8.
• Wu, J., S.A. Melnyk, M. Swink (2012), “An Empirical Investigation of the Combinatorial Nature of Operational Practices and Operational Capabilities: Compensatory or Additive?”, International Journal of Operations and Production Management, 32(2), 121-155.
• Zhao, X., C.C. Sum, Y. Qi, H. Zhang, H., T.S. Lee (2006), “A Taxonomy of Manufacturing Strategies in China”, Journal of Operations Management, 24(5), 621-636.