DEFINING SUPPLY CHAIN MANAGEMENT
by
John T. Mentzer
The University of Tennessee
William DeWitt
The University of Maryland
James S. Keebler
St. Cloud State University
Soonhong Min
Georgia Southern University
Nancy W. Nix
Texas Christian University
Carlo D. Smith
The University of San Diego
and
Zach G. Zacharia
Texas Christian University
“Management is on the verge of a major breakthrough in understanding how industrial
company success depends on the interactions between the flows of information, materials,
money, manpower, and capital equipment. The way these five flow systems interlock
to amplify one another and to cause change and fluctuation will form the basis for anticipating
the effects of decisions, policies, organizational forms, and investment choices.” (Forrester
1958, p. 37)
Forrester introduced a theory of distribution management that recognized the integrated nature
of organizational relationships. Because organizations are so intertwined, he argued that system dynamics
can influence the performance of functions such as research, engineering, sales, and promotion.
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 1
He illustrated this phenomena utilizing a computer simulation of order information flow and its influence
on production and distribution performance for each supply chain member, as well as the
entire supply chain system. More recent replications of this phenomenon include the “Beer Game”
simulation and research covering the “Bullwhip Effect” (Lee, Padmanabhan, and Whang 1997).
Discussing the shape of the future, Forrester (1958, p. 52) proposed that after a period of
research and development involving basic analytic techniques, “there will come general recognition
of the advantage enjoyed by the pioneering management who have been the first to improve their understanding
of the interrelationships between separate company functions and between the company and
its markets, its industry, and the national economy.” Though his article is more than forty years old,
it appears that Forrester identified key management issues and illustrated the dynamics of factors
associated with the phenomenon referred to in contemporary business literature as Supply Chain
Management (SCM).
The term supply chain management has risen to prominence over the past ten years (Cooper et
al. 1997). For example, at the 1995Annual Conference of the Council of Logistics Management, 13.5%
of the concurrent session titles contained the words “supply chain.”At the 1997 conference, just two
years later, the number of sessions containing the term rose to 22.4%. Moreover, the term is frequently
used to describe executive responsibilities in corporations (La Londe 1997). SCM has become such
a “hot topic” that it is difficult to pick up a periodical on manufacturing, distribution, marketing,
customer management, or transportation without seeing an article about SCM or SCM-related topics
(Ross 1998).
There are many reasons for the popularity of the concept. Specific drivers may be traced to trends
in global sourcing, an emphasis on time and quality-based competition, and their respective contributions
to greater environmental uncertainty. Corporations have turned increasingly to global
sources for their supplies. This globalization of supply has forced companies to look for more effective
ways to coordinate the flow of materials into and out of the company. Key to such coordination
is an orientation toward closer relationships with suppliers. Further, companies in particular and supply
chains in general compete more today on the basis of time and quality. Getting a defect-free product
to the customer faster and more reliably than the competition is no longer seen as a competitive
advantage, but simply a requirement to be in the market. Customers are demanding products consistently
delivered faster, exactly on time, and with no damage. Each of these necessitates closer coordination
with suppliers and distributors. This global orientation and increased performance-based
competition, combined with rapidly changing technology and economic conditions, all contribute
to marketplace uncertainty.This uncertainty requires greater flexibility on the part of individual companies
and supply chains, which in turn demands more flexibility in supply chain relationships.
Despite the popularity of the term Supply Chain Management, both in academia and practice,
there remains considerable confusion as to its meaning. Some authors define SCM in operational terms
involving the flow of materials and products, some view it as a management philosophy, and some
view it in terms of a management process (Tyndall et al. 1998). Authors have even conceptualized
SCM differently within the same article: as a form of integrated system between vertical integration
2 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
and separate identities on one hand, and as a management philosophy on the other hand (Cooper and
Ellram 1993).
Such ambiguity suggests a need to examine the phenomena of SCM more closely in order to
clearly define the term and concept, to identify those factors that contribute to effective SCM, and
to suggest how the adoption of a SCM approach can affect corporate strategy and performance. The
purpose of this paper is to examine the existing research in an effort to understand the concept of “supply
chain management.” Various definitions of SCM and “supply chain” are reviewed, categorized,
and synthesized. Definitions of supporting constructs of SCM and a framework are then offered to
establish a consistent means to conceptualize SCM.Antecedents and consequences of SCM are identified,
and the boundaries of SCM in terms of business functions and organizations are proposed.A
conceptual model and definition of SCM are then presented that indicate the nature, antecedents, and
consequences of the phenomena. The model is accompanied by a series of managerial and research
implications.
WHAT IS SUPPLY CHAIN MANAGEMENT?
It has been noted that discussions of SCM often use complicated terminology, thus limiting management’s
understanding of the concept and its effectiveness for practical application (Ross 1998).
This section is, thus, dedicated to reviewing, classifying, and synthesizing some of the widely-used
definitions of “supply chain” and “supply chain management” in both academia and practice. The
goal of this discussion is the development of one, comprehensive definition upon which managers
and future researchers can build.
Defining the Supply Chain
The definition of “supply chain” seems to be more common across authors than the definition
of “supply chain management” (Cooper and Ellram 1993; La Londe and Masters 1994; Lambert, Stock,
and Ellram 1998). La Londe and Masters proposed that a supply chain is a set of firms that pass materials
forward. Normally, several independent firms are involved in manufacturing a product and placing
it in the hands of the end user in a supply chain—raw material and component producers, product
assemblers, wholesalers, retailer merchants and transportation companies are all members of a
supply chain (La Londe and Masters 1994). By the same token, Lambert, Stock, and Ellram define
a supply chain as the alignment of firms that brings products or services to market. Note that these
concepts of supply chain include the final consumer as part of the supply chain.
Another definition notes a supply chain is the network of organizations that are involved,
through upstream and downstream linkages, in the different processes and activities that produce value
in the form of products and services delivered to the ultimate consumer (Christopher 1992). In
other words, a supply chain consists of multiple firms, both upstream (i.e., supply) and downstream
(i.e., distribution), and the ultimate consumer.
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 3
Given these definitions, for the purposes of this paper, a supply chain is defined as a set of three
or more entities (organizations or individuals) directly involved in the upstream and downstream flows
of products, services, finances, and/or information from a source to a customer.
Encompassed within this definition, we can identify three degrees of supply chain complexity:
a “direct supply chain,” an “extended supply chain,” and an “ultimate supply chain.” A direct supply
chain consists of a company, a supplier, and a customer involved in the upstream and/or downstream
flows of products, services, finances, and/or information (Figure 1a).An extended supply chain
includes suppliers of the immediate supplier and customers of the immediate customer, all involved
in the upstream and/or downstream flows of products, services, finances, and/or information (Figure
1b). An ultimate supply chain includes all the organizations involved in all the upstream and
downstream flows of products, services, finances, and information from the ultimate supplier to the
ultimate customer.
Figure 1c illustrates the complexity that ultimate supply chains can reach. In this example, a third
party financial provider may be providing financing, assuming some of the risk, and offering financial
advice; a third party logistics (3PL) provider is performing the logistics activities between two
of the companies; and a market research firm is providing information about the ultimate customer
to a company well back up the supply chain. This very briefly illustrates some of the many functions
that complex supply chains can and do perform.
Although we will address this point in greater depth later in this paper, it is important to realize
that implicit within these definitions is the fact that supply chains exist whether they are managed
or not. If none of the organizations in Figure 1 actively implements any of the concepts discussed in
this paper to manage the supply chain, the supply chain—as a phenomenon of business—still exists.
Thus, we draw a definite distinction between supply chains as phenomena that exist in business and
the management of those supply chains. The former is simply something that exists (often also
referred to as distribution channels), while the latter requires overt management efforts by the
organizations within the supply chain.
Given the potential for countless alternative supply chain configurations, it is important to
note that any one organization can be part of numerous supply chains. Wal-Mart, for example, can
be part of the supply chain for candy, for clothing, for hardware, and for many other products. This
multiple supply chain phenomenon begins to explain the network nature that many supply chains possess.
For example,AT&Tmight find Motorola to be a customer in one supply chain, a partner in another,
a supplier in a third, and a competitor in still a fourth supply chain.
Note also that within our definition of supply chain, the final consumer is considered a member
of the supply chain. This point is important because it recognizes that retailers such as Wal-Mart
can be part of the upstream and downstream flows that constitute a supply chain.
4 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
FIGURE 1
TYPES OF CHANNELRELATIONSHIPS
Definitions of Supply Chain Management
Although definitions of SCM differ across authors (seeTable 1 for a representative sample), they
can be classified into three categories: a management philosophy, implementation of a management
philosophy, and a set of management processes. The alternative definitions and the categories they
represent suggest that the term “supply chain management” presents a source of confusion for those
involved in researching the phenomena, as well as those attempting to establish a supply chain
approach to management. Research and practice would be improved if a single definition were
adopted.
6833/,(5 25*$1,=$7,21
),*85(D',5(&76833/<&+$,1
&86720(5
6833/,(5
),*85(E(;7(1'('6833/<&+$,1
&86720(5

),*85(F8/7,0$7(6833/<&+$,1

6833/,(5¶6
6833/,(5
  &86720(5¶6
&86720(5
6833/,(5 25*$1,=$7,21 &86720(58/7,0$7(
6833/,(5
8/7,0$7(
&86720(5
7+,5'3$57<
/2*,67,&66833/,(5
),1$1&,$/
3529,'(5
0$5.(7
5(6($5&+),50
25*$1,=$7,21

JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 5
TABLE 1
DEFINITIONS OF SUPPLY CHAIN MANAGEMENT
Monczka, Trent, and Handfield (1998) SCM requires traditionally separate materials functions to report
to an executive responsible for coordinating the entire materials
process, and also requires joint relationships with suppliers
across multiple tiers. SCM is a concept, “whose primary objective
is to integrate and manage the sourcing, flow, and control of
materials using a total systems perspective across multiple functions
and multiple tiers of suppliers.”
La Londe and Masters (1994) Supply chain strategy includes: “... two or more firms in a supply
chain entering into a long-term agreement; ... the development
of trust and commitment to the relationship; ... the
integration of logistics activities involving the sharing of
demand and sales data; ... the potential for a shift in the locus of
control of the logistics process.”
Stevens (1989) “The objective of managing the supply chain is to synchronize
the requirements of the customer with the flow of materials from
suppliers in order to effect a balance between what are often
seen as conflicting goals of high customer service, low inventory
management, and low unit cost.”
Houlihan (1988) Differences between supply chain management and classical
materials and manufacturing control: “1) The supply chain is
viewed as a single process. Responsibility for the various segments
in the chain is not fragmented and relegated to functional
areas such as manufacturing, purchasing, distribution, and sales.
2) Supply chain management calls for, and in the end depends
on, strategic decision making. “Supply” is a shared objective of
practically every function in the chain and is of particular strategic
significance because of its impact on overall costs and market
share. 3) Supply chain management calls for a different
perspective on inventories which are used as a balancing mechanism
of last, not first, resort. 4)Anew approach to systems is
required—integration rather than interfacing.”
Jones and Riley (1985) “Supply chain management deals with the total flow of materials
from suppliers through end users...”
Cooper et al. (1997) Supply chain management is “... an integrative philosophy to
manage the total flow of a distribution channel from supplier to
the ultimate user.”
6 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
SCM as a Management Philosophy
As a philosophy, SCM takes a systems approach to viewing the supply chain as a single entity,
rather than as a set of fragmented parts, each performing its own function (Ellram and Cooper 1990;
Houlihan 1988; Tyndall et al. 1998). In other words, the philosophy of supply chain management
extends the concept of partnerships into a multifirm effort to manage the total flow of goods from the
supplier to the ultimate customer (Ellram 1990; Jones and Riley 1985). Thus, SCM is a set of
beliefs that each firm in the supply chain directly and indirectly affects the performance of all the other
supply chain members, as well as ultimate, overall supply chain performance (Cooper et al. 1997).
SCM as a management philosophy seeks synchronization and convergence of intrafirm and interfirm
operational and strategic capabilities into a unified, compelling marketplace force (Ross 1998).
SCM as an integrative philosophy directs supply chain members to focus on developing innovative
solutions to create unique, individualized sources of customer value. Langley and Holcomb (1992)
suggest that the objective of SCM should be the synchronization of all supply chain activities to create
customer value. Thus, SCM philosophy suggests the boundaries of SCM include not only logistics
but also all other functions within a firm and within a supply chain to create customer value and
satisfaction. In this context, understanding customers’values and requirements is essential (Ellram
and Cooper 1990;Tyndall et al. 1998). In other words, SCM philosophy drives supply chain members
to have a customer orientation.
Based upon the literature review, it is proposed that SCM as a management philosophy has the
following characteristics:
1. Asystems approach to viewing the supply chain as a whole, and to managing the total flow
of goods inventory from the supplier to the ultimate customer;
2. Astrategic orientation toward cooperative efforts to synchronize and converge intrafirm and
interfirm operational and strategic capabilities into a unified whole; and
3. Acustomer focus to create unique and individualized sources of customer value, leading to
customer satisfaction.
SCM as a Set of Activities to Implement a Management Philosophy
In adopting a supply chain management philosophy, firms must establish management practices
that permit them to act or behave consistently with the philosophy.As such, many authors have
focused on the activities that constitute supply chain management. This previous research has suggested
various activities necessary to successfully implement a SCM philosophy (see Table 2).
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 7
TABLE 2
SCMACTIVITIES
1. Integrated Behavior
2. Mutually Sharing Information
3. Mutually Sharing Risks and Rewards
4. Cooperation
5. The Same Goal and the Same Focus on Serving Customers
6. Integration of Processes
7. Partners to Build and Maintain Long-Term Relationships
Bowersox and Closs (1996) argued that to be fully effective in today’s competitive environment,
firms must expand their integrated behavior to incorporate customers and suppliers.This extension
of integrated behaviors, through external integration, is referred to by Bowersox and Closs as supply
chain management. In this context, the philosophy of SCM turns into the implementation of supply
chain management: a set of activities that carries out the philosophy. This set of activities is a
coordinated effort called supply chain management between the supply chain partners, such as
suppliers, carriers, and manufacturers, to dynamically respond to the needs of the end customer
(Greene 1991).
Related to integrated behavior, mutually sharing information among supply chain members
is required to implement a SCM philosophy, especially for planning and monitoring processes
(Cooper et al. 1997; Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990; Novack, Langley,
and Rinehart 1995;Tyndall et al. 1998). Cooper, Lambert, and Pagh emphasized frequent information
updating among the chain members for effective supply chain management. The Global Logistics
Research Team at Michigan State University (1995) defines information sharing as the willingness
to make strategic and tactical data available to other members of the supply chain. Open sharing of
information such as inventory levels, forecasts, sales promotion strategies, and marketing strategies
reduces the uncertainty between supply partners and results in enhanced performance (Andel 1997;
Lewis and Talalayevsky 1997; Lusch and Brown 1996; Salcedo and Grackin 2000).
Effective SCM also requires mutually sharing risks and rewards that yield a competitive advantage
(Cooper and Ellram 1993). Risk and reward sharing should happen over the long term (Cooper
et al. 1997). Risk and reward sharing is important for long-term focus and cooperation among the supply
chain members (Cooper et al. 1997; Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990;
Novack, Langley, and Rinehart 1995; Tyndall et al. 1998).
Cooperation among the supply chain members is required for effective SCM (Ellram and
Cooper 1990; Tyndall et al. 1998). Cooperation refers to similar or complementary, coordinated
8 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
activities performed by firms in a business relationship to produce superior mutual outcomes or singular
outcomes that are mutually expected over time (Anderson and Narus 1990). Cooperation is not
limited to the needs of the current transaction and happens at several management levels (e.g., both
top and operational managers), involving cross-functional coordination across the supply chain
members (Cooper et al. 1997).
Joint action in close relationships refers to carrying out the focal activities in a cooperative or
coordinated way (Heide and John 1990). Cooperation starts with joint planning and ends with joint
control activities to evaluate performance of the supply chain members, as well as the supply chain
as a whole (Cooper et al. 1997; Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990; Novack,
Langley, and Rinehart 1995; Spekman 1988;Tyndall et al. 1998). Joint planning and evaluation involve
ongoing processes over multiple years (Cooper et al. 1997). In addition to planning and control, cooperation
is needed to reduce supply chain inventories and pursue supply chain-wide cost efficiencies
(Cooper et al. 1997; Dowst 1988). Furthermore, supply chain members should work together on
new product development and product portfolio decisions (Drozdowski 1986). Finally, design of quality
control and delivery systems is also a joint action (Treleven 1987).
La Londe and Masters proposed that a supply chain succeeds if all the members of the supply
chain have the same goal and the same focus on serving customers. Establishing the same goal
and the same focus among supply chain members is a form of policy integration. Lassar and Zinn (1995)
suggested that successful relationships aim to integrate supply chain policy to avoid redundancy and
overlap, while seeking a level of cooperation that allows participants to be more effective at lower
cost levels. Policy integration is possible if there are compatible cultures and management techniques
among the supply chain members.
The implementation of SCM needs the integration of processes from sourcing, to manufacturing,
and to distribution across the supply chain (Cooper et al. 1997; Cooper, Lambert, and Pagh
1997; Ellram and Cooper 1990; Novack, Langley, and Rinehart 1995; Tyndall et al. 1998). Integration
can be accomplished through cross-functional teams, in-plant supplier personnel, and third
party service providers (Cooper et al. 1997; Cooper, Lambert, and Pagh 1997; Ellram and Cooper
1990; Manrodt, Holcomb, and Thompson 1997; Novack, Langley, and Rinehart 1995; Tyndall et al.
1998).
Stevens (1989) identified four stages of supply chain integration and discussed the planning and
operating implications of each stage:
Stage 1) Represents the base line case. The supply chain is a function of fragmented operations
within the individual company and is characterized by staged inventories, independent and incompatible
control systems and procedures, and functional segregation.
Stage 2) Begins to focus internal integration, characterized by an emphasis on cost reduction
rather than performance improvement, buffer inventory, initial evaluations of internal trade-offs,
and reactive customer service.
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 9
Stage 3) Reaches toward internal corporate integration and characterized by full visibility of
purchasing through distribution, medium-term planning, tactical rather than strategic focus,
emphasis on efficiency, extended use of electronics support for linkages, and a continued
reactive approach to customers.
Stage 4) Achieves supply chain integration by extending the scope of integration outside the
company to embrace suppliers and customers.
Effective SCM is made up of a series of partnerships and, thus, SCM requires partners to build
and maintain long-term relationships (Cooper et al. 1997; Ellram and Cooper 1990; Tyndall et al.
1998). Cooper et al. believe the relationship time horizon extends beyond the life of the contract—
perhaps indefinitely—and, at the same time, the number of partners should be small to facilitate
increased cooperation.
Gentry andVellenga (1996) argue that it is not usual that all of the primary activities in a chain—
inbound and outbound logistics, operations, marketing, sales, and service—will be performed by any
one firm to maximize customer value. Thus, forming strategic alliances with supply chain partners
such as suppliers, customers, or intermediaries (e.g., transportation and/or warehousing services) provides
competitive advantage through creating customer value (Langley and Holcomb 1992).
SCM as a Set of Management Processes
As opposed to a focus on the activities that constitute supply chain management, other authors
have focused on management processes. Davenport (1993) defines processes as a structured and measured
set of activities designed to produce specific output for a particular customer or market. La Londe
proposes that SCM is the process of managing relationships, information, and materials flow across
enterprise borders to deliver enhanced customer service and economic value through synchronized
management of the flow of physical goods and associated information from sourcing to consumption.
Ross defines supply chain process as the actual physical business functions, institutions, and operations
that characterize the way a particular supply chain moves goods and services to market
through the supply pipeline. In other words, a process is a specific ordering of work activities across
time and place, with a beginning, an end, clearly identified inputs and outputs, and a structure for action
(Cooper et al. 1997; Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990; Novack, Langley,
and Rinehart 1995; Tyndall et al. 1998).
Lambert, Stock, and Ellram (1998) propose that, to successfully implement SCM, all firms within
a supply chain must overcome their own functional silos and adopt a process approach. Thus, all the
functions within a supply chain are reorganized as key processes. The critical differences between
the traditional functions and the process approach are that the focus of every process is on meeting
the customer’s requirements and that the firm is organized around these processes (Cooper et al. 1997;
Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990; Novack, Langley, and Rinehart 1995;
Tyndall et al. 1998). Lambert, Stock, and Ellram suggest the key processes typically include customer
10 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
relationship management, customer service management, demand management, order fulfillment,
manufacturing flow management, procurement, and product development and commercialization.
SUPPLY CHAIN MANAGEMENT VERSUS SUPPLY CHAIN ORIENTATION
Although these perspectives on defining supply chain management are helpful, a careful examination
of them indicates the literature is actually trying to define two concepts with one term, i.e.,
supply chain management. The idea of viewing the coordination of a supply chain from an overall
system perspective, with each of the tactical activities of distribution flows seen within a broader strategic
context (what has been called SCM as a management philosophy) is more accurately called a
Supply Chain Orientation. The actual implementation of this orientation, across various companies
in the supply chain, is more appropriately called Supply Chain Management.
This perspective leads us to the definition of one of these crucial constructs. Supply Chain
Orientation is defined as the recognition by an organization of the systemic, strategic implications
of the tactical activities involved in managing the various flows in a supply chain. Thus, a company
possesses a supply chain orientation (SCO) if its management can see the implications of managing
the upstream and downstream flows of products, services, finances, and information across their suppliers
and their customers. From this definition, a company does not have a supply chain orientation
if it only sees the systemic, strategic implications in one direction. Thus, in Figure 1a, the company
in the middle of the direct supply chain may have a SCO, but the two companies on the ends do not
(because the supplier is only focused down the supply chain—an historical “channels” orientation—
and the customer is only focused up the supply chain—an historical “procurement” orientation).
Further, this does not mean the firm with the SCO can implement it—such implementation
requires a SCO across several companies directly connected in the supply chain. The firm with the
SCO may implement individual, disjointed supply chain tactics (such as Just-In-Time delivery, or
Electronic Data Interchange with suppliers and customers), but this is not Supply Chain Management
unless they are coordinated (a strategic orientation) over the supply chain (a systemic orientation).
The implementation of a SCO requires several companies in the supply chain to utilize the
processes discussed in the previous section to realize the activities listed in Table 2. Supply Chain
Management is the implementation of a supply chain orientation across suppliers and customers. Companies
implementing SCM must first have a supply chain orientation. In the extended supply chain
in Figure 1b, all of the companies involved have a supply chain orientation, except the first supplier
and the last customer. Since the first supplier is only focused on its customer and since the last
customer is only focused on its supplier, neither can be said to have an upstream and downstream
orientation.
In other words, a Supply Chain Orientation is a management philosophy, and Supply Chain Management
is the sum total of all the overt management actions undertaken to realize that philosophy.
This leads us closer to understanding and defining Supply Chain Management. However, before we
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 11
can fully accomplish this, we must also examine the antecedents and consequences, and the scope,
of supply chain management.
ANTECEDENTSAND CONSEQUENCES
Since supply chain relationships are typically long-term and require considerable strategic
coordination, we examine the antecedents and consequences of supply chain management at the
strategic level (see Figure 2).
FIGURE 2
SUPPLY CHAIN MANAGEMENTANTECEDENTSAND CONSEQUENCES
Antecedents to SCO and SCM
Antecedents to SCM are the factors that enhance or impede the implementation of a SCO
philosophy. Morgan and Hunt (1994) propose that cooperation arises directly from both relationship
trust and commitment. Moorman, Deshpande, and Zaltman (1993) define trust as a willingness to
rely on an exchange partner in whom one has confidence.Though both trust and commitment are essential
to make cooperation work, trust is a major determinant of relationship commitment (Achrol 1991).
Thus, trust has both direct and indirect relationships with cooperation. Dwyer, Schurr, and Oh
(1987) emphasize the role of trust to overcome mutual difficulties such as power, conflict, and
12 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
lower profitability. Therefore, it is proposed that trust has an effect on the sharing of risks and
rewards.
Dwyer, Schurr, and Oh define commitment as “an implicit or explicit pledge of relational
continuity between exchange partners.” Commitment is an essential ingredient for the successful
long-term relationships that are a component of the implementation of SCM (Gundlach,Achrol, and
Mentzer 1995). Lambert, Stock, and Ellram also point out that the necessary commitment of
resources and empowerment to achieve stated goals is important to implement SCM.
Putting together the effects of trust and commitment, Morgan and Hunt state, “Commitment and
trust are ‘key’because they encourage marketers to (1) work at preserving relationship investments
by cooperating with exchange partners, (2) resist attractive short-term alternatives in favor of the
expected long-term benefits of staying with existing partners, and (3) view potentially high-risk actions
as prudent because of the belief that their partners will not act opportunistically.”As such, trust and
commitment lead directly to cooperative behaviors in the implementation of a SCO across several
companies to achieve SCM.
The mutual dependence of a firm on a partner (interdependence) refers to the firm’s need to
maintain a relationship with the partner to achieve its goals (Frazier 1983). Acknowledged dependence
is a prime force in the development of supply chain solidarity (Bowersox and Closs 1996). In
addition, this dependence is what motivates willingness to negotiate functional transfer, share key
information, and participate in joint operational planning (Bowersox and Closs 1996). Finally,
Ganesan (1994) proposes that dependence of a firm on another firm is positively related to the
firm’s long-term relationship orientation.
Corporate philosophy or culture and the management techniques of each firm in a supply chain
should be compatible for successful SCM (Cooper et al. 1997; Cooper, Lambert, and Pagh 1997; Ellram
and Cooper 1990; Lambert, Stock, and Ellram 1998; Novack, Langley, and Rinehart 1995; Tyndall
et al. 1998). Organizational compatibility is defined as complementary goals and objectives, as well
as similarity in operating philosophies and corporate cultures (Bucklin and Sengupta 1993). Bucklin
and Sengupta demonstrated that organizational compatibility between the firms in an alliance has
a strong positive impact on the effectiveness of the relationship (i.e., the perception that the relationship
is productive and worthwhile). Cooper, Lambert, and Pagh also argue that the importance of corporate
culture and its compatibility across supply chain members cannot be underestimated. Given our earlier
definition of SCO, organizational compatibility in a supply chain means that companies must all
have a SCO to achieve SCM.
Lambert, Stock, and Ellram suggest there should be an agreement on SCM vision and key
processes. Ross contends that the creation and communication of a market-winning competitive SCM
vision shared not just by individual firms but also by the whole supply chain (SCO, by our definition)
is essential before any SCM project can begin, i.e., its existence precedes (or antecedes) SCM.
Visioning provides firms with specific goals and strategies on how they plan to identify and realize
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 13
the opportunities they expect to find in the marketplace (Ross 1998). The key processes will be
addressed in greater depth in the section on the Functional Scope of SCM.
In terms of power and leadership structure of a supply chain, there needs to be a firm that
assumes the leader role (Lambert, Stock, and Ellram 1998). Bowersox and Closs (1996) argue
supply chains need leaders as much as individual organizations. Ellram and Cooper propose that a
supply chain leader is like a channel captain in the marketing channels literature (e.g., Stern and
El-Ansary (1988)) and plays a key role in coordinating and overseeing the whole supply chain.
Bowersox and Closs suggest that, in many situations, a specific firm may function as a supply chain
leader as a result of their size, economic power, customer patronage, comprehensive trade franchise,
or the initiation of the inter-firm relationships.
Research confirms the fact that the success of supply chain management is directly correlated
to the presence of constructive leadership capable of stimulating cooperative behavior between
participating firms (Schmitz, Frankel, and Frayer 1994). However, forced participation by a strong
supply chain leader will encourage exit behavior if the opportunity exists (Cooper et al. 1997;
Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990; Novack, Langley, and Rinehart 1995;
Tyndall et al. 1998).
Finally, several authors suggest top management support plays a critical role in shaping an
organization’s values, orientation, and direction (Felton 1959; Hambrick and Mason 1984; Kotter 1990;
Tosti and Jackson 1990; Webster 1988). Day and Lord (1988) found that top-level managers have a
substantial impact on organizational performance. Lambert, Stock, and Ellram suggest top management
support, leadership, and commitment to change are important antecedents to the implementation of
SCM. In the same context, Loforte (1991) contends lack of top management support is a barrier to
SCM. In Figure 2, the recognition of the importance of these antecedents by a particular company
is represented as antecedent to a SCO. When contiguous companies in a supply chain each achieve
a SCO, they can begin the implementation process to realize SCM. In other words, SCO is a willingness
by one company to address the issues listed in Figure 2 from a strategic, systemic perspective. Management
of the supply chain is only accomplished when several companies in line in the supply chain
have that orientation and move toward implementing the management philosophy of SCO.
An analogy may help at this time.Asupply chain is much like a river, with products and services
flowing down it instead of water. Whether anyone recognizes the systemic, strategic implications of
managing the water basin, the river still exists. Similarly, whether any company recognizes the systemic,
strategic implications of the supply chain of which they are a part, it still exists.When one state
through which the river flows recognizes the need for states above it in the water basin to conserve
and preserve the water supply and recognizes its own need to do the same for states below it, the state
has taken a systemic strategic orientation—the river equivalent of a supply chain orientation. However,
without the cooperation of the states above and below it, there is little it can do about implementing
this orientation. It is only when a number of continuous states adopt such a similar orientation and
actively manage the resources of the river that we can say the water basin is managed. Similarly, supply
14 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
chain management can only result in a managed supply chain when several companies directly
linked in the supply chain have a SCO and actively manage to that orientation.
Consequences of SCM
The motive behind the formation of a supply chain arrangement is to increase supply chain competitive
advantage (Global Logistics Research Team at Michigan State University 1995; Monczka,
Trent, and Handfield 1998). Porter (1985) defines two types of competitive advantage: cost leadership
and differentiation.According to Giunipero and Brand (1996), improving a firm’s competitive
advantage and profitability through SCM can be accomplished by enhancing overall customer satisfaction.
By the same token, La Londe (1997) proposed that SCM aims at delivering enhanced customer
service and economic value through synchronized management of the flow of physical goods
and associated information from sourcing to consumption.According to Porter, competitive advantage
grows fundamentally out of the customer value a firm creates, and aims to establish a profitable
and sustainable position against the forces that determine industry competition. Thus, it is proposed
that the implementation of SCM enhances customer value and satisfaction, which in turn leads to
enhanced competitive advantage for the supply chain, as well as each member firm. This, ultimately,
improves the profitability of the supply chain and its members.
Specific objectives to improve profitability, competitive advantage, and customer value/satisfaction
of a supply chain, as well as its participants, are suggested by several researchers. For example,
a key objective of SCM is to lower the costs required to provide the necessary level of customer
service to a specific segment (Houlihan 1988; Jones and Riley 1985; Stevens 1989). The other key
objective is to improve customer service through increased stock availability and reduced order cycle
time (Cooper and Ellram 1993). Customer service objectives are also accomplished through a
customer-enriching supply system focused on developing innovative solutions and synchronizing
the flow of products, services, and information to create unique, individualized sources of customer
service value (Ross 1998). Finally, low cost and differentiated service help build a competitive
advantage for the supply chain (Cavinato 1992; Cooper et al. 1997; Cooper and Ellram 1993;
Cooper, Lambert, and Pagh 1997; Ellram and Cooper 1990; Lee and Billington 1992; Novack,
Langley, and Rinehart 1995; Tyndall et al. 1998).As such, SCM is concerned with improving both
efficiency (i.e., cost reduction) and effectiveness (i.e., customer service) in a strategic context (i.e.,
creating customer value and satisfaction through integrated supply chain management) to obtain
competitive advantage that ultimately brings profitability.
If we distinguish between the operational function of customer service and the resultant goal
of customer value and satisfaction, this discussion leads us to conclude the consequences of SCM are
lower costs and improved customer value and satisfaction to achieve competitive advantage. Industry
reports support this contention (Performance Management Group 2001).
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 15
SCOPE
The scope of SCM is functional and organizational.The functional scope of SCM refers to which
traditional business functions are included or excluded in the implementation and the process of
SCM. The organizational scope of SCM concerns what kinds of inter-firm relationships are relevant
to the participating firms in the implementation and the process of SCM.
Functional Scope of SCM
Since process refers to the combination of a particular set of functions to get a specific output,
all of the traditional business functions should be included in the process of SCM. The supply chain
concept originated in the logistics literature, and logistics has continued to have a significant impact
on the SCM concept (Bowersox, Carter, and Monczka 1985; Dwyer, Schurr, and Oh 1987; Jones and
Riley 1985; Monczka,Trent, and Handfield 1998). In this context,Tyndall et al. (1998) propose that
“SCM logistics” is the art of managing the flow of materials and products from source to user.
SCM—or the logistics system— includes the total flow of materials, from the acquisition of raw materials
to delivery of finished products to the ultimate users, as well as the related counter-flows of
information that both control and record material movement.
According to Lambert, Stock, and Ellram (1998), however, there exist important differences
between the definition of supply chain management and the Council of Logistics Management’s (1985)
definition of logistics: “Logistics is the process of planning, implementing and controlling the
efficient flow and storage of raw materials, in-process inventory, finished goods, services, and
related information from point of origin to point of consumption (including inbound, outbound, internal
and external movements) for the purpose of conforming to customer requirements.” CLM (1998)
apparently agreed, since its new definition states, “Logistics is that part of the supply chain process
that plans, implements, and controls the efficient flow and storage of goods, services, and related information
from the point of origin to the point of consumption in order to meet customers’requirements”
(emphasis added). Thus, CLM has also distinguished between logistics and supply chain management,
and acknowledged that logistics is one of the functions contained within supply chain
management.
Ross explains that the role of logistics spans from warehousing and transportation to integrating
the logistics operations of the entire supply chain, whereas SCM merges marketing and manufacturing
with distribution functions to provide the enterprise with new sources of competitive
advantage (Ross 1998). Logistics puts more emphasis on efficient movement and storage to fulfill
customer requirements. Customer value and satisfaction that help a supply chain improve competitive
advantage and profitability, however, require more than logistics (Giunipero and Brand 1996).
Thus, Cooper, Lambert, and Pagh (1997) argued SCM is more comprehensive than logistics so
that SCM means the management of multiple business processes, including logistics processes.
Marketing research, promotion, sales, information gathering, research and development, product
16 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
design, new product development, and total systems/value analysis should also be included (Bechtel
and Jayaram 1997; Bowersox 1997; Ellram and Cooper 1990; Mentzer 1993; Tyndall et al. 1998).
We can conclude that the functional scope of SCM encompasses all the traditional intrabusiness
functions, and these will be addressed more fully in the later discussion of Figure 3.
Organizational Scope of SCM
According to Christopher (1992), leading-edge companies have realized the real competition
is not company against company, but rather supply chain against supply chain. Cooper, Lambert, and
Pagh argue that organizational relationships tie firms to each other and may tie their success to the
supply chain as a whole. In this context, a supply chain as a whole may have its own identity and function
like an independent firm. However, to accomplish this ultimate supply chain, all companies in
the supply chain must have a supply chain orientation. The result is a fully managed supply chain.
Ellram and Cooper suggest that effective supply chain management is made up of a series of partnerships
among firms working together and mutually sharing information, risks, and rewards that yield
a competitive advantage. In the same article, Ellram and Cooper also contend the successful supply
chain relies on forming strategic partnerships with long-term orientations. Christopher suggests a network
of organizations, through upstream and downstream linkages, as the organization for SCM.
According toWebster (1992), networks are the complex, multifaceted organizational structures
that result from multiple strategic alliances. Thus, it is proposed that a network is a well-recognized
organization for SCM.The basic characteristic of a network organization is a confederation— a loose
and flexible coalition guided from a hub where the key functions include development and management
of the alliances themselves, coordination of financial resources and technology, definition and management
of core competencies and strategies, development of relationships with customers, and
management of information resources that bind the network (Webster 1992).
From this discussion, and given our earlier definition of supply chains, we see the organizational
scope of SCM as the implementation and process of SCM across three or more companies, all of which
must have a SCO. This implementation and process must also include the systemic, strategic management
of the activities listed in Table 2. This organizational scope is illustrated in the Supply
Chain Management box of Figure 2.
DEFINING SUPPLY CHAIN MANAGEMENT
In this paper, issues and facets concerning the definitions of supply chain management—as well
as the supply chain, the antecedents and consequences of SCM, and the boundaries of SCM— were
discussed. The relationships between all these are illustrated in Figure 2.
Although, historically, the term supply chain management has a number of definitions, we
believe it is possible to develop a single, encompassing definition of SCM. Reviewing the literature
illustrated that supply chain management involves multiple firms, multiple business activities, and
the coordination of those activities across functions and across firms in the supply chain. Pulling
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 17
together these disparate aspects of supply chain management, for the purposes of this paper, supply
chain management is defined as the systemic, strategic coordination of the traditional business functions
and the tactics across these business functions within a particular company and across businesses
within the supply chain, for the purposes of improving the long-term performance of the
individual companies and the supply chain as a whole.
This definition implies much about the management of a supply chain, and led to the development
of the conceptual model illustrated in Figure 3.Asupply chain can be pictured as a pipeline, with
Figure 3 illustrating a view of the pipeline from the side, showing directional supply chain flows (products,
services, financial resources, the information associated with these flows, and the informational
flows of demand and forecasts). The traditional business functions of marketing, sales, research and
development, forecasting, production, procurement, logistics, information technology, finance, and
customer service manage and accomplish these flows from the supplier’s suppliers through the
customer’s customers to ultimately provide value and satisfy the customer. Figure 3 also shows the
critical role of customer value and satisfaction to achieve competitive advantage and profitability for
the individual companies in the supply chain, and the supply chain as a whole.
To fully examine this definition and model, the role of individual business functions, and how
they are coordinated across functions and across companies, should be examined. Inter-functional
coordination includes an examination of the roles of trust, commitment, risk, and dependence on the
viability of internal functional sharing and coordination. Inter-corporate coordination includes
functional shifting within the supply chain, the role of various types of third party providers, how
relationships between companies should be managed, and the viability of different supply chain
structures. Finally, how all these phenomena vary in different global settings is relevant and, thus,
represented in Figure 3.
18 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
FIGURE 3
AMODELOF SUPPLY CHAIN MANAGEMENT
CONCLUSIONS
There are several contributions of this paper to the knowledge of supply chain management. First,
it provides an integrative framework of the phenomenon called SCM.As such, it should help practitioners
as well as researchers understand SCM, give guidance to what SCM is, its prerequisites, and
potential effects on business and supply chain performance. Without a clear understanding of SCM,
we cannot expect wide application of SCM in practice or research.
Thus, the frameworks in Figures 2 and 3 have considerable applicability for practitioners. Figure
2 provides guidance as to the preconditions that need to be in place in order for a company to implement
supply chain management with its suppliers and customers. Figure 3 should serve as a guide and
reminder to practitioners to include all the typical business functions in supply chain management
planning, organization, and processes. Without such inter-functional coordination, supply chain
management cannot achieve its full potential.The same can be said for including all the supply chain
flows in any supply chain management planning, organization, or process. Figure 3 also reminds managers
that we do not live in a domestic world—most supply chains are global in some respect and should
be managed as such. Finally, Figure 3 reminds practitioners to stay focused on the ultimate goals of
supply chain management—lower costs, increased customer value and satisfaction, and ultimately
competitive advantage.
For researchers, Figure 3 provides a wealth of research questions to investigate.What is the role
of each of the various business functions in supply chain management? Do these roles shift dependJOURNAL
OF BUSINESS LOGISTICS, Vol.22, No.2,2001 19
ing on the company’s position in the supply chain? How can these functions be effectively coordinated
within a company and across the supply chain? The flows presented in Figure 3 also raise the
question of who in the supply chain should best manage each of these flows—in other words, should
there be a single supply chain leader or does this leadership role shift for different types of flows. If
the latter, what conditions lead to the shifting of this flow-related leadership role? In addition, the longterm
performance impacts of SCM need to be examined. Finally, the area of global supply chains provides
many opportunities for research into the phenomenon of supply chains, SCO, and SCM. Do
the antecedents and nature of SCM presented in Figure 2 change under and across different national
cultures? How does supply chain management itself change across different global regions and
across different types of companies? Does the management of inter-functional coordination and intercorporate
coordination change under these same cultural variations? These provide fascinating
avenues for future research.
This paper also highlights the need for rigor to further develop a theoretical framework of
SCM. In addition to the research questions suggested by Figure 3, testing the antecedent, phenomenon,
and consequence structure of Figure 2 would tell us much about the structure of supply chains
and supply chain management.
Related to this research question is the interesting research question: How prevalent is supply
chain management? Much is written about supply chain management, but no research has been published
that benchmarks the degree of SCO and SCM, and the conditions under which both exist. Such
benchmarking research is clearly needed at this point in the exploration of supply chain management,
and the constructs and relationships proposed in Figures 2 and 3 are intended to guide this research.
20 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
NOTES
Achrol, Ravi S. (1991), “Evolution of the Marketing Organization: New Forms for Dynamic
Environments,” Journal of Marketing, Vol. 55, October, pp. 77-93.
Andel, Tom (1997), “Information Supply Chain: Set and Get Your Goals,” Transportation
and Distribution, Vol. 38, No. 2, pp. 33.
Anderson, Erin and JamesA. Narus (1990), “AModel of Distributor Firm and Manufacturer Firm
Working Relationships,” Journal of Marketing, Vol. 54, January, pp. 42-58.
Bechtel, Christian and Jayanth Jayaram (1997), “Supply Chain Management: A Strategic
Perspective,” International Journal of Logistics Management, Vol. 8, No. 1 (1997), pp. 15-34.
Bowersox, Donald J. (1997), “Lessons Learned from the World Class Leaders,” Supply Chain
Management Review, Vol. 1, No. 1, pp. 61-67.
Bowersox, Donald J., Philip L. Carter, and Robert M. Monczka (1985), “Material Logistics
Management,” Internal Journal of Physical Distribution and Logistical Management, Vol. 15,
No. 5, pp. 27-35.
Bowersox, Donald J. and David C. Closs (1996), Logistical Management: The Integrated Supply
Chain Process, McGraw-Hill Series in Marketing, New York: The McGraw-Hill Companies.
Bucklin, Louis P. and Sanjit Sengupta (1993), “Organizing Successful Co-MarketingAlliances,”
Journal of Marketing, Vol. 57,April, pp. 32-46.
Cavinato, Joseph L. (1992), “ATotal Cost/Value Model for Supply Chain Competitiveness,”
Journal of Business Logistics, Vol. 13, No. 2, pp. 285-301.
Christopher, Martin L. (1992), Logistics and Supply Chain Management, London: Pitman
Publishing.
Cooper, Martha C. and Lisa M. Ellram (1993), “Characteristics of Supply Chain Management
and the Implication for Purchasing and Logistics Strategy,” The International Journal of Logistics
Management, Vol. 4, No. 2, pp. 13-24.
Cooper, Martha, Lisa M. Ellram, John T. Gardner, and Albert M. Hanks (1997), “Meshing
MultipleAlliances,” Journal of Business Logistics, Vol. 18, No. 1, pp. 67-89.
Cooper, Martha C., Douglas M. Lambert, and Janus D. Pagh (1997), “Supply Chain Management:
More Than a New Name for Logistics,” The International Journal of Logistics Management,
Vol. 8, No. 1, pp. 1-14.
Council of Logistics Management (1985), Oak Brook, IL: Council of Logistics Management.
Council of Logistics Management (1998), Oak Brook, IL: Council of Logistics Management.
Davenport, Thomas H. (1993), Process Innovation, Reengineering Work through Information
Technology, Boston, MA: Harvard Business School Press.
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 21
Day, D. V. and R. G. Lord (1988), “Executive Leadership and Organizational Performance:
Suggestions for a New Theory and Methodology,” Journal of Management, Vol. 14, pp. 453-464.
Dowst, Somerby (1988), “Quality Suppliers: The Search Goes On,” Purchasing, January 28,
pp. 94A4-12.
Drozdowski,Ted E. (1986), “At BOCThey StartWith the Product,” Purchasing, March 13, pp.
62B5-11.
Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), “Developing Buyer-Seller Relationships,”
Journal of Marketing, Vol. 51,April, pp. 11-27.
Ellram, Lisa M. (1990), “The Supplier Selection Decision in Strategic Partnerships,” Journal
of Purchasing and Materials Management, Vol. 26, No. 4, pp. 8-14.
Ellram, Lisa M. and Martha C. Cooper (1990), “Supply Chain Management, Partnerships,
and the Shipper-Third-Party Relationship,” The International Journal of Logistics Management,
Vol. 1, No. 2, pp. 1-10.
Felton, Arthur P. (1959), “Making the Marketing Concept Work,” Harvard Business Review,
Vol. 37, July-August, pp. 55-65.
Forrester, Jay W. (1958), “Industrial Dynamics:AMajor Breakthrough for Decision Makers,”
Harvard Business Review, Vol. 38, July-August, pp. 37-66.
Frazier, Gary L. (1983), “On the Measurement of Interfirm Power in Channels of Distribution,”
Journal of Marketing, Vol. 53, January, pp. 50-69.
Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,”
Journal of Marketing, Vol. 58,April, pp. 1-19.
Gentry, Julie J. and David B. Vellenga (1996), “Using Logistics Alliances to Gain a Strategic
Advantage in the Marketplace,” Journal of Marketing Theory and Practice,Vol. 4, No. 2, pp. 37-43.
Giunipero, Lawrence C. and Richard R. Brand (1996), “Purchasing’s Role in Supply Chain
Management,” The International Journal of Logistics Management, Vol. 7, No. 1, pp. 29-37.
Global Logistics Research Team at Michigan State University (1995), World Class Logistics:
The Challenge of Managing Continuous Change, Oak Brook, IL: Council of Logistics Management.
Greene,Alice H. (1991), “Supply Chain of Customer Satisfaction,” Production and Inventory
Management Review and APICS News, Vol. 11, No. 4, pp. 24-25.
Gundlach, Gregory T., Ravi S. Achrol, and John T. Mentzer (1995), “The Structure of Commitment
in Exchange,” Journal of Marketing, Vol. 59, January, pp. 78-92.
Hambrick, Donald C. and Phyllis A. Mason (1984), “Upper Echelons: The Organization as a
Reflection of its Top Managers,” Academy of Management Review, Vol. 9, No. 2, pp. 193-206.
Heide, Jan B. and George John (1990), “Alliances in Industrial Purchasing: The Determinants
of JointAction in Buyer - Supplier Relationships,” Journal of Marketing Research, Vol. 27, Winter,
pp. 24-36.
22 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
Houlihan, John B. (1988), “International Supply Chains: A New Approach,” Management
Decision, Vol. 26, No. 3, pp. 13-19.
Jones, Thomas and Daniel W. Riley (1985), “Using Inventory for Competitive Advantage
through Supply Chain Management,” International Journal of Physical Distribution and Materials
Management, Vol. 15, No. 5, pp. 16-26.
Kotter, J. P. (1990), AForce for Change: How Leadership Differs from Management, NewYork,
NY: Free Press.
La Londe, Bernard J. (1997), “Supply Chain Management: Myth or Reality?” Supply Chain
Management Review, Vol. 1, Spring, pp. 6-7.
La Londe, Bernard J. and James M. Masters (1994), “Emerging Logistics Strategies: Blueprints
for the Next Century,” International Journal of Physical Distribution and Logistics Management,
Vol. 24, No. 7, pp. 35-47.
Lambert, Douglas M., James R. Stock, and Lisa M. Ellram (1998), Fundamentals of Logistics
Management, Boston, MA: Irwin/McGraw-Hill, Chapter 14.
Langley, C. John, Jr. and Mary C. Holcomb (1992), “Creating Logistics Customer Value,”
Journal of Business Logistics, Vol. 13, No. 2, pp. 1-27.
Lassar, Walfried and Walter Zinn (1995), “Informal Channel Relationships in Logistics,”
Journal of Business Logistics, Vol. 16, No. 1, pp. 81-106.
Lee, Hau L. and Corey Billington (1992), “Managing Supply Chain Inventory: Pitfalls and
Opportunities,” Sloan Management Review, Spring, pp. 65-73.
Lee, Hau L., V. Padmanabhan, and Seungjin Whang (1997), “Information Distortion in a
Supply Chain: The Bullwhip Effect,” Management Science, Vol. 43, No. 4, pp. 546-558.
Lewis, I. and A.Talalayevsky (1997), “Logistics and InformationTechnology:ACoordination
Perspective,” Journal of Business Logistics, Vol. 18, No. 1, pp. 141-57.
Loforte,Anthony J. (1991), “The Implications of Multicultural Relationships in aTransnational
Supply Chain,” National Association of Purchasing Management Annual Conference Proceedings,
pp. 69-77.
Lusch, Robert F. and James Brown (1996), “Interdependency, Contracting, and Relational
Behavior in Marketing Channels,” Journal of Marketing, Vol. 60, October, pp. 19-38.
Manrodt, Karl B., Mary C. Holcomb, and Richard H.Thompson (1997), “What’s missing in Supply
Chain Management?” Supply Chain Management Review, Vol. 1, No. 3, pp. 80-86.
Mentzer, John T. (1993), “Managing Channel Relations in the 21st Century,” Journal of
Business Logistics, Vol. 14, No. 1, pp. 27-42.
Monczka, Robert, Robert Trent, and Robert Handfield (1998), Purchasing and Supply Chain
Management, Cincinnati, OH: South-Western College Publishing, Chapter 8.
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 23
Moorman, Christine, Rohit Deshpande, and Gerald Zaltman (1993), “FactorsAffecting Trust
in Market Research Relationships,” Journal of Marketing, Vol. 57, January, pp. 81-101.
Morgan, Robert and Shelby Hunt (1994), “The Commitment—Trust Theory of Relationship
Marketing,” Journal of Marketing, Vol. 58, Summer, pp. 20-38.
Novack, RobertA., C. John Langley, Jr., and Lloyd M. Rinehart (1995), Creating Logistics Value,
Oak Brook, IL: Council of Logistics Management.
Performance Management Group, LLC (2001) www.pmgbenchmarking.com.
Porter, Michael E. (1985), Competitive Strategy: Techniques for Analyzing Industries and
Competitors, New York, NY: The Free Press.
Ross, David Frederick (1998), Competing Through Supply Chain Management, NewYork, NY:
Chapman & Hall.
Salcedo, Simon and Ann Grackin (2000), “The e-Value Chain,” Supply Chain Management
Review, Vol. 3, No. 4, pp. 63-70.
Schmitz, Judith M., Robb Frankel, and David J. Frayer (1994), “Vertical Integration without Ownership:
theAllianceAlternative,” Association of Marketing Theory and Practice Annual Conference
Proceedings, Spring, pp. 391-396.
Spekman, Robert E. (1988), “Strategic Supplier Selection: Understanding Long-Term Buyer
Relationships,” Business Horizons, Vol. 31, July-August, pp. 75-81.
Stern, LouisW. andAdel I. El-Ansary (1988), Marketing Channels, 3rd Ed. Englewood Cliffs,
NJ: Prentice Hall.
Stevens, Graham C. (1989), “Integrating the Supply Chains,” International Journal of Physical
Distribution and Materials Management, Vol. 8, No. 8, pp. 3-8.
Tosti, D. and S. Jackson (1990), “Alignment: How ItWorks andWhy It Matters,” Training,Vol.
31,April, pp. 58-64.
Treleven, Mark (1987), “Single Sourcing: A Management Tool for the Quality Supplier,”
Journal of Purchasing and Materials Management, Vol. 23, Spring, pp. 19-24.
Tyndall, Gene, Christopher Gopal, Wolfgang Partsch, and John Kamauff (1998), Supercharging
Supply Chains: New Ways to Increase Value Through Global Operational Excellence, New
York, NY: John Wiley & Sons.
Webster, Frederick E., Jr. (1988), “Rediscovering the Marketing Concept,” Business Horizons,
Vol. 31, May-June, pp. 29-39.
Webster, Frederick E., Jr. (1992), “The Changing Role of Marketing in the Corporation,”
Journal of Marketing, Vol. 56, October, pp. 1-17.
24 MENTZER, DeWITT, KEEBLER, MIN, NIX, SMITH, AND ZACHARIA
ABOUT THE AUTHORS
John T. (Tom) Mentzer is the Harry J. and Vivienne R. Bruce Excellence Chair of Business
in the Department of Marketing, Logistics andTransportation at the University ofTennessee. He has
published five books, and more than 140 articles and papers in the Journal of Business Logistics, Journal
of Marketing, Journal of Business Research, International Journal of Physical Distribution
and Logistics Management, Transportation and Logistics Review, Transportation Journal, Journal
of the Academy of Marketing Science, Industrial Marketing Management, Research in Marketing,
Business Horizons, and other journals.
William J. DeWitt, Ph.D., is a Teaching Professor in logistics, transportation, and supply
chain management at the R.H. Smith School, University of Maryland, College Park. He serves on
intermodal and education committees of TRB, and has published in Transportation in the New Millennium,
Transportation Journal, Logistics Technology International, Defense Transportation Journal,
and Business Geographics, in addition to working for more than twenty years at Burlington
Northern Railroad, and also serving as vice president marketing and sales.
James S. Keebler is anAssistant Professor of Marketing at the G.R. Herberger College of Business
at St. Cloud State University. Dr. Keebler has over 25 years of practitioner experience in manufacturing,
marketing, and logistics management across several industries. He is a co-author of the
books, Keeping Score: Measuring the Business Value of Logistics in the Supply Chain and Supply
Chain Management.
Soonhong (Hong) Min is anAssistant Professor of Logistics and Marketing at Georgia Southern
University. He has published in the Journal of Retailing, International Journal of Physical Distribution
and Logistics Management, International Marketing Review, and is a co-author of the
book, Supply Chain Management.
Nancy W. Nix is the Director of the Center for Value Chain Management at Texas Christian
University. Her primary interests are global supply chain management, creating customer value
through logistics service quality, and management of the sales forecasting and operational planning
process. She has extensive industry experience and has worked with multiple companies to improve
the management of supply chain activities and processes. She is a co-author of the book, Supply Chain
Management.
Carlo D. Smith is anAssociate Professor of Marketing at the University of San Diego. His articles
have appeared in the Journal of Business Logistics, Journal of Business Forecasting, Business
Horizons, and the Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior.
Zach G. Zacharia is an Assistant Professor in the Department of Marketing at Texas Christian
University. He has published in the Journal of Retailing, Journal of Vehicle Design, Transportation
Research Record, Materials Performance, and is a co-author of the book, Supply Chain
Management.
JOURNAL OF BUSINESS LOGISTICS, Vol.22, No.2,2001 25