Understanding demand and supply paradoxes and their role in business-to-business firms

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dc.authorid0000-0002-9119-3252en_US
dc.contributor.authorGölgeci, İsmail
dc.contributor.authorKarakaş, Fahri
dc.contributor.authorTatoğlu, Ekrem
dc.contributor.authorTatoğlu, Ekrem
dc.contributor.otherYönetim Bilimleri Fakültesi, İşletme Bölümü
dc.date.accessioned2018-09-03T12:37:14Z
dc.date.available2018-09-03T12:37:14Z
dc.date.issued2019
dc.departmentİHÜ, Yönetim Bilimleri Fakültesi, İşletme Bölümüen_US
dc.description.abstractIn this paper, we explore paradoxes firms face when managing demand and supply activities and managers' experience of coping with and transcending these paradoxes. Following an exploratory research approach and based on the analysis of interviews with executive managers, documents from, and observations of 19 business-to-business (B2B) firms, we develop empirically grounded propositions. We first find and explain three major demand and supply paradoxes, namely collaboration-competition, concord-conflict, and integration-differentiation. We then expand on the handling mechanisms B2B firms employ to respond to these paradoxes. We find that B2B firms that understand, balance, and transcend demand and supply paradoxes achieve greater synergy between demand and supply activities and leverage both demand and supply approaches as overarching guiding principles for their strategy. Our study informs B2B marketing and marketing strategy by exploring the nature and role of paradoxes that shape the relationships between demand and supply activities. In doing so, it also offers an empirical account of the discrepancy between the theory and practice of demand and supply integration.en_US
dc.identifier.citationGölgeci, I., Karakas, F., & Tatoğlu, E. (2019). Understanding demand and supply paradoxes and their role in business-to-business firms. Industrial Marketing Management, Vol. 78, pp 169-180. DOI: https://doi.org/10.1016/J.INDMARMAN.2018.08.004en_US
dc.identifier.doi10.1016/J.INDMARMAN.2018.08.004en_US
dc.identifier.endpage180en_US
dc.identifier.issn0019-8501
dc.identifier.scopus2-s2.0-85052208653en_US
dc.identifier.scopusqualityQ1en_US
dc.identifier.startpage169en_US
dc.identifier.urihttps://doi.org/10.1016/J.INDMARMAN.2018.08.004
dc.identifier.urihttps://hdl.handle.net/20.500.12154/473
dc.identifier.volume76en_US
dc.identifier.wosWOS:000456760800015en_US
dc.identifier.wosqualityQ1en_US
dc.indekslendigikaynakScopusen_US
dc.indekslendigikaynakWeb of Scienceen_US
dc.institutionauthorTatoğlu, Ekrem
dc.institutionauthorid0000-0002-9119-3252en_US
dc.language.isoen
dc.publisherElsevieren_US
dc.relation.ihupublicationcategory114en_US
dc.relation.ispartofIndustrial Marketing Managementen_US
dc.relation.publicationcategoryMakale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanıen_US
dc.rightsinfo:eu-repo/semantics/openAccessen_US
dc.subjectDemand-Supply Interfaceen_US
dc.subjectParadoxen_US
dc.subjectDemand and Supply Activitiesen_US
dc.subjectQualitative Researchen_US
dc.titleUnderstanding demand and supply paradoxes and their role in business-to-business firmsen_US
dc.typeArticle
dspace.entity.typePublication
relation.isAuthorOfPublication29f46236-65bf-4da8-b2be-b9826daecb5e
relation.isAuthorOfPublication.latestForDiscovery29f46236-65bf-4da8-b2be-b9826daecb5e
relation.isOrgUnitOfPublicationc9253b76-6094-4836-ac99-2fcd5392d68f
relation.isOrgUnitOfPublication.latestForDiscoveryc9253b76-6094-4836-ac99-2fcd5392d68f

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