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

Basit Öğe Kaydı
dc.authorid0000-0002-9119-3252
dc.contributor.authorTatoğlu, Ekrem
dc.contributor.authorTatoğlu, Ekrem
dc.contributor.authorGölgeci, İsmail
dc.contributor.authorKarakaş, Fahri
dc.contributor.authorTatoğlu, Ekrem
dc.contributor.otherYönetim Bilimleri Fakültesi, İşletme Bölümü
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 Bölümü
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.
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.2018.08.004
dc.identifier.doi10.1016/J.INDMARMAN.2018.08.004
dc.identifier.endpage180
dc.identifier.issn0019-8501
dc.identifier.scopus2-s2.0-85052208653
dc.identifier.scopusqualityQ1
dc.identifier.startpage169
dc.identifier.urihttps://doi.org/10.1016/J.INDMARMAN.2018.08.004
dc.identifier.urihttps://hdl.handle.net/20.500.12154/473
dc.identifier.volume76
dc.identifier.wosWOS:000456760800015
dc.identifier.wosqualityQ1
dc.indekslendigikaynakScopus
dc.indekslendigikaynakWeb of Science
dc.institutionauthorTatoğlu, Ekrem
dc.institutionauthorid0000-0002-9119-3252
dc.language.isoen
dc.publisherElsevier
dc.relation.ihupublicationcategory114
dc.relation.ispartofIndustrial Marketing Management
dc.relation.publicationcategoryMakale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanı
dc.rightsinfo:eu-repo/semantics/openAccess
dc.subjectDemand-Supply Interface
dc.subjectParadox
dc.subjectDemand and Supply Activities
dc.subjectQualitative Research
dc.titleUnderstanding demand and supply paradoxes and their role in business-to-business firms
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

Dosyalar

Orijinal paket
Listeleniyor 1 - 1 / 1
Küçük Resim
İsim:
IMM.pdf
Boyut:
974.94 KB
Biçim:
Adobe Portable Document Format
Açıklama:
Tam Metin / Full text
İndir
Lisans paketi
Listeleniyor 1 - 1 / 1
[ N/A ]
İsim:
license.txt
Boyut:
1.52 KB
Biçim:
Item-specific license agreed upon to submission
Açıklama:
İndir

Koleksiyon

İşletme Bölümü Koleksiyonu
Scopus İndeksli Yayınlar Koleksiyonu
WoS İndeksli Yayınlar Koleksiyonu