Conceptual framework for the characterization of the order promising process in a collaborative selling network context

In recent years, the creation of supply chains (SCs) and selling networks (SNs) has offered firms new business opportunities based on collaboration and cooperation. One of these opportunities consists in a better response to dynamic market needs by marketing products/services packages (PS-Ps) with g...

Full description

Saved in:
Bibliographic Details
Published in:International journal of production economics 2009-07, Vol.120 (1), p.100-114
Main Authors: Alarcón, F., Alemany, M.M.E., Ortiz, A.
Format: Article
Language:English
Subjects:
Collaboration
Collaborative selling network (CSN)
Conceptual framework
Cooperation
Order processing
Order promising process (OPP)
Order promising process (OPP) Conceptual framework Collaborative selling network (CSN) Product
Product/services package (PS-P)
services package (PS-P) Supply chain (SC)
Studies
Supply chain (SC)
Supply chains
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:In recent years, the creation of supply chains (SCs) and selling networks (SNs) has offered firms new business opportunities based on collaboration and cooperation. One of these opportunities consists in a better response to dynamic market needs by marketing products/services packages (PS-Ps) with greater added value for the client. The aim of this work is to define a conceptual framework to support the characterization, design, and/or management of one of the key processes in client satisfaction and operational efficiency: the order promising process (OPP) in the context of collaborative selling network (CSN), which markets PS-Ps. To attain this objective, a research method based initially on the search for studies was followed to help define a conceptual framework for OPP characterization, and also the elements and structure it should have. On the basis of this initial search, a structure for a conceptual framework for the characterization of the OPP is proposed and specific studies that assist in determining and defining the contents of such a conceptual framework are analyzed. With the proposed conceptual framework, the members of a CSN can easily and systematically identify and define all the aspects that influence the OPP in a collaborative context, and may design the process in such a way that client satisfaction and SN efficiency are maximized. Furthermore, the framework structure and contents may be useful to analyze existing literature from a scientific point of view, thus enabling the identification of future lines of research.
ISSN:0925-5273
1873-7579
DOI:10.1016/j.ijpe.2008.07.031