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Managers usually dread the prospect of dealing with products in the mature stage of their life cycle. At this stage, products become generic in nature leading to little gain from promotion and the extensive use of discounts and other price‐sensitive competitive ploys because of intensive competition. Ultimately, profits fall drastically. Frequently overlooked as an element in the overall marketing strategy is what we call the Logistics Mix. This article presents a model that includes dimensions of logistics service that are hypothesised to impact on the demand for industrial products, and it suggests that there are advantages in competing on these dimensions.

Before distribution managers can effectively manage customer service, they must be able to determine how sales respond to various levels of service. The potential for customer service to contribute to a company's sales is generally acknowledged and has received considerable attention in the literature over the past several years. Much of the work, however, has been of a theoretical nature. Empirical studies have been confined largely to analyses of data collected by surveys which measure respondents' opinions regarding varying levels of logistics service. Hence, conclusions are based on sales expectations or purchase intentions of sellers and buyers, respectively. It is not suggested that respondents would misrepresent their concern for service levels, but little work has been done to confirm the proposed sales‐service relationships through analysis of historical data. If expectations and/or intentions indeed become actions, the impact should be observable in sales patterns over time.

The purpose of this paper is to provide a comprehensive review of the core literature pertaining to frontline logistics personnel and their managers that has been published in the leading logistics journals. An annotated, yet integrated, review presentation will aid researchers in better understanding the concepts developed and linkages between the most critical variables studied to date. The paper aims to present a comprehensive model containing the primary variables pertaining to the recruitment, development, supervising, and retention of high quality logistics personnel to meaningfully identify what is known and not known about personnel issues in logistics.

The findings in this paper are based on a comprehensive review of articles pertaining to frontline logistics personnel and their managers, which were published in the leading logistics journals. For analysis, the paper is divided into five related areas: student samples and student perspectives compared to those of corporate recruiters; research oriented toward the skills of managers and issues relating to career development; research pertaining to the work environment and success of non‐supervisory, frontline employees; literature relating to logistics reputation; and research pertaining to logistics diversity.

Prior to this review of the literature, substantially less is known about how research links together previous research findings to formulate an integrative depiction of important concepts pertaining to logistics personnel. The results provide a better understanding of the knowledge researchers have discovered to date, as well as identification of areas in need of further exploration.

Most conspicuously absent from the paper is research pertaining to the interaction of logistics personnel and technology, the importance of logistics personnel in securing the supply chain, and the importance of elevating frontline logistics jobs to the next level of professionalism to achieve supply chain excellence.

To assist organizations in preparing managers, this paper has compiled and integrated the research relating to logistics personnel issues. This compilation should be valuable in aiding managers in recruiting, developing, supervising, and retaining high‐quality logistics personnel.

While there is a growing body of literature in the area of frontline logistics employees and their managers, a comprehensive review of the literature has not been published that links the results of various studies together to help identify gaps in the literature or conflicting results that should be further explored. This paper provides such a review as well as two theoretical models to help us better understand the important components necessary in hiring, developing, motivating, and retaining supervisors and frontline workers in various logistics operations.

Develops a conceptual model of the antecedents of consumer expectations and firm image, based on past research in service, and empirically tested using the simultaneous equation procedures of LISREL 7. Data were collected and analyzed for four service industries (tax services, dental services, restaurants and video rental stores). Significant findings include: the image consumers have of a service firm has the strongest impact on their expectations; the relative saliences of the antecedents vary across industries; advertising has no significant impact on expectations or firm image in any of the four industries or in the aggregate analysis; and the level of customization and service provider judgment has an impact on the relative importance of each of the antecedents of consumer expectations.

The advent of the Internet and electronic communications has enabled companies to be more responsive to their customers. However, the same technological advancements are changing the marketplace and providing an impetus for changes in strategic alliance and partnership structures. Successful leaders of the future will have to understand how to operate in the new marketplace and within the evolving organizational structures where alliances and partnerships are changing. The purpose of this article is to shed light on the current and future organizational structures in the logistics industry. Toward that end, traditional supply chain management (SCM), electronic supply chain management (eSCM), and the resulting impact on strategic alliances and partnerships will be explored. Additionally, considering the inherent ability of the eSC to be dynamic and adaptable, the new type of leader that is likely to be most successful in this new structure is discussed.

Effective and efficient supply chain management is critical to the success of firms engaging in e‐commerce. The purpose of this paper is to examine the impact of logistics capability and logistics outsourcing on firm performance in an e‐commerce market environment.

This research examines the relationship between firm's logistics capability, logistics outsourcing and its performance. Multiple‐item constructs are used to measure the strength of logistics capability and firm performance. The use of logistics outsourcing is represented by a dichotomous variable. Data obtained via a survey were analyzed to investigate relationships among constructs and various hypotheses were tested.

Study results revealed logistics capability to be positively related to firm performance in the e‐commerce market. However, counter‐intuitively, logistics outsourcing and firm performance were not found to be positively linked. Further, the association between logistics capability and outsourcing was not supported. Finally, the interactive effect of logistics outsourcing on the relationship between logistics capability and firm performance was not sustained.

Research findings are constrained, as the study was limited to the computer and consumer electronics retailing industry. However, the importance of logistics capability was confirmed in the e‐commerce supply chain for this segment. And the benefit of using third‐party logistics (3PL) to enhance firm performance was not fully established.

Logistics capability is critical for superior firm performance in e‐commerce. However, study findings lead to the presumption that firms should avoid logistics outsourcing if performance is predicated on competitive advantage due to internally strong logistics capability and competencies.

This research contributes to the study of logistics capability and 3PL in e‐commerce. The development of a logistics capability measurement construct in e‐commerce originated with this research. Also the impact of logistics outsourcing on firm performance is tested for the first time in an e‐commerce market environment.

The purpose of this paper is to investigate the cost of improving service to a motor carrier in the intermodal market. The paper further seeks to validate the existence of two dimensions of service with differing impacts on costs. The physical capacity dimension is related to the traditional view that higher quality costs more and the human performance dimension is related to the production management view that higher quality can actually save money by reducing the need for scrap and rework.

To determine the cost of improved service, a translog cost function that included variables for each of the two dimensions of service quality was estimated. Because the data were centered prior to estimation, the first-order coefficients are interpretable as elasticity of cost with respect to quality.

Results of estimation show that improvements to the physical capacity dimension lead to higher costs and improvements to the human performance have no significant impact on costs.

The major limitation of this study is that it is restricted to a single carrier and total costs were allocated according to transit time not specific costs.

Results of this study would help a carrier or other service provider determine which aspects of service to focus on in order to improve service with minimal impact on costs.

The value of this paper lies in verifying the existence of two dimensions of service and estimating how they impact costs.

Customer service is often described as consisting of a set of measurable elements. Similarly, market response to customer service may be viewed as consisting of a set of components which are measurable. Most published empirical studies of the relationship between customer service and market response, however, have represented market response through the use of a single measure. The results of an empirical study of interset association between two sets of measures, one representing the elements of customer service (measured in service levels) and the other representing various forms of market response, are reported. Canonical correlation analysis of data collected from 91 grocery channel dyads indicated (as expected) a closer association of market response with customer perceptions of customer service than with supplier perceptions of the same. Also presented, is the contribution of individual measures to the close association between market response and customer perceptions of customer service.

This is a troubled age for democracy, but the nature of that trouble and why it is a problem for democracy is an open question, not easy to answer. Widespread wishing for responsible leaders who respect democratic norms and pursue policies to benefit people and protect the vulnerable don’t help much. The issue goes well beyond library contexts, but it is important that those in libraries think through our role in democracy as well. Micro-targeting library-centric problems won’t be effective and don’t address the key issue of this volume. The author can only address the future if we recover an understanding of the present by building up an understanding of actually-existing democracy: (1) the scope must be narrowed to accomplish the task; (2) the characteristics of the retreat from democracy should be established; (3) core working assumptions and values – what libraries are about in this context – must be established; (4) actually-existing democracy should then be characterized; (5) the role of libraries in actually-existing democracy is then explored; (6) the source and character of the threat that is driving the retreat from democracy and cutting away at the core of library assumptions and values is analyzed; (7) the chapter concludes by forming a basis of supporting libraries by unpacking their contribution to building and rebuilding democratic culture: libraries are simultaneously less and more important than is understood.

The objective of this chapter is to interpret a supply chain as an ontological entity with being-in-the-world of spacetimemattering. A case study approach is adopted to reveal the strategies undertaken by one of China’s fastest growing Internet companies – Xiaomi Inc. – to create competitive advantage through its management of product design and supply chain integration. Utilizing publicly available data, we analyze the company with quantum storytelling and network analysis techniques. Our analysis concludes that Xiaomi’s success originates from two aspects. First, Xiaomi is a good storyteller, who makes stories appealing to customers by involving them into product design and branding. Second, Xiaomi’s parsimonious supply chain substantially improves its market responsiveness and reduces disruption risks; more importantly, it helps to offer products of great value to customers.