Description

A set of new, multi-item measures are operationalized. The authors define and measure the salient infrastructural competencies – termed business-to-business seller competence (B2B-SC) – associated with the seller-side of Internet-enabled commerce. They find that the conceptual domain of B2B-SC comprises seven theoretically important dimensions: (1) technical skills, (2) change disposition, (3) conflict management, (4) market acuity, (5) coordinated logistics, (6) knowledge channels, and (7) fluid partnering.

Definition

Coordinated logistics competence represents the seller’s ability to effectively track and manage the flow of materials and information through a network of organizations that deliver products to customers.

Items

• Routinely provide customers with order status in real-time. (0.76)
• Able to account for inbound materials in real-time. (0.76)

Source

• Rosenzweig/Roth (2007): B2B seller competence: Construct development and measurement using a supply chain strategy lens. Journal of Operations Management, Vol. 25, No. 6, pp. 1311-1331.

Comments

Much efforts have been made by the authors in order to ensure that the new scales exhibit sufficient psychometric properties, which make them quite useful. However, as a two-item scale it needs to be supplemented by additional items. Also, the composite reliability of this scale is too low. It might be questioned, if these two items really go right to the heart of logistics.