Authors: Kenneth K. Boyer, John R. Olson
Addresses: Department of Marketing & Supply Chain Management, The Eli Broad Graduate School of Management, Michigan State University, N370 North Business Complex, East Lansing, MI 48824-1122, USA. ' Management Department, Kellstadt Graduate School of Commerce, DePaul University, 1 E. Jackson Blvd., Chicago, IL 60604-2287, USA
Abstract: We examine the operational level strategies of 416 online customers of a leading office supplies retailer with over $2 billion in Internet sales via a mail survey. Our findings identify three distinct operational strategies employed by companies utilising the Internet for purchasing office supplies. Companies with more clearly defined, explicit strategies are linked with improved transactional performance. More importantly, within strategic group analysis identifies different strategic levers or operational tactics for improving performance.
Keywords: operations strategy; e-commerce strategy; business strategy; purchasing; technology management; internet.
International Journal of Electronic Business, 2004 Vol.2 No.1, pp.41 - 63
Published online: 13 May 2004 *Full-text access for editors Access for subscribers Purchase this article Comment on this article