Ellie C. Falcone, Brian S. Fugate, Matthew A. Waller
{"title":"Growing, learning, and connecting: Deciphering the complex relationship between government customer concentration and firm performance","authors":"Ellie C. Falcone, Brian S. Fugate, Matthew A. Waller","doi":"10.1111/jscm.12319","DOIUrl":null,"url":null,"abstract":"<p>The interplay between a firm's customer portfolio and the firm's performance presents a theoretical conundrum that challenges traditional supply chains. In particular, the role of government customer concentration—how extensively a firm incorporates government entities as part of its customer base—emerges as a pivotal factor with the potential to both bolster and burden firm performance. Analyzing 3,643 firm-year observations from the U.S. Federal Procurement Data System-Next Generation, Compustat, and FactSet Revere reveals an inverse U-shaped relationship between government customer concentration and firm performance. Excessive or insufficient government customer concentration adversely impacts performance, suggesting that a strategic balance is essential. Firm size, absorptive capacity, and network embeddedness are crucial in navigating this complex relationship, guiding a firm toward optimizing its government customer portfolio. This research advances the discourse on customer base management, underscoring the essential strategic considerations for firms interacting with government buyers.</p>","PeriodicalId":51392,"journal":{"name":"Journal of Supply Chain Management","volume":"60 2","pages":"64-92"},"PeriodicalIF":10.2000,"publicationDate":"2024-03-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1111/jscm.12319","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Supply Chain Management","FirstCategoryId":"91","ListUrlMain":"https://onlinelibrary.wiley.com/doi/10.1111/jscm.12319","RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"MANAGEMENT","Score":null,"Total":0}
引用次数: 0
Abstract
The interplay between a firm's customer portfolio and the firm's performance presents a theoretical conundrum that challenges traditional supply chains. In particular, the role of government customer concentration—how extensively a firm incorporates government entities as part of its customer base—emerges as a pivotal factor with the potential to both bolster and burden firm performance. Analyzing 3,643 firm-year observations from the U.S. Federal Procurement Data System-Next Generation, Compustat, and FactSet Revere reveals an inverse U-shaped relationship between government customer concentration and firm performance. Excessive or insufficient government customer concentration adversely impacts performance, suggesting that a strategic balance is essential. Firm size, absorptive capacity, and network embeddedness are crucial in navigating this complex relationship, guiding a firm toward optimizing its government customer portfolio. This research advances the discourse on customer base management, underscoring the essential strategic considerations for firms interacting with government buyers.
期刊介绍：
ournal of Supply Chain Management
Mission:
The mission of the Journal of Supply Chain Management (JSCM) is to be the premier choice among supply chain management scholars from various disciplines. It aims to attract high-quality, impactful behavioral research that focuses on theory building and employs rigorous empirical methodologies.
Article Requirements:
An article published in JSCM must make a significant contribution to supply chain management theory. This contribution can be achieved through either an inductive, theory-building process or a deductive, theory-testing approach. This contribution may manifest in various ways, such as falsification of conventional understanding, theory-building through conceptual development, inductive or qualitative research, initial empirical testing of a theory, theoretically-based meta-analysis, or constructive replication that clarifies the boundaries or range of a theory.
Theoretical Contribution:
Manuscripts should explicitly convey the theoretical contribution relative to the existing supply chain management literature, and when appropriate, to the literature outside of supply chain management (e.g., management theory, psychology, economics).
Empirical Contribution:
Manuscripts published in JSCM must also provide strong empirical contributions. While conceptual manuscripts are welcomed, they must significantly advance theory in the field of supply chain management and be firmly grounded in existing theory and relevant literature. For empirical manuscripts, authors must adequately assess validity, which is essential for empirical research, whether quantitative or qualitative.
京公网安备 11010802042870号
京ICP备2023020795号-1
分享
求助内容：
应助结果提醒方式：
扫码关注我们
