A Descriptive Analysis of the Requirements for Successful Supply Chain Collaboration

Globalization, new technology, and potential high returns have compelled many managers to adopt supply chain management. However, despite commitment and investment from managers, many firms are not able to realize high returns on supply chain initiatives. Our study uses a triangulation methodology to address the question, "What are the requirements for successful supply chain collaboration?" The triangulation method includes a literature review, a multi-channel mail survey, and in-depth case studies. Findings suggest that supply-chain managers face a three stage cycle where they must map out and design the chain functions, understand what forces are hampering and enabling collaboration and cooperation, and continually fine-tune their skills through scanning and simplify chain processes. Second, we found that it is not the adequacy of the initiatives that are of concern, but rather the adequacy of the firm's "maturity" in skill, commitment, and drive that creates barriers to supply chain success. Finally, our indepth case-study analysis reveals that managers spend a great deal of their time attempting to persuade other managers, employees, and partnering firms of importance, necessity, and benefit of supply chain management. This challenge suggests that a different topic of research has virtually remained untapped by supply chain scholars: the topic of persuasive education and training methods.