Behavioral combinations that explain collaboration in the supply network

The aim of this study was to investigate whether combinations of factors regarding organizational culture and the personality traits of purchase managers and sales managers are relevant to explain collaboration in the supply network (CSN). Our theoretical framework comprises Behavioral Operations Management, Organizational Behavior and Supply Network. We used a self-administered electronic questionnaire based on instruments that are well-known in the literature. We used Qualitative Comparative Analysis with dichotomized conditions. CSN with suppliers showed different associationswith behavioral constructs compared to CSN with customers, which shows behavioral differences between purchase and sales managers. Our findings concerning CSN suggest that the behavioral requirements for hiring purchase and sales managers are different, and that customer relations are a priority within the organization.