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

Fluid partnering competence represents the seller’s ability to change supply chain partners quickly.

Items

• Ability to rapidly assemble resources from dynamic pool of supply chain partners. (0.71)
• Adept at reconfiguring network of supply chain partners in very short time. (0.68)
• Able to work with a dynamic pool of supply chain partners. (0.84)

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.