Management and Marketing - Research Publications

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    Impact of Environmental Uncertainty and Contractual Embeddedness on Supplier's Sales Probability
    Mannaperuma, B ; Singh, P ; Ho, W ; Kurnia, S (The Academy of Management, 2019)
    Existing literature offers limited knowledge about online markets that consist of open contractual and supply networks. Online markets allow consumers to develop their supply chains by choosing suppliers from the open contractual network. Suppliers’ contractual embeddedness (SCE), which is how they are contracted with each other, may influence their sales probability in online markets. However, SCE is conceptually vague because literature posits both linear and nonlinear effects of embeddedness on performance mostly based on subjective measures. Also, suppliers change their contracts in online markets to adapt to environmental uncertainty over time, but this remains poorly understood in the literature. Hence, this study explores how the environmental uncertainty dimensions of dynamism, munificence and complexity and objective measures of SCE such as degree and closeness centralities impact the supplier’s sales probability by mainly invoking Complex Adaptive System theory and Social Network theories. Applying panel logit regression model to Australian-based Open Food Network data from 2012 to 2016, this study empirically validates that SCE generally improves the supplier’s sales probability and environmental uncertainty dimensions moderate that relationship. Network diagrams illustrate the local optimisation behaviour of network clusters and how they evolve into different network patterns over time.
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    Supplier’s contractual embeddedness and sales performance in uncertain environments
    Mannaperuma, B ; Singh, P ; Ho, W ; Kurnia, S (EurOMA, 2019)
    Literature offers limited knowledge on the online markets that consist of both open contractual and supply networks which are subject to environmental uncertainties. This study investigates how the environmental uncertainty dimensions and supplier’s contractual embeddedness (as informed by the degree and closeness centralities) impact the supplier’s sales probability in light of Complex Adaptive System theory, Social Network Analysis and the environmental uncertainty literature. Australian based Open Food Network data from 2012 to 2016 empirically validates that the supplier’s contractual embeddedness generally improves its sales probability and uncertainty dimensions moderate this relationship with the help of panel logit regression model.
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    Moderating influence of the business environment on suppliers’ contractual embeddedness and sales probability: complex adaptive system view
    Mannaperuma, B ; Singh, P ; Ho, W ; Kurnia, S (Virtual Observatory for the Study of Online Networks, 2018)
    Businesses that are unable to withstand the market domination and product surpluses increasingly use internet enabled alternative distribution channels. These online platforms lead to coexistence and simultaneous coevolution of both the open contractual and the real supply networks that emerged in a single complex adaptive system (CAS). The existing mere CAS applications to the supply networks are not adequate to understand how these two network evolutions vary by the business environmental conditions such as dynamism, munificence and complexity. Therefore, in light of CAS theory, social network analysis (SNA) technique and the business environment literature, this paper proposes a conceptual model to recognise how a supplier’s contractual embeddedness determines its sales probability in the supply network while adapting the business environment. With the support of panel logit regression model, the empirical data from the Australian based Open Food Network from 2012 to 2016 validate the positive associations between a supplier’s contractual embeddedness as informed by degree and closeness centralities and the sales probability in supply network. Both dynamic and complex environments improve the positive association between a supplier’s degree centrality and the sales probability. Though munificence increases the positive association between a supplier’s closeness centrality and the sales probability, dynamism lowers this relationship. This paper first extends the CAS theory with significant system level interactions and secondly develops network diagrams using SNA to illustrate the local optimisation behaviour of network clusters and their evolutions into different network patterns such as scale free, block diagonal and centralised connected through structural holes. Third, this is the first longitudinal study to analyse how a supplier’s contractual embeddedness contributes to its sales probability in the real supply network subjecting to environmental conditions.