Growing, learning, and connecting: Deciphering the complex relationship between government customer concentration and firm performance

IF 10.2 2区管理学 Q1 MANAGEMENT

Journal of Supply Chain Management Pub Date : 2024-03-31 DOI:10.1111/jscm.12319

Ellie C. Falcone, Brian S. Fugate, Matthew A. Waller

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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.

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成长、学习和联系：解读政府客户集中度与企业绩效之间的复杂关系

企业的客户组合与企业绩效之间的相互作用，提出了一个挑战传统供应链的理论难题。尤其是政府客户集中度的作用--企业在多大程度上将政府实体纳入其客户群--成为一个关键因素，既有可能提高企业绩效，也有可能给企业绩效带来负担。通过分析美国联邦采购数据系统（下一代）、Compustat 和 FactSet Revere 中的 3,643 个公司年度观测数据，我们发现政府客户集中度与公司业绩之间呈反 U 型关系。政府客户集中度过高或过低都会对绩效产生不利影响，这表明战略平衡至关重要。企业规模、吸收能力和网络嵌入性是处理这一复杂关系的关键，可引导企业优化其政府客户组合。这项研究推动了有关客户群管理的讨论，强调了企业与政府买家互动时必须考虑的重要战略因素。

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来源期刊

Journal of Supply Chain Management MANAGEMENT-

CiteScore

16.00

自引率

6.60%

发文量

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.