BEHAVIORAL COMBINATIONS THAT EXPLAIN COLLABORATION IN THE SUPPLY NETWORK

ABSTRACT This study aimed to investigate whether combinations of factors regarding organizational culture and the personality traits of purchasing managers and sales managers are relevant for explaining 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 had different associations with behavioral constructs than CSN with customers did, which shows there are behavioral differences between purchasing and sales managers. Our findings with regard to CSN suggest that the behavioral requirements for hiring purchasing and sales managers are different, and that customer relations are a priority within the organization.