Demand chain management: An integrative approach in automotive retailing

Peter Hines, Riccardo Silvi, Monica Bartolini

Research output: Contribution to journalArticlepeer-review

46 Citations (Scopus)


Recent reviews of the 'operations management' (OM) research literature have shown a surprising little shift towards empirical methodologies from traditional modelling solution methods. In addition, there is generally a lack of empirical testing and validation of manufacturing strategies. Coupled to this fact is that empirical work is rarely carried out in an inter-disciplinary manner, with the complete combination of OM, marketing, strategy, lean thinking and accounting approaches particularly poorly researched. Fully cross-functional integrative empirical research is required to help support the understanding of the applicability of OM practices within industry. This paper explores such an integration of approaches developed within the 'lean thinking, strategic cost management, marketing and policy deployment areas'. In order to investigate the approach a single automotive retailer is used as an instrumental case. The results of the study show that the new approach stands up well as an integrative approach that can prove highly beneficial results. However, the pilot work also identified a number of limitations that are the basis of further refinement and testing of the method.

Original languageEnglish
Pages (from-to)707-728
Number of pages22
JournalJournal of Operations Management
Issue number6
Publication statusPublished - Nov 2002
Externally publishedYes


  • Accounting/operations
  • Case study research
  • Interdisciplinary
  • Marketing/operations interface
  • Operation strategy
  • Process design
  • Service operations


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