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Type of Information Exchanged | Sales | Purch | Total % | Pearson Chi- |
---|---|---|---|---|
Staff % | Staff % | Square | ||
Problem resolution | 100 | 100 | 100 | 0.0 c |
On-time delivery | 94 | 100 | 96 | 11.7 a |
Product quality | 97 | 100 | 98 | 5.4 b |
Accurate invoicing | 97 | 100 | 98 | 5.4 b |
Forecast demand and supply | 92 | 97 | 93 | 4.5 b |
Complete orders | 91 | 95 | 92 | 2.4 c |
Flexibility to accept order changes | 90 | 95 | 92 | 3.2 c |
New product development | 95 | 96 | 96 | 0.1 c |
Opportunities and threats | 97 | 98 | 97 | 2.4 c |
Price negotiation | 97 | 97 | 97 | 0.0 c |
Percent calculated out of a total possible count of 176 purchasing staff and 297 sales staff. | ||||
Significance: a = 99% confidence; b = 95% confidence; and c = no significant difference. |
Sales Staff | Purchasing Staff | Pearson | |||||
---|---|---|---|---|---|---|---|
Type of Information | Weekly | Monthly Several | Weekly | Monthly | Several | Chi- | |
or | or | Times | or | or | Times | Square | |
More | Several | a Year | More | Several | a Year | ||
Often | Times a or Less | Often | Times a | or Less | |||
Month | Often | Month | Often | ||||
Problem resolution | 73 | 21 | 6 | 59 | 18 | 24 | 45.5 a |
Completeness of orders | 45 | 21 | 34 | 40 | 21 | 39 | 1.8 c |
Price negotiation | 41 | 37 | 22 | 6 | 6 | 87 | 188.1 a |
Timeliness of deliveries | 29 | 23 | 48 | 49 | 12 | 39 | 20.3 a |
Forecast supply and demand | 20 | 33 | 47 | 40 | 17 | 43 | 26.0 a |
Order change flexibility | 17 | 20 | 63 | 40 | 20 | 40 | 30.8 a |
Product quality | 13 | 23 | 63 | 30 | 29 | 41 | 26.6 a |
Opportunities and threats | 13 | 28 | 60 | 13 | 44 | 43 | 14.4 a |
New product development | 2 | 13 | 85 | 15 | 18 | 68 | 31.0 a |
Invoice accuracy | 0 | 43 | 57 | 6 | 29 | 65 | 20.3 a |
Percent who responded (total possible count of 30 suppliers and 34 customers). | |||||||
Significance: a = 99% confidence; b = 95% confidence; and c = no significant difference. |
Information Type | Sales | Purchasing | Diff in | |||
---|---|---|---|---|---|---|
Mean S. D. | Mean | S. D. | Means | Sig | ||
Problem resolution relative frequency | 6.9 | 0.5 | 7.0 | 0.3 | -0.1 | c |
Quality relative frequency | 6.8 | 0.9 | 7.0 | 0.2 | -0.2 | b |
Delivery timeliness relative frequency | 6.4 | 1.6 | 7.0 | 0.0 | -0.6 | a |
Order completeness relative frequency | 6.3 | 1.8 | 6.7 | 1.3 | -0.4 | a |
Order flexibility relative frequency | 6.4 | 1.7 | 6.7 | 1.3 | -0.3 | c |
Invoice accuracy relative frequency | 6.8 | 1.0 | 7.0 | 0.0 | -0.2 | a |
Price negotiation relative frequency | 6.7 | 1.0 | 7.0 | 0.5 | -0.2 | a |
Forecast relative frequency | 5.0 | 2.2 | 6.1 | 1.9 | -1.1 | a |
New product relative frequency | 6.1 | 1.7 | 6.5 | 1.5 | -0.4 | a |
Opportunities and threats relative | ||||||
frequency | 6.1 | 1.5 | 6.6 | 1.2 | -0.4 | a |
Significance: a = 99% confidence; b = 95% confidence; and c = no significant difference. | ||||||
Scale of 1 to 7, with 1 not as often as necessary and 7 whenever necessary. |
Sales Staff | Purchasing Staff Pearson | ||||
---|---|---|---|---|---|
Type of Information | One way % | Both ways % | One way % | Both ways % | Chi Square |
Accuracy of invoicing | 6 | 94 | 100 | 10.0 a | |
Flexibility to accept order | 6 | 94 | 100 | 8.3 a | |
Changes | |||||
Completeness of orders | 8 | 91 | 100 | 10.8 a | |
New product development | 7 | 93 | 3 | 97 | 19.1 a |
Delivery timeliness | 100 | 7 | 93 | 21.4 a | |
Price negotiation | 99 | 3 | 96 | 5.4 c | |
Forecast supply and demand | 2 | 98 | 5 | 95 | 0.8 c |
Product quality | 100 | 100 | 0.0 c | ||
Problem resolution | 100 | 100 | 0.0 c | ||
Opportunities and threats | 100 | 100 | 0.6 c | ||
Percent who responded (total possible count of 176 purchasing staff and 297 sales staff). | |||||
Significance: a = 99% confidence; b = 95% confidence; and c = no significant difference |
Formal | Pearson | Informal | Pearson | |||
---|---|---|---|---|---|---|
Type of Information | SalesPurchase | Chi- | Sales | Purchase | Chi- | |
Staff | Staff | Square | Staff | Staff | Square | |
Price negotiation | 94 | 93 | 0.5 c | 86 | 61 | 38.4 a |
Problem resolution | 90 | 82 | 6.4 b | 98 | 94 | 4.5 b |
Product quality | 84 | 93 | 1.7 a | 96 | 91 | 6.0 b |
New product development | 85 | 80 | 1.5 c | 86 | 76 | 6.6 a |
Timeliness of deliveries | 73 | 84 | 6.4 b | 92 | 87 | 2.6 c |
Completeness of orders | 74 | 70 | 1.0 c | 87 | 87 | 0.0 c |
Opportunities and threats | 69 | 70 | 0.0 c | 95 | 90 | 3.7 c |
Flexibility to accept order | 55 | 64 | 3.7 c | 90 | 89 | |
changes | 0.1 c | |||||
Invoice accuracy | 54 | 53 | 0.0 c | 96 | 95 | 0.1 c |
Forecast supply and demand | 40 | 76 | 58.0 a | 87 | 82 | 2.5 c |
Percent of cases for each category (total possible count of 176 purchasing staff and 297 sales staff). | ||||||
Significance: a = 99% confidence; b = 95% confidence; and c = no significant difference. |
Sales Staff | Purchasing Staff | Pearson | |||||
---|---|---|---|---|---|---|---|
Type of Information | Most Rich— Face to Face % | Rich— Phone% | Less Rich Media% | Most Rich— Face to Face % | Rich— Phone% | Less Rich Media% | Chi- Square |
Opportunities and threats | 97 | 2 | 87 | 13 | 20.0 a | ||
New product development | 94 | 4 | 2 | 85 | 14 | 1 | 18.7 a |
Problem resolution | 91 | 9 | 89 | 11 | 0.5 c | ||
Product quality | 81 | 18 | 1 | 80 | 19 | 1 | 0.8 c |
Price negotiation | 87 | 13 | 1 | 83 | 15 | 2 | 1.6 c |
Forecast supply and demand | 55 | 42 | 4 | 59 | 31 | 11 | 11.7 a |
Timeliness of deliveries | 34 | 64 | 1 | 46 | 47 | 7 | 19.5 a |
Completeness of orders | 33 | 53 | 14 | 40 | 59 | 2 | 18.1 a |
Order change flexibility | 25 | 69 | 6 | 36 | 62 | 2 | 9.7 a |
Invoice accuracy | 18 | 70 | 11 | 19 | 72 | 9 | 0.6 c |
Percent who responded (total possible count of 176 purchasing staff and 297 sales staff). | |||||||
Significance: a = 99% confidence; b = 95% confidence; and c = no significant difference. |
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