Fiala 2005

Journal of Operations Management 28 (2010) 5871
Contents lists available at ScienceDirect
Journal of Operations Management

journal homepage: www.elsevier.com/locate/jom
The impact of supply chain integration on performance: A contingency

and conguration approach
Barbara B. Flynn a, Baofeng Huo b,c,*,1, Xiande Zhao d,2
a
Kelley School of Business, Indiana University, 801 W. Michigan St., Indianapolis, IN 46202, United States
School of Management, Xian Jiaotong University, China
c
Centre for Supply Chain Management & Logistics, Li & Fung Institute of Supply Chain Management & Logistics, The Chinese University of Hong Kong, Shatin, N.T., Hong Kong
d
Department of Decision Sciences and Managerial Economics, Faculty of Business Administration, The Chinese University of Hong Kong, Shatin, N.T., Hong Kong
b
A R T I C L E I N F O
A B S T R A C T
Article history:
Received 15 February 2008
Received in revised form 29 May 2009
Accepted 8 June 2009
Available online 17 June 2009
This study extends the developing body of literature on supply chain integration (SCI), which is the
degree to which a manufacturer strategically collaborates with its supply chain partners and
collaboratively manages intra- and inter-organizational processes, in order to achieve effective and
efcient ows of products and services, information, money and decisions, to provide maximum value to
the customer. The previous research is inconsistent in its ndings about the relationship between SCI
and performance. We attribute this inconsistency to incomplete denitions of SCI, in particular, the
tendency to focus on customer and supplier integration only, excluding the important central link of
internal integration. We study the relationship between three dimensions of SCI, operational and
business performance, from both a contingency and a conguration perspective. In applying the
contingency approach, hierarchical regression was used to determine the impact of individual SCI
dimensions (customer, supplier and internal integration) and their interactions on performance. In the
conguration approach, cluster analysis was used to develop patterns of SCI, which were analyzed in
terms of SCI strength and balance. Analysis of variance was used to examine the relationship between SCI
pattern and performance. The ndings of both the contingency and conguration approach indicated
that SCI was related to both operational and business performance. Furthermore, the results indicated
that internal and customer integration were more strongly related to improving performance than
supplier integration.
2009 Elsevier B.V. All rights reserved.
Keywords:
Supply chain integration
Taxonomy
Performance
China
Supply chain management
1. Introduction
Researchers have long articulated the need for a close,
integrated relationship between manufacturers and their supply
chain partners (e.g., Lambert et al., 1978; Armistead and Mapes,
1993). However, only recently has there been a call for a systematic
approach to supply chain integration (SCI), as increasingly global
competition has caused organizations to rethink the need for
cooperative, mutually benecial supply chain partnerships (Lambert and Cooper, 2000; Wisner and Tan, 2000) and the joint
improvement of inter-organizational processes has become a high
priority (Zhao et al., 2008).
* Corresponding author. Tel.: +1 317 278 8586; fax: +1 317 274 3312.
E-mail addresses: [email protected] (B.B. Flynn), [email protected]
(B. Huo), [email protected] (X. Zhao).
1
Tel.: +852 3163 4493; fax: +852 3163 4492.
2
Tel.: +852 2609 7650; fax: +852 2603 6840.
0272-6963/$ see front matter 2009 Elsevier B.V. All rights reserved.
doi:10.1016/j.jom.2009.06.001
The existing research on SCI, however, is characterized by

evolving denitions and dimensions (Van der Vaart and van Donk,
2008). While some focuses on the individual dimensions of SCI
(Cousins and Menguc, 2006; Homburg and Stock, 2004; Koufteros
et al., 2007), in particular customer and supplier integration, others
use various omnibus denitions (Armistead and Mapes, 1993;
Rosenzweig et al., 2003), examining SCI as a single construct. In
addition, many conceptualizations of SCI are incomplete, leaving
out the important central link of internal integration.
These incomplete and evolving conceptualizations have led to
inconsistent ndings about the relationship between SCI and
performance (e.g. Devaraj et al., 2007; Germain and Iyer, 2006; Das
et al., 2006; Stank et al., 2001a). In order to fully understand SCI and
its relationship to performance, there is a need to examine both
how individual dimensions of SCI are related to different
dimensions of performance, as well as how patterns of SCI are
related to different dimensions of performance. This suggests
taking both a contingency and a conguration approach to
studying SCI, echoing the appeal of Harland et al. (2007). In
particular, it is important to apply both approaches within a single
B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871
study, in order to determine whether the ndings are due to the

relationship between SCI and performance or are an artifact of the
data collection and survey design.
We build on this foundation, applying a contingency approach
to examine the relationship between internal, customer and
supplier integration and both operational and business performance. We suggest that customer and supplier integration
moderate the relationship between internal integration and
performance, building upon its foundation. We then apply a
conguration approach to delve more deeply into how the
dimensions of SCI work together, in order to continue to learn
about how various SCI patterns are related to performance. In
relating SCI patterns to performance, we examine both operational
and business performance measures, which allows drawing more
comprehensive conclusions.
An important question that this allows us to consider is whether
SCI patterns that are either strong or balanced are more strongly
related to specic performance measures, or whether organizations
that have supply chains that are well integrated (strength) across the
board (balance) will have better performance on all dimensions.
These questions are important to decision makers because they
provide insights about strategies for pursuing SCI.
2. Theoretical background
2.1. Denition of SCI
The SCI construct is relatively new as an area of research,
although there is an extensive body of research on unidimensional
supply chain relationships, examining collaborative relationships
between a manufacturer and either its customers or suppliers
(Paulraj et al., 2008; Mabert and Venkataramanan, 1998; Spekman
et al., 1998; Fawcett and Magnan, 2002). While some focus on dyadic
relationships with supply chain partners (Lee and Whang, 2001),
others focus on managing a supply chain as a single system, rather
than attempting to individually optimize fragmented subsystems
(Vickery et al., 2003; Naylor et al., 1999; Bowersox and Morash,
1989; Hammer, 1990; Stevens, 1989). While some SCI denitions
emphasize ows of materials and parts, others focus more on ows
of information, resources and cash. Although these descriptions
touch many of the critical elements of SCI, they are broad in focus. In
addition, most fail to consider the strategic nature of SCI.
We build upon the existing literature on the SCI construct,
including the manufacturer (internal integration) and extending
from it both directions (customer and supplier integration), and
building upon its gaps to develop a parsimonious denition of SCI.
The term integration is dened as the unied control of a
number of successive or similar economic or especially industrial
processes formerly carried on independently (Websters 1966, p.
1175). Applying this in a supply chain context, we dene SCI as the
degree to which a manufacturer strategically collaborates with its
supply chain partners and collaboratively manages intra- and
inter-organization processes. The goal is to achieve effective and
efcient ows of products and services, information, money and
decisions, to provide maximum value to the customer at low cost
and high speed (Bowersox et al., 1999; Frohlich and Westbrook,
2001; Naylor et al., 1999).
This denition includes several important elements. First, we
highlight the importance of strategic collaboration, which is an
ongoing partnership to achieve mutually benecial strategic goals.
It engenders mutual trust, increases contract duration and
encourages efcient conict resolution and sharing of information,
rewards and risks (Ellram, 1990; Heide and John, 1990; Poirier and
Reiter, 1996). While operational coordination can only lead to
operational benets, strategic coordination provides both operational and strategic benets (Sanders, 2008). This denition also
59
emphasizes intra- and inter-organization processes, since SCI is

comprehensive and encompasses a variety of activities, including
many that are focused on materials, transportation and administrative tasks (Bowersox and Morash, 1989; Hillebrand and
Biemans, 2003). Finally, we emphasize the customer-facing nature
of SCI, stating that its primary objective is to provide maximum
value for the customer.
2.2. Dimensions of SCI
Consideration of the dimensionality of SCI is important in
understanding the way that the individual dimensions operate, as
well as how they function jointly. Appendix A contains a summary of
important previous studies investigating various dimensions of SCI.
While some authors investigated SCI as a unidimensional construct
(Armistead and Mapes, 1993; Marquez et al., 2004; Rosenzweig
et al., 2003), others have broken SCI into internal and external
integration (Campbell and Sankaranl, 2005; Morash and Clinton,
1998; OLeary-Kelly and Flores, 2002; Pagell, 2004; Petersen et al.,
2005; Ragatz et al., 2002; Stank et al., 2001b; Stanley and Wisner,
2001; Zailani and Rajagopal, 2005), and some have taken an even
broader perspective, including multiple dimensions (Droge et al.,
2004; Gimenez and Ventura, 2005; Koufteros et al., 2005;
Narasimhan and Kim, 2002; Stank et al., 2001a; Vickery et al.,
2003). While each of these dimensions represents an important
aspect of SCI, there is a great deal of overlap between them, making it
difcult to untangle their relationships.
We argue that the diverse dimensions of SCI can ultimately be
collapsed into three dimensions: customer, supplier and internal
integration. Customer and supplier integration are commonly
referred to as external integration, which is the degree to which a
manufacturer partners with its external partners to structure
inter-organizational strategies, practices and processes into
collaborative, synchronized processes (Stank et al., 2001b).
Customer integration involves core competencies derived from
coordination with critical customers, whereas supplier integration
involves core competencies related to coordination with critical
suppliers (Bowersox et al., 1999). In contrast, internal integration
focuses on activities within a manufacturer. It is the degree to
which a manufacturer structures its own organizational strategies,
practices and processes into collaborative, synchronized processes,
in order to fulll its customers requirements (Cespedes, 1996;
Kahn and Mentzer, 1996; Kingman-Brundage et al., 1995) and
efciently interact with its suppliers.
Internal integration and external integration play different roles
in the context of SCI. While internal integration recognizes that the
departments and functions within a manufacturer should function
as part of an integrated process, external integration recognizes the
importance of establishing close, interactive relationships with
customers and suppliers. Both perspectives are important in
allowing supply chain members to act in a concerted way, to
maximize the value of the supply chain.
2.3. Contingency approach to SCI
Contingency theory (Lawrence and Lorsch, 1967; Thompson,
1967) argues that no theory or method can be applied in all
instances, in other words, that there is no one best way to design an
organization (Scott and Cole, 2000). It employs a reductionist
approach, treating an organization as decomposable into independent elements (Sinha et al., 2005). The environment that an
organization operates within shapes its structures and processes.
This suggests that organizations should match their structures and
processes to their environment, in order to maximize performance
(Donaldson, 2001; Lawrence and Lorsch, 1967), and customers and
suppliers are an important part of a manufacturers environment.
60
Structural contingency theory (Chandler, 1962; Lawrence and

Lorsch, 1967; Galbraith, 1973) suggests that how well an
organization performs depends on the extent to which the strategy
that it seeks to pursue is aligned with its design. This alignment
between strategy and performance is described as t in the
strategic management literature (Drazin et al., 1985; Venkatraman
and Prescott, 1990; Milgrom and Roberts, 1995). Applied to SCI,
structural contingency theory suggests that the individual
dimensions of SCI should be aligned, in order to achieve the best
performance.
2.3.1. Relationship between internal integration and performance
Just as internal t indicates consistency among structural
characteristics within an organization (Drazin et al., 1985; Venkatraman and Prescott, 1990; Milgrom and Roberts, 1995), internal
integration recognizes that different departments and functional
areas within a rm should operate as part of an integrated process.
Because internal integration breaks down functional barriers and
engenders cooperation in order to meet the requirements of
customers, rather than operating within the functional silos
associated with traditional departmentalization and specialization,
it is expected to be related to performance. Although manufacturers
may maintain a functional organization structure, customer orders
ow across functions and activities. When an order is delayed,
customers do not care which function caused the delay; they simply
want to know whether the order has been fullled. This calls for an
integrated customer order fulllment process, in which all involved
activities and functions work together. Information sharing, joint
planning, cross-functional teams and working together are important elements of this process.
Selecting the appropriate performance measures is challenging,
due to the inherent complexity and interdependence of supply
chains. While Chen and Paulraj (2004a) argued that nancial
performance should be the main measure of SC performance
because of the shareholder prot motive, others have described the
limitations of relying solely on nancial measures of performance
(Dixon et al., 1990; Eccles and Pyburn, 1992; Hall, 1983; Johnson
and Kaplan, 1987; Skinner, 1971). Van Hoek (1998) and Beamon
(1999) suggested that SC performance measurement should
include operational indicators, such as customer service and the
ability to respond to a changing environment. Neely et al. (1995)
listed cost, time, quality, delivery and exibility as important
measures of operational performance.
Although some authors found no direct relationship between
internal integration and operational performance (Koufteros et al.,
2005; Gimenez and Ventura, 2005), others found a positive
relationship between internal integration and operational performance, including process efciency (Saeed et al., 2005) and logistics
service performance (Germain and Iyer, 2006; Stank et al., 2001a,b).
We argue that internal integration is the base for SCI and will be
positively related to operational performance. Thus, we propose:
H1a. Internal integration is positively related to the operational
performance of the manufacturer within a supply chain.
Stank et al. (2001b) described internal and customer integration
as the most signicant differentiators of overall rm performance,
and although the literature on the relationship between SCI and
business performance is quite extensive (e.g. Droge et al., 2004;
Frohlich and Westbrook, 2001, 2002; OLeary-Kelly and Flores,
2002; Rosenzweig et al., 2003; Swink et al., 2007; Zailani and
Rajagopal, 2005), it is inconclusive. For example, while Droge et al.
(2004) found that both internal and external integration were
related to nancial performance and market share, Swink et al.
(2007) found that the individual dimensions of SCI had differing
impacts on business performance. More typical are studies that
indirectly link SCI to business performance, for example, through

improved product innovation (Koufteros et al., 2005) or operational performance, or through a mediated or moderated relationship (Vickery et al., 2003; Rosenzweig et al., 2003; OLeary-Kelly
and Flores, 2002). Thus, we propose:
H1b. Internal integration is positively related to the business
performance of the manufacturer within a supply chain.
2.3.2. Relationship of customer and supplier integration to
performance
According to structural contingency theory, external t
indicates consistency between an organizational structure and
the strategy it pursues in response to its external environment. As
its external environment (in a supply chain, the characteristics of
its customers and suppliers) changes, a manufacturer should
respond by developing, selecting and implementing strategies to
maintain t, not only among internal structural characteristics, but
also with its external environment (Hambrick, 1983; Kotha and
Nair, 1995; Tushman and Nadler, 1978). Thus, customer and
supplier integration build on a manufacturers internal integration
to form an important element of SCI.
A close relationship between customers and the manufacturer
offers opportunities for improving the accuracy of demand
information, which reduces the manufacturers product design
and production planning time and inventory obsolescence,
allowing it to be more responsive to customer needs. Because
customer integration generates opportunities for leveraging the
intelligence embedded in collaborative processes, it enables
manufacturers to reduce costs, create greater value and detect
demand changes more quickly. Customer integration has been
found to be related to customer satisfaction, both directly
(Homburg and Stock, 2004) and indirectly, through its relationship
to product development and innovation (Koufteros et al., 2005;
Song and Di Benedetto, 2008).
In an integrated supply chain, development of a strong strategic
partnership with suppliers will facilitate their understanding and
anticipation of the manufacturers needs, in order to better meet its
changing requirements. This mutual exchange of information
about products, processes, schedules and capabilities helps
manufacturers develop their production plans and produce goods
on time, improving delivery performance. By developing a good
understanding of the manufacturers operations, suppliers achieve
a high level of customer service, which, in turn, helps the
manufacturers improve their customer service. Supplier integration has been found to be related to product development
performance (Petersen et al., 2005; Koufteros et al., 2007; Ragatz
et al., 2002) and supplier communications performance (Cousins
and Menguc, 2006). Others, however, have found no relationship
between supplier integration and operational performance (Stank
et al., 2001b) or a negative relationship (Koufteros et al., 2005;
Stank et al., 2001a; Swink et al., 2007).
The work of stage theorists suggests that internal integration is
a prerequisite for both customer and supplier integration (Morash
and Clinton, 1998). Their argument rests on the notion that
external uncertainties and linkages must be internally absorbed
into the proper places in an organization and that the primary
impediment to achieving the benets of external SCI is intraorganizational barriers to internal integration. Customer and supplier
integration extend internal integrations elimination of functional
silos to span across organizational boundaries. Thus,
H2a. Customer and supplier integration are positively related to
the operational performance of the manufacturer within a supply
chain, given the relationship between internal integration and
operational performance.
H2b. Customer and supplier integration are positively related to

the business performance of the manufacturer within a supply
chain, given the relationship between internal integration and
business performance.
2.3.3. Moderating effects
Contingency theory also suggests that individual dimensions of
SCI will interact to affect performance. A manufacturers efforts in
external supplier and customer integration help it take full
advantage of its internal integration, in order to achieve better
operational performance.
Germain and Iyer (2006) found that the interaction between
internal integration and customer integration was related to
logistics performance, which in turn was related to nancial
performance. Droge et al. (2004) found that internal integration
moderated the effect of external integration on performance, and
Devaraj et al. (2007) found that customer integration moderated
the relationship between supplier integration and performance.
We hypothesize two- and three-way interactions between the
dimensions of SCI.
H3a. Customer and supplier integration will moderate the relationship between internal integration and operational performance.
H3b. Customer and supplier integration will moderate the relationship between internal integration and business performance.
2.4. Conguration approach
Although the perspectives provided by the contingency
approach contribute to the knowledge about SCI, this approach
is somewhat limited. While it allows detailed examination of the
relationship between the dimensions of SCI and performance, its
reductionism causes it to be unable to handle complicated
organizational phenomena from a holistic perspective. Because
an organization is composed of many contingencies (Siggelkow,
2001; Sinha et al., 2005), drawing conclusions about specic
contingent relationships can be challenging. Results from a
contingency approach can also be difcult to interpret when
some of the interactions are nonsignicant. A third issue related to
the contingency approach is the multicollinearity between the
independent variables that comprise a related construct like SCI
that is often present.
This suggests that additional analysis, based on a conguration
perspective, will be useful in analyzing the relationship between
SCI and performance. Conguration theory describes an organization as a set of interrelated activities. Rather than the pairwise
relationships that the contingency approach focuses on, a
conguration approach views t in terms of gestalts or
congurations of various elements and their relationships (Drazin
et al., 1985). The conguration approach argues that, when
organizational elements are consistent with each other, a holistic,
rather than piecemeal, analysis should be applied (Miller, 1986;
Ward et al., 1996). This approach is very useful in handling the coalignment or t among multiple variables, such as the dimensions
of SCI, and it is appropriate for handling complex relationships.
2.4.1. Congurations of SCI
The conguration approach focuses on establishing patterns or
proles. According to conguration theory (Miller, 1986), the
alignment of strategy and systems or practices is reected in the
patterns observed in practice. This suggests a need to articulate
emergent patterns of SCI. The inductive conguration approach is
data driven, applying an analytical approach to empirically
61
develop a taxonomy. Taxonomies contribute to both theory and

practice by providing parsimonious descriptions which are useful
in discussion, research and pedagogy (Miller and Roth, 1994, p.
286) and revealing insights into the underlying structures of
competition from the viewpoint of operations (Zhao et al., 2006b,
p. 622). They allow for the possibility of other patterns, which may
have not been part of a theoretical typology, to emerge.
Frohlich and Westbrook (2001) developed a taxonomy of
different patterns or arcs of SCI and showed that they were
related to performance differences. Their taxonomy included ve
types, including inward-, periphery- supplier-, customer- and
outward-facing SCI types. It was based only on customer and
supplier integration; it did not consider internal integration. In
addition, their cutoff points were based on quartiles, so there are
not necessarily signicant gaps between members of different
groups. This suggests that an analytical grouping approach that
develops groups based on signicant gaps between them, such as
cluster analysis, may lead to a better understanding of various SCI
patterns and how they are related to performance.
Since different companies may place differing degrees of
emphasis on the individual dimensions of SCI, various congurations of SCI exist. These patterns can be described in terms of their
SCI strength and balance. SCI strength is the level or extent to which
SCI activities are carried out. Many previous studies (Frohlich and
Westbrook, 2001; Narasimhan and Kim, 2002; Petersen et al.,
2005; Devaraj et al., 2007) have measured the strength of SCI,
providing a benchmark for comparison. In contrast, SCI balance is
the extent to which a company pays equal attention to all three
dimensions of SCI. The literature indicates that manufacturers may
not place equal emphasis on every dimension of SCI. While some
may have well integrated internal systems, they may not have
extended this approach to customers and suppliers, while others
may be strong in customer or supplier integration and weaker in
their internal integration.
There is a need for a taxonomy which is based on signicant
gaps between the groups, in order to have better insights about the
relationship between SCI patterns and performance. In addition,
the literature is notably lacking a taxonomy of SCI that
incorporates internal integration, as well as customer and supplier
integration. Thus, we propose:
H4. An emergent taxonomy of manufacturers can be developed,
based on their patterns of supplier, internal and customer integration.
2.4.2. Impact of SCI patterns on performance
Conguration theory suggests that the emergent patterns of SCI
will be related to operational performance in different ways. It
argues that organizations perform better when they develop better
congurations of interconnected elements (Drazin et al., 1985;
Sinha et al., 2005). For example, a SCI pattern which is stronger in
customer integration is likely to have a stronger relationship to
customer satisfaction than a pattern which is stronger in supplier
integration. Furthermore, the relationship of SCI to performance
may be determined by the pattern SCI, in terms of the strength and
balance of the three dimensions. Therefore, we propose:
H5a. The patterns of SCI are related to the operational performance
of the manufacturer within a supply chain.
Adding internal integration to the dimensions that Frohlich and
Westbrook (2001) used in their taxonomy is expected to yield
similar results, in terms of their relationship with performance,
thus, we expect that manufacturers with the strongest overall SCI
will have the best business performance. Supplier and internal
integration help manufacturers reduce mistakes and waste,
62
through information sharing and joint planning, which is directly

related to business performance. Customer integration will help
the manufacturer better understand customer requirements and
better forecast customer demand, thus allowing the manufacturer
to provide better quality products at lower cost and more exibly.
These will, in turn, lead to better nancial performance by the
manufacturer. Furthermore the effectiveness of SCI will be related
to conguration of the three SCI dimensions. Thus, we propose:
H5b. The patterns of SCI are related to the business performance of
the manufacturer within a supply chain.
3. Research methodology
3.1. Questionnaire design and measures
We surveyed the literature to identify valid measures for
related constructs and adapted existing scales to measure internal
integration (Narasimhan and Kim, 2002), customer and supplier
integration (Narasimhan and Kim, 2002; Morash and Clinton,
1998), operational performance (Frohlich and Westbrook, 2001;
Beamon, 1999; Vickery et al., 2003) and business performance
(Narasimhan and Kim, 2002). When there were no reliable and
valid existing measures, we developed new measures, based on our
understanding of the constructs and our observations during
company visits and interviews. The indicators were all measured
using a seven-point Likert scale, where higher values indicated
stronger integration or better performance. The complete scales
are listed in Appendix B.
Since the scales drawn from the literature were in English, the
initial questionnaire was developed in English, then translated into
Chinese by an operations management professor in China. The
Chinese version was then translated back into English by another
operations management professor, and the translated English
version was checked against the original English version for
discrepancies. In mainland China, we used the Chinese version of
the questionnaire. In Hong Kong, a bilingual version of the
questionnaire was used.
There were two preliminary assessments of the questionnaire.
First, we submitted the questionnaire to academicians and supply
chain executives for their review. Next, we pre-tested it in a sample
of fteen companies, which we visited to conduct face-to-face
discussions. Based on the feedback, we modied the wording of

some questions and added or deleted some, in order to ensure that
the items were understandable and relevant to practices in China.
3.2. Sampling and data collection
Data were collected from manufacturing companies in China.
Because of Chinas size and economic diversity (Zhao et al., 2006a),
we strategically selected ve cities representing different stages of
economic development. Chongqing is in the early stages of
economic reform and market formation, while Tianjin reects
an average level. Guangzhou and Shanghai have enjoyed a higher
degree of economic reform and marketization, and Hong Kong is
one of the freest economies in the world. Although most Hong
Kong companies house their manufacturing operations in mainland China, they use Hong Kong as the hub from which to control
and direct the ows of materials, nished goods, information,
logistics and money.
The research unit was the manufacturing company and its
supply chain. To obtain a representative sample, we used the
Yellow Pages of China Telecom in each of the four mainland China
cities and the directory of the Chinese Manufacturers Association
in Hong Kong as our sampling pool. For each randomly selected
manufacturer, we identied a key informant, who typically had a
title such as supply chain manager, CEO/president, vice president
or director, and was knowledgeable about the companys internal
and external processes. We contacted the key informants by
telephone, in order to obtain their preliminary agreement to
participate.
We mailed the questionnaire, along with a cover letter
highlighting the studys objectives and potential contributions.
Follow-up telephone calls and mailings were used to improve the
response rate (Frohlich, 2002) and address potential missing data
issues. Out of 4569 companies contacted, a total of 1356
questionnaires were distributed, and there were 617 usable
questionnaires returned. The response rate was 13.5% based on
the number of companies contacted via telephone and 45.5% based
on the number of questionnaires distributed, comparable to other
SCI studies (Devaraj et al., 2007; Koufteros et al., 2005; Rosenzweig
et al., 2003; Swink et al., 2007). A prole of the respondents is
presented in Tables 1 and 2, indicating that they represent a variety
of industries and their distribution is representative of the
Table 1
Proles of responding companies.
Overall
Hong Kong
Guangzhou
Chongqing
Shanghai
Tianjin
n = 617
n = 206
n = 104
n = 104
n = 100
n = 103
Industries
Arts and crafts
Building materials
Chemicals and petrochemicals
Electronics and electrical
Food, beverage and alcohol
Jewelry
Metal, mechanical and engineering
Pharmaceutical and medical
Publishing and printing
Rubber and plastics
Textiles and apparel
Toys
Wood and furniture
Percentage distribution
1.9%
0.5%
5.0
1.9
6.3
1.5
13.1
13.6
4.9
5.8
0.5
1.0
25.4
9.2
1.8
2.4
4.4
2.4
6.6
9.2
17.8
35.4
1.3
3.9
1.9
1.0
3.8%
6.7
8.7
9.6
5.8
0.0
28.8
0.0
1.9
2.9
14.4
0.0
3.8
4.8%
8.7
7.7
11.5
4.8
0.0
35.6
3.8
9.6
2.9
3.8
0.0
1.9
1.0%
7.0
8.0
11.0
1.0
0.0
42.0
0.0
7.0
8.0
10.0
0.0
0.0
1.0%
3.9
10.7
19.4
5.8
1.0
28.2
1.9
2.9
7.8
7.8
0.0
3.9
Sales
<HK$5M
HK$510M
HK$1020M
HK$2050M
HK$50100M
HK$100 or more
Percentage distribution
32.4%
9.1%
14.1
9.1
12.4
15.3
15.8
22.2
10.2
13.6
15.0
30.7
49.0%
18.3
4.8
12.5
9.6
5.8
33.7%
12.5
19.2
16.3
7.7
10.6
30.0%
16.0
12.0
15.0
15.0
12.0
56.3%
18.4
8.7
8.6
2.9
4.9
63

Table 2
Respondent characteristics.
Position
% of
respondents
Years in current
position
% of
respondents
Top management
Middle management
39.9%
56.9
13 years
46 years
26.9%
22.9
Other
3.2
712 years
More than 12 years
24.6
25.6
concentration of industries in the cities studied. Most of the

respondents have been in their position for more than three years;
thus, they should be knowledgeable about the information
requested.
To assess potential late response bias, we compared early and
late responses on their physical assets, annual sales and number of
employees (Armstrong and Overton, 1977), with a t-test showing
no signicant differences. Since there was a single informant per
organization, the potential for common method bias was assessed.
Analysis of Harmons single-factor test of common method bias
(Podsakoff and Organ, 1986; Podsakoff et al., 2003; Hochwarter
et al., 2004) revealed nine distinct factors with eigenvalues above
or near 1.0, explaining 72.1% total variance. The rst factor
explained 33.8% of the variance, which was not the majority of the
total variance. It is acceptable for a study such as this, where the
constructs are correlated, both conceptually and practically. To
further assess common method bias, conrmatory factor analysis
was applied to Harmans single-factor model (Sanchez and Brock,
1996). The models t indices of x2 (986) = 11690.67, NNFI = 0.85,
CFI = 0.86, RMSEA = 0.18 and SRMR = 0.13 were unacceptable and
were signicantly worse than those of the measurement model.
This suggests that a single factor is not acceptable, thus the
common method bias is small. As a third test of common method
bias, a measurement model including only the traits and one
including a method factor, in addition to the traits, were tested
(Widaman, 1985; Paulraj et al., 2008; Podsakoff et al., 2003;
Williams et al., 1989). The results of the method factor model
marginally improved model t (NFI by 0.01, NNFI by 0.01, CFI 0.01),
with the common method factor accounting for 10.2% of the total
variance. The path coefcients of the trait factors and their
signicance were similar between the two models, suggesting that
they were robust, despite the inclusion of a method factor (Paulraj
et al., 2008). This provides further indication that the common
method bias is not a serious concern.
3.3. Reliability and validity
Each variables cumulative proportion was plotted against the
cumulative proportion for several test distributions, revealing that
the data appeared to be approximately normally distributed. The
scales were all reliable, with alpha values ranging from 0.84 to 0.94
(see Table 3). Appendix B reveals that all items had strong loadings
on the construct that they were intended to measure. The EFA
results also indicate that all items have lower loadings on the
constructs that they were not intended to measure. The results
demonstrate construct unidimensionality. Content validity was
established through a domain search of the literature, careful
synthesis and critical evaluation of existing constructs and an
iterative construct review by domain experts.
We rst used CFA to evaluate convergent validity as suggested
by OLeary-Kelly and Vokurka (1998). Each measurement item was
linked to its corresponding construct, and the covariance among
the constructs was freely estimated. The model t indices were x2
(976) = 4751.23, NNFI = 0.95, CFI = 0.95, RMSEA = 0.090 and
SRMR = 0.070. Thus, the model was acceptable (Hu and Bentler,
1999), indicating convergent validity (OLeary-Kelly and Vokurka,
1998). Furthermore, all factor loadings were greater than 0.50, the
t-values were all greater than 2.0 (Droge et al., 2004; Koufteros
et al., 2007; Narasimhan and Kim, 2002; Vickery et al., 2003), and
each items coefcient is greater than twice its standard error
(Anderson and Gerbing, 1988), further demonstrating convergent
validity. The estimates for the average variance extracted (AVE)
were higher than 0.50 for four constructs, and 0.46 for the fth
construct. While Fornell and Larcker (1981) suggested that the
minimum AVE should be 0.50 and one of our constructs fall slightly
below the minimum of 0.50, we satised the more detailed criteria
set by several other studies as indicated above. Therefore our
constructs have convergent validity.
In order to assess discriminant validity, we built a constrained
CFA model for every possible pair of latent constructs, in which the
correlations between the paired constructs were xed to 1.0. This
was compared with the original unconstrained model, in which the
correlations among constructs were freely estimated. The x2
difference demonstrated discriminant validity (Bagozzi et al.,
1991; Chen and Paulraj, 2004b; OLeary-Kelly and Vokurka, 1998).
Furthermore, the average variance extracted (AVE) for each
construct was greater than the squared correlation between that
construct and the other constructs as suggested by Fornell and
Larcker (1981), providing further evidence of discriminant validity.
4. Results
4.1. Contingency analysis of SCI
Hierarchical regression analysis was used to test hypotheses 1
3. In the rst step, the direct effect of internal integration on
operational and business performance was assessed. In the second
step, we assessed the relationship of customer and supplier
integration to operational or business performance, given the
relationship between internal integration and operational or
Table 3
Descriptive statistics.
Correlation coefcients
Cronbachs alpha
Supplier
integration
Internal
integration
Supplier integration
Internal integration
Customer integration
Operational performance
Business performance
1.00
0.52***
0.65***
0.31***
0.22***
1.00
0.59***
0.40***
0.35***
1.00
0.46***
0.25***
1.00
0.31***
1.00
Mean
Standard deviation
3.51
1.41
4.05
1.45
4.26
1.26
5.43
.97
3.99
1.16
*p < 0.05. **p < 0.01.

***
p < 0.001.
Customer
integration
Operational
performance
Business
performance
0.94
0.92
0.90
0.86
0.94
64
Table 4
Regression results for operational performance.
Model
Independent variables
R2
t
***
DR2
Constant
4.34
.27
40.78
10.94***
.163
Constant
3.78
.14
.27
.02
30.10***
4.62***
6.97***
.57
.237
63.51***
.074
Constant
II CI interaction
II SI interaction
CI SI interaction
II CI SI interaction
3.55
.16
.30
.03
.00
.00
.06
.01
19.90***
4.75***
7.47***
.93
.15
.10
2.50*
.73
.255
29.71***
.017
*
***
119.58
***
p < 0.05, **p < 0.01.

p < 0.001.
business performance. The third step assessed the relationship

between two- and three-way interactions of internal, customer
and supplier integration and operational or business performance,
in order to determine whether there was a moderating effect.
The results of the hierarchical regression analysis for operational and business performance are contained in Tables 4 and 5.
Table 4 indicates that there is a signicant direct relationship
between internal integration and operational performance, supporting H1a. Adding customer and supplier integration to the
model yielded a signicant change in R2, indicating that the
addition of customer and supplier integration contributed
signicantly to the predictive power of the model. However, only
the coefcient for customer integration was statistically signicant, indicating that customer integration was directly related to
operational performance, given the relationship between internal
integration and operational performance, while supplier integration was not. Therefore, the results only partially supported
hypothesis H2a.
Adding the interaction terms further increased the predictive
power of the regression model, which was statistically signicant.
However, the interactions between customer or supplier integration
and internal integration were not statistically signicant, while
there was a signicant interaction between customer and supplier
integration. Therefore, neither customer integration nor supplier
integration moderated the relationship between internal integration and operational performance, and H3a was not supported.
Table 5 indicates that there is a direct positive relationship

between internal integration and business performance, supporting H1b. The addition of customer and supplier integration in step 2
added very little to the predictive power of the model, and the
change in R2 was not signicant. Similarly, the addition of the
interaction terms in step 3 had very little effect. Thus H2b and H3b
were not supported. Although internal integration was related to
business performance, customer integration, supplier integration
and their interactions were not.
4.2. Conguration analysis of SCI
4.2.1. Emergent taxonomy of SCI
H4 posits that an emergent taxonomy can be developed, based
on the internal, supplier and customer integration of manufacturers. Cluster analysis was used to classify the respondents into
SCI patterns. Hierarchical clustering procedures determined the
number of clusters that should be formed, then non-hierarchical
clustering was applied to produce the nal clusters (Hair et al.,
1998). The percentage of change in the agglomeration coefcient
was highest when the number of groups changed from ve to four,
indicating that ve clusters were sufcient (Fig. 1). A random
sampling of dendrograms conrmed that classication using ve
clusters represented the best solution.
In interpreting the results in Table 6 and Fig. 2, we examined SCI
strength and balance. Two of the SCI patterns were stronger in
Table 5
Regression results for business performance.
Model
Independent variables
R2
DR2
Constant
2.85
.28
21.91***
9.29***
.123
86.24***
Constant
Customer Integration
2.73
.25
.04
.03
17.00***
6.42***
.78
.60
.126
29.38***
.003
Constant
II CI interaction
II SI interaction
CI SI interaction
II CI SI interaction
2.53
.27
.05
.05
.02
.01
.03
.01
11.00***
6.33***
.87
1.02
.71
.29
.96
1.08
.131
13.08***
.005
p < 0.05. **p < 0.01.

***
p < 0.001.
65
Fig. 1. Change of percentage in agglomeration coefcient.
Table 6
Cluster centroids.
Low uniform
Medium uniform
High uniform
Medium customer leaning
High customer leaning
F
*
1.83
4.06
5.47
2.36
3.59
2.02
3.38
5.43
4.16
5.24
2.66
4.28
5.67
3.63
4.87
492.03***
400.66***
244.55***
n
111
151
111
108
136
**
p < 0.05. p < 0.01.

***
p < 0.001.
internal and customer integration than they were in supplier

integration. We labeled these the Medium Customer Leaning and
High Customer Leaning SCI patterns and describe them as
unbalanced SCI patterns. The other three SCI patterns were
balanced, with similar levels of customer, supplier and internal
integration within each pattern. We labeled these the Low
Uniform, Medium Uniform and High Uniform SCI patterns,
reecting their balance between customer, supplier and internal
integration. Canonical discriminant analysis was used to identify
the underlying dimensions which dened the clusters. Table 7
shows that the rst two functions had eigenvalues larger than 1,
explaining 99.9% of the variance. Table 8 reveals that all three
dimensions of SCI were important in forming Function 1, which
divided the clusters into those with low (Low Uniform), medium
(Medium Customer Leaning and Medium Uniform patterns) and
high SCI (High Customer Leaning and High Uniform patterns).
Thus, Function 1 represents SCI strength, and it was the greatest
differentiator between the patterns.
Function 2 reects SCI balance, indicated by the positive loading
of customer and internal integration and negative loading of
supplier integration. It divides the patterns into those with greater
(High, Medium and Low Uniform patterns) and less (High and
Medium Customer Leaning patterns) SCI balance. Although
statistically signicant, this difference between the patterns was
weaker than their difference in SCI strength. Fig. 3 indicates that

the clusters were differentiated from each other by the discriminant functions representing SCI strength and SCI balance. Between
96.3% and 98.7% of the respondents were correctly classied,
indicating very high predictive ability. Thus, these patterns of SCI
are independent and are not prone to misclassication. We
conclude that manufacturers can be clustered into groups with
differing levels of SCI strength and balance, based on customer,
supplier and internal integration, supporting H4.
4.2.2. Relationship between SCI patterns and performance
Analysis of variance was used to test the relationship between
SCI patterns and performance. Table 9 indicates that there were
statistically signicant differences in operational performance
between the SCI patterns, supporting H5a. Scheffe post hoc analysis
was used to determine differences between specic patterns. The
High Uniform pattern had the best operational performance,
followed by the High Customer Leaning pattern. This indicates that
SCI strength was more strongly related to operational performance
than SCI balance. Interestingly, there was not a signicant
difference in operational performance between the High Uniform
and High Customer Leaning patterns of SCI. Similarly, there was
not a signicant difference in operational performance among the
Medium Uniform, Low Uniform, and Medium Customer Leaning
patterns of SCI.
Table 9 also shows the relationship between SCI pattern and
business performance, revealing that the High Uniform and High
Table 7
Discriminant analysis.
Function
Eigenvalue
% of variance
Cumulative %
Canonical correlation
1
2
3
5.862
1.055
0.007
84.7%
15.2
0.1
84.7%
99.9
100.0
0.924***
0.717***
0.086
Fig. 2. Taxonomy of supply chain integration.
p < 0.05. **p < 0.01.

***
p < 0.001.
66
Table 8
Standardized canonical discriminant function coefcients.
Function 1
0.490
0.613
0.538
Function 2
0.047
0.708
0.779
Fig. 3. Cluster centroids.
Customer Leaning patterns had the best business performance, and

that there was no signicant difference between them, supporting
H5b. The Low Uniform pattern of SCI had the worst business
performance score. Integration strength was more important than
integration balance in business performance.
5. Discussion
We found that most of our hypotheses were supported or
partially supported, broadly indicating that SCI is related to
performance. Specically, by applying the contingency approach,
we found that internal integration was directly related to both
business and operational performance and that customer integration was directly related to operational performance. Although
supplier integration was not directly related to either type of
performance, the interaction of supplier and customer integration
was related to operational performance.
When we compare our results with those from previous
research on SCI, our nding that internal integration was
signicantly related to operational and business performance is
consistent with several studies (Droge et al., 2004; Stank et al.,
2001a,b; Germain and Iyer, 2006). Thus, our research reinforces the
importance of internal integration in improving performance. This
is an important nding, since much of the extant literature on SCI
does not include internal integration as a dimension of SCI. Our
nding that customer integration was signicantly related to
operational performance is consistent with the ndings of several
previous studies (Germain and Iyer, 2006; Koufteros et al., 2005).
However, Devaraj et al. (2007) found that customer integration did
not have a signicant direct effect on operational performance, but
only moderated the effect of supplier integration on operational
performance. Our nding that supplier integration is not directly

related to operational performance is supported by Stank et al.
(2001a). In general, the literature on the relationship of supplier
integration with performance has very mixed ndings. While some
studies (Koufteros et al., 2005; Swink et al., 2007) found that
supplier integration was negatively related to certain aspects of
operational performance, Devaraj et al. (2007) found a positive
relationship between supplier integration and operational performance.
The comparison of our research ndings with those of previous
studies indicates that examination of the effect of the individual
dimensions of SCI on performance was not sufcient. The
relationship of SCI to performance can only be fully examined
when all three dimensions of SCI are considered together. Studies
which consider only one or two dimensions of SCI often lead to
confusing results. For example, our analysis showed that supplier
integration, in isolation, was signicantly related to operational
and business performance, however, this analysis did not consider
internal integration. The relationship between supplier integration
and operational and business performance became insignicant
when internal integration was added to the model. Furthermore,
supplier and customer integration often have different relationships to performance. Therefore, studies that aggregate supplier
and customer integration in a single construct (external integration) may be drawing inaccurate conclusions.
Our ndings indicate that supplier integration is important to
performance, but in a different way than internal and customer
integration are. While customer integration was signicantly related
to operational performance both directly and through its interaction
with supplier integration, supplier integration was only signicant as
part of the interaction term. Since the objective of SCI is to provide
maximum value to the customer, the measurement of operational
performance is necessarily customer-oriented. Supplier integration
may not contribute to operational performance directly, but instead
interacts with customer integration in improving operational
performance, reecting the importance of manufacturers integration with both downstream and upstream supply chain partners. Our
study also indicates that, while internal integration was positively
related to business performance, supplier and customer integration
were not directly related to business performance. This may be
because customer and supplier integration are related to business
performance through operational performance.
Overall, the contingency approach reveals that internal
integration forms the foundation upon which customer and
supplier integration build. This suggests that companies should
begin SCI with internal integration, laying the foundation for
customer and supplier integration. This is a particularly important
nding, since much of the prior research has failed to include
internal integration, instead focusing only on customer and/or
supplier integration. This suggests that the best approach to SCI is
to start by developing internal integration capabilities and then to
build external customer and supplier integration capabilities.
The conguration approach showed that the overall SCI
construct was related to both operational and business performance. Because supply chain strength was more strongly related to
performance than supply chain balance, the best performance was
Table 9
Analysis of variance.
Medium customer
leaning (cluster 1)
High customer
leaning (cluster 2)
Low uniform
(cluster 3)
Medium uniform
(cluster 4)
High uniform
(cluster 5)
5.18 (2,5)
3.99 (3,5)
5.79 (1,3,4)
4.30 (3,4)
4.96 (2,5)
3.42 (1,2,5)
5.12 (2,5)
3.73 (2,5)
6.12 (1,3,4)
4.50 (1,3,4)
38.67***
18.20***
Numbers in parentheses indicate the cluster(s) from which that cluster is signicantly different at p < 0.05. *p < 0.05. **p < 0.01.
***
p < 0.001.
achieved by manufacturers which were strong across the board in

internal, customer and supplier integration. However, because the
High Customer Leaning pattern was indistinguishable from the
High Uniform Pattern, in terms of its relationship to performance,
this means that both patterns have a similar effect. Thus, if a
manufacturer has limited resources or is early in its SCI efforts, it
can start by establishing a foundation of internal integration, then
follow on by developing strong customer integration. The nding
that the emergent SCI patterns are related to different levels of
performance provides signicant implications for companies to
pursue the better performance through better SCI conguration
(Das et al., 2006; Frohlich and Westbrook, 2001).
It is interesting to compare the results of our taxonomy, which
included internal integration as a taxon, with Frohlich and
Westbrooks (2001) taxonomy, which did not include internal
integration. Our High Uniform pattern is similar to their OutwardFacing pattern, which included the upper quartile of both customer
and supplier integration, and our High Customer Leaning pattern is
similar to Frohlich and Westbrooks (2001) Customer-Facing pattern.
Our Medium Uniform pattern is similar to their Periphery-Facing
pattern, which includes the medium quartiles of customer and
supplier integration, and our Low Uniform pattern is similar to their
Inward-Facing pattern. Only our Medium Customer Leaning pattern
did not correspond to any pattern in Frohlich and Westbrooks (2001)
taxonomy. Similarly, we found that a pattern corresponding to
Frohlich and Westbrooks (2001) Supplier-Facing pattern did not
emerge in our taxonomy. However, our ndings about the relationship between SCI patterns and performance generally support those
of Frohlich and Westbrook (2001).
The conguration approach also reveals that the effect of SCI is
cumulative, providing signicant insight for companies in
implementing it. Improvements in SCI will not lead to improved
operational performance, when the level of SCI is relatively low
(from Low Uniform to Medium Customer Leaning or Medium
Uniform). However, once a threshold level of SCI has been
achieved, further improvements in SCI, even small improvements,
will be associated with signicantly improved operational
performance.
The ndings from the contingency approach and those from the
conguration approach are complementary. On one hand, the
contingency approach found that internal and customer integration are the differentiators of performance and that supplier
integration is not directly related to performance. The nonsignicant difference between the performance of the High
Uniform pattern and that of the High Customer Leaning pattern
in the conguration approach echoes this contingent nding. On
the other hand, the contingency approach found that each
dimension of SCI and the interactions between them are related
to performance, which was overlooked by the conguration
approach. However, the conguration approach found that
companies SCI pattern is related to performance and SCI capability
is cumulative in improving performance, which was not revealed
by the contingency approach. Thus, it is important that research on
SCI continue to apply both a contingency and a conguration
approach to tease out all important relationships.
6. Conclusions and limitations
This study extends the existing research on SCI in several
important ways. First, it adds to the literature by empirically
testing the relationship between SCI and performance. In including
both internal and external integration and their interactions, and
incorporating both operational and business performance, this
study adds greater comprehensiveness and richness to the SCI
literature and enhances our understanding of the impact of SCI on
performance.
67
Second, this research describes SCI in three dimensions:

internal, customer and supplier integration, nding that internal
integration forms the foundation upon which customer and
supplier integration build. It further develops a taxonomy of SCI
based on internal, customer and supplier integration. Although
Frohlich and Westbrooks (2001) taxonomy identied ve SCI
patterns based on customer and supplier integration, internal
integration was not included in their dimensions. Similarly,
Devaraj et al. (2007) considered only supplier and customer
integration, but did not include internal integration. Droge et al.
(2004) considered internal and external integration, but did not
break down external integration into customer and supplier
integration, as we did. Our ndings provide preliminary evidence
of the importance of including internal integration in developing
SCI patterns, as well as establishing a direct relationship between
internal integration and performance. Internal integration provides a vital link between customer integration and supplier
integration, without which companies are unable to reap the full
benets of their SCI efforts.
Our ndings extend the SCI literature by indicating the
importance of SCI practices across industries in China. Previous
related research has focused on other contexts, for example, the
North American automotive industry (Droge et al., 2004; Devaraj
et al., 2007). China has become a global manufacturing center and
an attractive target for outsourcing by Western rms. Effective SCI
can help make Chinese companies even more attractive supply
chain partners through reduction of transaction costs. Chinese
manufacturers can improve their business performance through
enhancing integration of their own internal processes and with
their customers and suppliers.
While our study makes a signicant contribution to the SCI
literature and has important implications for practice, there are
some limitations and opportunities for future studies. First, this
study uses a cross-sectional design. Because integration
between customers, suppliers and manufacturers is developed
over time, it will be fruitful for future research to examine the
evolution of SCI patterns in a longitudinal fashion. Second,
because the data were only collected from manufacturers, future
studies can broaden their scope by collecting data from all
supply chain partners, including suppliers, manufacturers and
customers. Third, although this research provided some interesting ndings about the relationship between SCI and
performance in China, it is not clear whether these relationships
will be the same in other countries. Future research should
examine cross-cultural differences in the relationship between
SCI and performance. In particular, studies which compare SCI in
developed versus developing economies will be of interest.
Finally, by focusing on various industries, company sizes and
regions, we developed a broad picture of the relationship
between SCI pattern and performance. However, these relationships may not be the same for all company sizes, industries or
regions. Future research should examine the impact of these
contextual factors on SCI patterns and their relationship with
performance.
Another interesting area of research is the factors that
inuence the degree of customer, supplier and internal
integration in the SCI patterns. These factors may include
factors such as the competitive environment, relationship
commitment, trust, organizational characteristics and national
culture. Likewise, the relationship between SCI and competitive
performance is another potentially interesting area for future
study. For example, Bowersox et al.s (1999) work on the
importance of SCI as a differentiator of overall performance,
compared with other differentiating factors, could be extended
to incorporate our taxonomy of SCI. In a similar vein, this
taxonomy could be used to build on Swink et al.s (2007) work to
68
determine whether different patterns of SCI have differing

impacts on competitive capabilities and performance.
SCI is an increasingly important area of research, as supply
chains become more widely dispersed across the globe. This
research addresses some fundamental issues in SCI, as well as
raising a number of critical research questions that remain to be
resolved.
Acknowledgement
The authors would like to acknowledge the nancial support
provided by the Research Grants Council (RGC) of Hong Kong and
the Center for Supply Chain Management & Logistics, Li & Fung
Institute of Supply Chain Management & Logistics, The Chinese
University of Hong Kong.
Appendix A. Summary of prior literature on the relationship between SCI and performance
Study
Dimensions of supply chain integration
Performance
Armistead and Mapes (1993)
SCI
Cousins and Menguc (2006)
Suppliers operational/communication performance

Suppliers contractual conformance
Das et al. (2006)
Devaraj et al. (2007)
Droge et al. (2004)
Strategic design integration

Design-process integration
Time to market
Product responsiveness
Firm performance
Frohlich and Westbrook (2001)
Marketplace performance
Productivity performance Non-productivity performance
Germain and Iyer (2006)
Downstream integration
Logistics performance
Financial performance
Gimenez and Ventura (2005)
Logistics-production integration
Logistics-marketing integration
External integration
Cost reduction
Stock-out reduction
Lead time reduction
Homburg and Stock (2004)

Johnson (1999)
Strategic integration
Customer satisfaction
Koufteros et al. (2007)
Product innovation
External quality
Koufteros et al. (2005)
Supplier product integration
Supplier process integration
Product innovation
Quality
Protability
Marquez et al. (2004)
SCI
Operational and nancial effectiveness
Morash and Clinton (1998)
Intra-organizational process integration

Inter-organizational collaborative/operational integration
Total cost reduction strategy

Differentiation strategy
Narasimhan and Kim (2002)
Moderator of the relationship between international

market/product diversication and rm performance
Pagell (2004)
Performance
Petersen et al. (2005)
Project team effectiveness

Firm nancial performance
Design performance
Ragatz et al. (2002)
Cycle time results
Rosenzweig et al. (2003)
SCI
Competitive capabilities
Saeed et al. (2005)
External integration
Process efciency
Sourcing leverage
Stank et al. (2001a)
Supplier integration,
Technology and planning
Measurement integration
Relationship integration
Overall logistics performance
Stank et al. (2001b)
Internal collaboration
External collaboration
Logistics service performance
Swink et al. (2007)
Strategic supplier integration

Strategic customer integration
Manufacturing competitive capabilities

69
Appendix A (Continued )
Study
Dimensions of supply chain integration
Performance
Product-process technology integration

Corporate strategy integration
Vickery et al. (2003)
SCI
Customer service
Appendix B. Measurement items (with factor loadings)

Customer integration (eigenvalue = 5.38). Please indicate the extent of integration or information sharing between your organization and
your major customer in the following areas (1 = not at all; 7 = extensive).
The level of linkage with our major customer through information networks.
The level of computerization for our major customers ordering.
The level of sharing of market information from our major customer.
The level of communication with our major customer.
The establishment of quick ordering systems with our major customer.
Follow-up with our major customer for feedback.
The frequency of period contacts with our major customer.
Our major customer shares Point of Sales (POS) information with us.
Our major customer shares demand forecast with us.
We share our available inventory with our major customer.
We share our production plan with our major customer.
0.46
0.46
0.60
0.75
0.70
0.65
0.72
0.64
0.66
0.59
0.60
Supplier integration (eigenvalue = 7.91). Please indicate the extent of integration or information sharing between your organization and your
major supplier in the following areas (1 = not at all; 7 = extensive).
The level of information exchange with our major supplier through information networks.
The establishment of quick ordering systems with our major supplier.
The level of strategic partnership with our major supplier.
Stable procurement through network with our major supplier.
The participation level of our major supplier in the process of procurement and production.
The participation level of our major supplier in the design stage.
Our major supplier shares their production schedule with us.
Our major supplier shares their production capacity with us.
Our major supplier shares available inventory with us.
We share our production plans with our major supplier.
We share our demand forecasts with our major supplier.
We share our inventory levels with our major supplier.
We help our major supplier to improve its process to better meet our needs.
0.48
0.42
0.59
0.57
0.73
0.76
0.86
0.84
0.85
0.85
0.78
0.81
0.63
Internal integration (eigenvalue = 6.19). Please indicate the degree of integration in the following areas (1 = not at all; 7 = extensive).
Data integration among internal functions.
Enterprise application integration among internal functions.
Integrative inventory management.
Real-time searching of the level of inventory.
Real-time searching of logistics-related operating data.
The utilization of periodic interdepartmental meetings among internal functions.
The use of cross functional teams in process improvement.
The use of cross functional teams in new product development.
Real-time integration and connection among all internal functions from raw material management through production, shipping, and sales.
0.65
0.69
0.78
0.79
0.76
0.74
0.79
0.78
0.66
Operational performance (eigenvalue = 3.616). Please indicate the degree to which you agree to the following statements concerning your
companys performance with respect to your major customer (1 = strongly disagree; 7 = strongly agree).
Our
Our
Our
Our
The
Our
company can quickly modify products to meet our major customers requirements.
company can quickly introduce new products into the market.
company can quickly respond to changes in market demand.
company has an outstanding on-time delivery record to our major customer.
lead time for fullling customers orders (the time which elapses between the receipt of customers order and the delivery of the goods) is short.
company provides a high level of customer service to our major customer.
0.78
0.69
0.77
0.80
0.78
0.75
Business performance (eigenvalue = 5.111). Please evaluate your companys performance in the following areas relative to your primary/
major competitors (1 = much worse; 7 = much better).
Growth in sales.
Return on sales.
Growth in return on sales.
Growth in prot.
Growth in market share.
Return on investment (ROI).
Growth in ROI.
0.75
0.88
0.87
0.85
0.78
0.88
0.89
70
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Dr. Barbara Flynn is the Richard M. and Myra Louise Buskirk professor of manufacturing management and director of the Center for International Business Education and
Research (IU CIBER) at the Kelley School of Business at Indiana University. She received
a DBA in operations management from Indiana University and an MBA from Marquette
University. She is a fellow of the Decision Sciences Institute and recipient of the
Distinguished Scholar Award from the Operations Management division of the Academy of Management and the Dennis E. Grawoig Distinguished Service Award from the
Decision Sciences Institute. Dr. Flynn has received over $1 million in research funding
from the National Science Foundation, the U.S. Department of Education and the Center
for Innovation Management Studies. She has published articles in Management Science,
Decision Sciences, Journal of Operations Management, International Journal of Operations
and Production Management and other leading journals, as well as a book and numerous
book chapters. Dr. Flynn is founding editor of Decision Sciences Journal of Innovative
Education and past Editor of Quality Management Journal. She is a past President of the
Decision Sciences Institute and has held leadership positions in the Decision Sciences
Institute, Academy of Management and American Society for Quality.
Dr. Baofeng Huo is an assistant professor of operations management at the School of
Management at Xian Jiaotong University and research fellow at Center for Supply
Chain Management & Logistics, Li & Fung Institute of Supply Chain Management &
Logistics, The Chinese University of Hong Kong. He received his PhD in operations
management from The Chinese University of Hong Kong. His research interests are
logistics and supply chain management. His research has been published in the Journal
of Operations Management, International Journal of Operations and Production Management, International Journal of Production Economics, Business Horizon, and other journals.
Dr. Xiande Zhao is professor of operations management at the Department of Decision
Sciences and Managerial Economics and director of the Center for Supply Chain
Management and Logistics, Li & Fung Institute of Supply Chain Management and
Logistics, The Chinese University of Hong Kong. He received his PhD in business
administration and MBA from the University of Utah, U.S.A. Prof. Zhaos teaching
and research interests are in the areas of supply chain management and service
operations management. He has published over fty articles in refereed journals
including the Journal of Operations Management, Journal of Consumer Research, Decision
Sciences, European Journal of Operations Research, International Journal of Production
Research and other journals.

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Journal of Operations Management 28 (2010) 5871

Contents lists available at ScienceDirect

Journal of Operations Management

The impact of supply chain integration on performance: A contingency

The existing research on SCI, however, is characterized by

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

study, in order to determine whether the ndings are due to the

emphasizes intra- and inter-organization processes, since SCI is

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

Structural contingency theory (Chandler, 1962; Lawrence and

indirectly link SCI to business performance, for example, through

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

H2b. Customer and supplier integration are positively related to

develop a taxonomy. Taxonomies contribute to both theory and

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

through information sharing and joint planning, which is directly

discussions. Based on the feedback, we modied the wording of

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

concentration of industries in the cities studied. Most of the

*p < 0.05. **p < 0.01.

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

p < 0.05, **p < 0.01.

business performance. The third step assessed the relationship

Table 5 indicates that there is a direct positive relationship

p < 0.05. **p < 0.01.

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

Fig. 1. Change of percentage in agglomeration coefcient.

p < 0.05. p < 0.01.

internal and customer integration than they were in supplier

weaker than their difference in SCI strength. Fig. 3 indicates that

Fig. 2. Taxonomy of supply chain integration.

p < 0.05. **p < 0.01.

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

Fig. 3. Cluster centroids.

Customer Leaning patterns had the best business performance, and

performance. Our nding that supplier integration is not directly

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

achieved by manufacturers which were strong across the board in

Second, this research describes SCI in three dimensions:

B.B. Flynn et al. / Journal of Operations Management 28 (2010) 5871

determine whether different patterns of SCI have differing

Dimensions of supply chain integration

Armistead and Mapes (1993)

Cousins and Menguc (2006)

Suppliers operational/communication performance

Das et al. (2006)

Devaraj et al. (2007)

Droge et al. (2004)

Strategic design integration

Frohlich and Westbrook (2001)

Germain and Iyer (2006)

Gimenez and Ventura (2005)

Homburg and Stock (2004)

Koufteros et al. (2007)

Koufteros et al. (2005)

Marquez et al. (2004)

Operational and nancial effectiveness

Morash and Clinton (1998)

Intra-organizational process integration