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Philipp Wetzel
Former Member
Title
M.A. HSG
Last Name
Wetzel
First name
Philipp
Phone
+41 71 224 72 91
14 results
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Item type:Publication, Service Portfolio Extensions and Sales Incentives: An Examination of Financial Value-Added Services Provided by Logistics Service ProvidersLogistics service providers (LSPs) can add value to their clients by providing financial value-added services (FVAS). However, LSPs might encounter challenges when offering such FVAS, as the latter demand a different set of competencies that affect sales teams’ qualifications and motivation. Against this background, we explore how LSPs’ sales teams can be incentivised to support service portfolio extensions in the form of FVAS. The research methodology applied in this study follows a qualitative approach and includes 34 expert interviews. We find that most LSPs address incentive problems by adjusting sales teams’ qualifications. Expert support, training and tools are common methods to incentivise sales teams that lack specific expertise. For stimulating motivation, awareness creation through data or personal engagement and monetary incentives are most relevant. LSPs can use the insights from this paper to identify the impact of portfolio extensions on the motivation and qualification of their sales personnel and implement adequate incentive systems.Type:journal articleJournal:International Journal of Supply Chain and Operations ResilienceVolume:4Issue:1 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Toward A Multi-Sided Model of Service Quality for Logistics Service Providers(2020-10-12); Hofmann, ErikThe aim of this research was to identify quality discrepancies in the existing service offerings of logistics service providers (LSPs). A multi-sided model of service quality (SERVQUAL) highlighting existing gaps in service provision was developed. A qualitative case study approach was employed, and the data were analyzed via a pattern-matching technique. The contribution to the literature is twofold. First, the study transferred the original service quality model developed in the 1980s from a business-to-consumer context to a business-to-business context that is specific to LSPs. Second, the results provide a means of closing the identified service quality gaps arising in an LSP context.Type:journal articleJournal:Administrative SciencesVolume:10Issue:79Scopus© Citations 11 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Solving the fundamental problem of supply chain finance research using a big data and web scraping approach(2020-04-05); ; ; Hofmann, ErikType:conference paperJournal:29th International Purchasing and Supply Education and Research Association (IPSERA) Conference proceedings: Procurement Innovation - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Benefits of supply chain finance-oriented working capital approaches in three-tier supply chains(2019-09-06); Hofmann, ErikThis paper examines the functional form of the relationship between working capital assets and corporate performance, beyond the traditional single company perspective. In particular, it explores how collaborative practices in working capital management (WCM) influence a focal company’s performance in triadic supply chain sections. Further, the performance impact of supply chain finance (SCF)-oriented WCM approaches is investigated.Type:conference paperJournal:LRN 2019 conference proceedings of the 24th annual conference of the Chartered Institute of Logistics and Transport: Building a platform for international success - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Broadening the perspective on the relationship between working capital and corporate performance: an empirical supply chain network analysis(2019-09-06); Hofmann, ErikThis paper analyses how the presence of financial constraint along supply chain networks influences a company’s performance-maximizing level of net working capital (NWC). Based on the financial data of 1,986 industrial firms and their largest suppliers and customers, this paper provides empirical evidence that demonstrates the extent of the impact of financial constraints on corporate performance. One main conclusion made is that the impact strongly depends on the position of the respective actor in the supply chain (supplier, focal firm, and customer).Type:conference paperJournal:LRN 2019 proceedings: Building a platform for international success, Northampton, UK, September 4-6, 2019 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Improving the performance of supply chain finance through value-creating stakeholder programs(2019-09-06); Hofmann, ErikSupply chain finance (SCF) is an interdisciplinary field involving and affecting a broad range of internal and external parties. Companies willing to implement or already driving an SCF programme are faced with a variety of concerns and challenges. This paper complements existing research on the variety of concerns and challenges in approved payables SCF programmes from the perspectives of different stakeholders.Type:conference paperJournal:LRN 2019 conference proceedings of the 24th annual conference of the Chartered Institute of Logistics and Transport: Building a platform for international success - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Performance impact of collaborative working capital management approaches: Empirical evidence from triadic supply chain sections(2019-11-24); Hofmann, ErikThe purpose of this paper is to analyze the performance impact of collaborative working capital management (WCM) approaches. The paper at hand contributes to SCF-related research by validating and demonstrating how companies can increase the efficiency and effectiveness of the financial supply chain network in which they operate.Type:conference paperJournal:50th Decision Sciences Institute Annual Conference (DSI) proceedings: Transforming Decision Sciences Through Emergent Technologies - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Working capital variability and financial spillover effects in supply chains: An explorative network analysis(2019-11-24); Hofmann, ErikThe purpose of this paper is to analyze how working capital is allocated in supply chain networks. The results suggest the existence of a financial spillover effect. Interestingly, the financial spillover effect is “reset” in the midstream section of supply chain networks where cash-rich companies provide liquidity to its partners.Type:conference paperJournal:50th Decision Sciences Institute Annual Conference (DSI) proceedings: Transforming Decision Sciences Through Emergent Technologies - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Financial value-added services by logistics service providers - towards a guidance of external governance(2018-09-06); Hofmann, ErikThe physical, informational, and financial flows in a supply chain are in many cases not treated holistically. Against this background, solutions such as the concept of supply chain finance and financial value-added services (FVAS) are becoming more and more relevant. The aim of the paper at hand is to explore the external governance with regard to these services from a logistics service provider’s (LSP) perspective.Type:conference paperJournal:LRN 2018 proceedings: Managing logistics business and policy for integrated sustainable logistics operations, Plymouth, UK, September 5-7, 2018 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Incentivizing sales teams to support categorically different service portfolio extensions: a qualitative study of financial value-added services at logistics service providers(2018-09-06); Hofmann, ErikRegarding financial value-added services (FVAS) there are many ways how logistic service providers (LSPs) can add value to their clients through externally completing business processes. However, LSPs that are mainly familiar with selling logistics services might encounter challenges – in particular its sales team – when offering FVAS. These services require a fundamentally different set of competencies that effect the required qualification and motivation of sales teams. Against this background, the paper at hand explores how sales teams of LSPs can be incentivized to support categorically different service portfolio extensions in form of FVAS.Type:conference paperJournal:LRN 2018 conference proceedings of the 23rd annual conference of the Chartered Institute of Logistics and Transport: Managing logistics business and policy for integrated sustainable logistics operations