2006-05-16

School of Management and Economics

Integrating Purchasing
and Logistics

- An exploratory study of the wholesaling companies The Body Shop,

Hälsokostcentralen (HKC), Mekonomen, Elgiganten and ICA.

Master Thesis, Spring 2006

FED 370, Advanced Concepts in Logistics Management
Authors: Henrik Andersson [801211]
Hans Petersson [821212]
Örjan Terén [820523]

Tutor: Åsa Gustavsson

Examiner: Lars-Olof Rask
 Summary

Title: Integrating Purchasing and Logistics – An exploratory study of the wholesaling companies
The Body Shop, Hälsokostcentralen (HKC), Mekonomen, Elgiganten and ICA.

Authors: Henrik Andersson, Hans Petersson, Örjan Terén

Abstract: Two of the most important internal functions within a company, which have gained
increased importance, are purchasing and logistics. Purchasing and logistics both contribute to
the competitiveness of an organisation by conducting different value adding activities separately.
There is also a huge potential for increased benefits if a high degree of integration exists between
the two functions. Although there is evidence that purchasing and logistics have been working
closely together historically, the operational focus of logistics and the commercial focus of
purchasing have created a tension between the two functions. It has been shown that some
purchasing managers mostly have been committed to reducing the price. The logistics function
has as a cause of this sometimes been forced to deal with late deliveries and inferior quality from
suppliers. To manage the interface activities between the functions is crucial in order to able to
achieve integration. Purchasing and logistics functions are of major importance within
wholesaling companies because they are considered as core internal functions. This study has
been conducted at the wholesaling companies The Body Shop, Hälsokostcentralen (HKC),
Mekonomen, Elgiganten and ICA.

Research questions:
§ What activities exist within the purchasing and logistics function at the specific wholesaling companies and
which of these activities are integrated?
§ What are the factors that influence the integration between the purchasing and logistics functions and how
do these factors hinder or enable the integration?

Purpose: Initially this thesis aims to identify what activities that exist and which of them that are
integrated between the purchasing and logistics functions within the wholesaling companies The
Body Shop, HKC, Mekonomen, Elgiganten and ICA. Furthermore the purpose is to identify
what factors that influence the integration between the purchasing and logistics function in these
companies and also explain how these factors hinder and enable the integration.
Methodology design: This study has used a deductive perspective and a qualitative research
method. Furthermore, in-depth interviews have been conducted mainly with purchasing and
logistics managers.

Findings: The activities that exist within the purchasing and logistics functions have very few
exceptions from the theoretical activities mentioned. However, it seems like the activities
customer satisfaction measurement, customer order processing and product and assortment
decisions sometimes can be conducted by other internal functions such as the marketing
function. In the case where respondents from both functions within a company have been
interviewed, and where these respondents agree, there are exclusively three purchasing activities
where integration between purchasing and logistics occur. These activities are product and
assortment decisions, supplier selection and supplier evaluation. It is worth mentioning that there is only
one respondent who claims that integration occurs when purchasing integrates with traditional
logistics activities, such as inbound transportation and warehouse site location.

Eleven factors that influence integration between the purchasing and logistics function have
been derived from the empirical gathering. These factors are; Structure, Measurement and reward
systems, Job rotation, Communication, Information Technology/ERP-systems, Top management support,
Strategic consensus, Company culture/history, Company size/staff, Process-based management and Human
relations. It is worth mentioning that all factors do actually interrelate and affect each other to
some extent. In order to achieve integration it is crucial to understand each factor’s importance
and impact on integration between purchasing and logistics. However, what it all comes down to
is having strategic consensus, top management support and an understanding for each other’s
responsibilities. That is a good starting point for integration.

Year: 2006

Keywords: Purchasing, Logistics, Wholesaling companies, Integration

 Preface
This master thesis within the course of Advanced Concepts in Logistics Management constitutes
the last piece of work that we will do at the School of Management and Economics in Växjö.
First of all we would like to give our appreciation to the respondents of this thesis. Without
them this study would not have been possible to conduct. They have all been very helpful but a
special appreciation must be given to Peter Sunesson at ICA in Växjö who was interviewed for
the third time during this year.

We would also like to thank our tutor Åsa Gustavsson and examiner Lars-Olof Rask who have
been given us valuable feedback during the work with this master thesis. It is also worth to
highlight our opponent group who gave us good suggestions and advice on how to continue
with the thesis. We would also like to give ourselves credits for helping each other with
constructive criticism throughout the sometimes difficult work. We hope that everyone
appreciate the football example in the conclusion, after all, the world cup will take place within a
month. A special thank must also be given to the founders of the website www.sporthoj.com,
which has given at least one member of the group individual motivation.

We would like to finish this preface with a line from the “famous” singer Scatman, which have
helped us to have an arms-length perspective to the thesis.

“Everybody stutters one way or the other so check out my message to you. As a matter of fact don’t let nothing

hold you back, if the Scatman can do it so can you”.

We hope that the person who chooses to read this master thesis will have a pleasant journey.

With best regards

Växjö 2006-05-16

Henrik Andersson Hans Petersson Örjan Terén

 Table of contents

1. INTRODUCTION ......................................................................................................... 1
1.1 BACKGROUND .......................................................................................................................................1
1.1.1 The Role of Purchasing ............................................................................................... 2
1.1.2 The Role of Logistics .................................................................................................. 3
1.2 PROBLEM DISCUSSION ..........................................................................................................................4
1.3 RESEARCH QUESTIONS .........................................................................................................................6
1.4 PURPOSE .................................................................................................................................................7
1.5 LIMITATIONS..........................................................................................................................................7
1.6 DISPOSITION OF THE THESIS ...............................................................................................................8
1.7 CONCEPTUAL MODEL ...........................................................................................................................9
2. METHODOLOGY ...................................................................................................... 10
2.1 SCIENTIFIC PERSPECTIVE ...................................................................................................................10
2.2 SCIENTIFIC APPROACH .......................................................................................................................10
2.3 RESEARCH METHOD ...........................................................................................................................10
2.4 DATA COLLECTION .............................................................................................................................11
2.5 POPULATION AND SAMPLE ................................................................................................................11
2.6 CRITERIA FOR JUDGING THE QUALITY OF RESEARCH DESIGN .....................................................14
2.6.1 Applicability .......................................................................................................... 14
2.6.2 Credibility.............................................................................................................. 16
2.6.3 Plausibility............................................................................................................. 17
2.6.4 Conscientiousness..................................................................................................... 17
2.7 GENERALISATION ...............................................................................................................................18
2.8 SUMMARY OF METHODOLOGICAL CHOICES ....................................................................................18
2.9 TIMETABLE...........................................................................................................................................19
3. THEORY ...................................................................................................................... 20
3.1 THE ROLE OF PURCHASING................................................................................................................20
3.1.1 Purchasing activities ................................................................................................. 22
3.2 THE ROLE OF LOGISTICS ....................................................................................................................24
3.2.1 Logistics activities .................................................................................................... 26
3.3 FACTORS FOR INTEGRATION .............................................................................................................28
3.3.1 Historical factors ..................................................................................................... 28
3.3.2 Additional factors.................................................................................................... 32
3.4 CONCEPTUAL MODEL .........................................................................................................................35
4. EMPIRICISM ............................................................................................................... 36
4.1 PURCHASING AND LOGISTICS ACTIVITIES .....................................................................................37
4.1.1 The Body Shop ....................................................................................................... 37
4.1.2 Hälsokostcentralen (HKC) ........................................................................................ 39
4.1.3 Mekonomen ........................................................................................................... 43
4.1.4 Elgiganten ............................................................................................................. 45
4.1.5 ICA..................................................................................................................... 47
4.2 FACTORS FOR INTEGRATION .............................................................................................................52
4.2.1 The Body Shop ....................................................................................................... 52
4.2.2 Hälsokostcentralen (HKC) ........................................................................................ 55
4.2.3 Mekonomen ........................................................................................................... 57
4.2.4 Elgiganten ............................................................................................................. 58
4.2.5 ICA..................................................................................................................... 59
4.3 CONCEPTUAL MODEL .........................................................................................................................62
5. ANALYSIS .................................................................................................................... 64
5.1 PURCHASING AND LOGISTICS ACTIVITIES........................................................................................65
5.1.1 The Body Shop ....................................................................................................... 65
5.1.2 Hälsokostcentralen (HKC) ........................................................................................ 66
5.1.3 Mekonomen ........................................................................................................... 67
5.1.4 Elgiganten ............................................................................................................. 67
5.1.5 ICA..................................................................................................................... 68
5.1.6 Company comparison................................................................................................ 69
5.2 FACTORS FOR INTEGRATION .............................................................................................................73
5.2.1 Structure ............................................................................................................... 74
5.2.2 Measurement and reward systems................................................................................. 75
5.2.3 Job rotation ............................................................................................................ 76
5.2.4 Communication ....................................................................................................... 77
5.2.5 Information Technology/ERP- system .......................................................................... 78
5.2.6 Top Management Support ......................................................................................... 79
5.2.7 Strategic consensus ................................................................................................... 80
5.2.8 Company culture/history ........................................................................................... 81
5.2.9 Company size/company staff ...................................................................................... 82
5.2.10 Process-based management........................................................................................ 83
5.2.11 Human relations ................................................................................................... 84
6. CONCLUSIONS .......................................................................................................... 85
6.1 IMPLICATIONS......................................................................................................................................89
6.2 SUGGESTIONS TO FUTURE RESEARCH ..............................................................................................91
TABLE OF REFERENCES ............................................................................................ 92
INTRODUCTION LITERATURE ..................................................................................................................92
METHOD LITERATURE ..............................................................................................................................94
THEORY LITERATURE ...............................................................................................................................95
EMPIRICAL LITERATURE ........................................................................................................................ 100
APPENDIX 1 ...................................................................................................................101
CHARACTERISTICS OF A WHOLESALER ................................................................................................ 101
APPENDIX 2...................................................................................................................103
INFORMATION REGARDING COMPANIES AND RESPONDENTS ......................................................... 103
APPENDIX 3...................................................................................................................108
INTERVIEW GUIDE AND ACTIVITY LIST ............................................................................................... 108
 Figures and tables

Figures

Figure 1.1 – The Purchasing and Logistics functions within an internal supply chain p. 3

Figure 1.2 - Disposition of the thesis p. 8

Figure 1.3 – Conceptual model p. 9

Figure 3.1 - The structure of the theory chapter p. 20

Figure 3.2 - The purchasing process for wholesaling companies p. 22

Figure 3.3 – Different levels of logistics decisions p. 25

Figure 3.4 – Model of internal supply chain integration p. 28

Figure 3.5 – A common structure within wholesaling companies p. 29

Figure 3.6 – Conceptual model including theoretical findings p. 35

Figure 4.1 – The structure of the empirical chapter p. 36

Figure 4.2 – Conceptual model including empirical findings p. 62

Figure 5.1 – The structure of the analysis chapter p. 64

Figure 5.2 - The purchasing process for wholesaling companies p. 70

Figure 6.1 – Existing and integrated activities p. 85

Figure 6.2 – Factors influencing the integration p. 87

Figure 6.3 – The Hinders vs. The Enablers p. 88

Tables

Table 2.1 - Chosen companies and respondents p. 14

Table 2.2 - Summary of methodological choices p. 18

Table 2.3 - Timetable for the thesis p. 19

Table 3.1 – The way management can look upon purchasing p. 21

Table 3.2 – Typical logistics activities p. 26

Table 4.1 – Purchasing and logistics activities at The Body Shop,

According to Jan Widegren p.37

Table 4.2 – Purchasing and logistics activities at The Body Shop,

According to Person Y p. 38

Table 4.3 – Purchasing and logistics activities at HKC,

According to Bo Sandkvist p. 40

Table 4.4 – Purchasing and logistics activities at HKC,

According to Mikael Dahlqvist p. 42

Table 4.5 – Purchasing and logistics activities at Mekonomen,

According to Michael Thorburn p. 43

Table 4.6 – Purchasing and logistics activities at Elgiganten,

According to Jimmy Olofsson p. 45

Table 4.7 – Purchasing and logistics activities at ICA,

According to Henrik Hedlundh p. 47

Table 4.8 – Purchasing and logistics activities at ICA,

According to Peter Sunesson p. 49

Table 4.9 – Summary of purchasing and logistics activities p. 51

Table 4.10 – List of empirical factors p. 61

Table 5.1 - Integrated activities and their frequency p. 72

Table 5.2 – List of empirical factors p. 73

 Chapter 1 - Introduction

1. Introduction

T his chapter will introduce the reader to the background of the Master Thesis. Initially the role of purchasing
and logistics is presented, which are followed by a problem discussion and two research questions. Finally the
purpose, limitations, disposition of the thesis and a conceptual model will be depicted.

1.1 Background
During the last decades the role of logistics has changed dramatically because of the increased
demand for an effective materials management, both internally and between companies (Sum et
al., 2001). Due to this type of situation, the need for integration has increased (Beretta, 2004).

According to Pagell (2004) a well-managed supply chain is characterised by being integrated. A

strategic management tool that seeks to enhance customer satisfaction and improve
competitiveness and hence integration within the supply chain is the concept of Supply Chain
Management (SCM). (Giunipero and Brand, 1996) Beretta (2004) claims that integration as a
concept also can work as a strategy that companies use in order to achieve a sustainable
competitive advantage. However there are, according to Skjött-Larsen (2000), few companies
that have yet been able to adapt the concept of SCM in Europe. One of the major reasons for
this is related to the many difficulties companies face concerning the integration of internal
functions. According to Gimenez (2006), the necessary keywords for achieving successful
internal integration between functions are named collaboration and coordination. Companies
need to be aware about that it is necessary to first achieve a relatively large-scale integration
between the internal functions, before starting to consider external integration, such as SCM.
Within this context, it is important to mention that functions should be distinguished from
departments within a company. A function contains several activities and a department can be
said to enclose one or several functions within a company. (Dobler and Burt, 1996, p.24)

Pagell (2004) claims that two of the most important internal functions within a company, which
have gained increased importance are purchasing and logistics. These functions are of crucial
importance because if there were lack of commitment for either purchasing or logistics this
would severely hinder internal integration initiatives and damage the overall competitiveness of
an organisation (Fawcett et al., 2006).

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 Chapter 1 - Introduction

Concerning the integration between different organisational functions Pagell (2004) states that:

“Integration is a process of interaction and collaboration in which manufacturing, purchasing and logistics work
together in a cooperative manner to arrive at mutually acceptable outcomes for their organization”

In this thesis, integration is defined as interaction and collaboration between the purchasing and
logistics functions.

1.1.1 The Role of Purchasing

In this thesis, the role of a function includes the responsibility of conducting specific activities
within a company. In general, purchasing is the base for the value addition within a company
since materials must be purchased and brought to the firm before the process of transforming
inputs into outputs can begin. The impact of purchasing has increased dramatically in recent
years as the value of purchased inputs has risen. Therefore purchasing directly affects costs and
quality while influencing a firm’s ability to compete on delivery flexibility and innovation.
(Fawcett & Fawcett, 1995) Purchasing can be seen as a part of integrated logistics. When this is
the case, management has become aware that price hunting has it drawbacks and may lead to
sub-optimisation. (van Weele 2005, p. 251-252) The role of purchasing in this thesis is defined as
the main activities that the purchasing function conducts. Van Weele mentions these purchasing
activities, such as contract agreement and supplier selection, in theory. (see figure 3.2)

According to Steele and Elliott-Shircore (1985, cited in Quayle and Jones, 1999, p.2), purchasing
is:

“The process by which a company (or other organisation) contracts with third parties to obtain goods and services
required to fulfil its business objectives in the most timely and cost-effective manner.”

A confusing issue is the mixed use of both the term purchasing and the wider term
procurement. Procurement covers purchasing and typical logistics activities such as inventory
management, transportation management and quality control. Purchasing is more concerned
with the commercial relationship while procurement additionally covers the physical distribution
and other activities occurring after the orders have been placed. (Quayle and Jones 1999, p.1)

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 Chapter 1 - Introduction

1.1.2 The Role of Logistics

Fawcett and Fawcett (1995) mention that the perception about the role of logistics is that it
mainly focuses on conducting transportation and warehousing activities. On the other hand
Lambert et al. (1998, p. 32) argue that logistics to some extent interfaces with almost every
function within a company and has hence received an increasing responsibility over several
activities. Gimenez (2006) states that logistics is vital for internal integration because its
boundary-spanning nature facilitates the integration with other functional areas.

In this thesis the role of logistics is defined as the main activities conducted by the logistics
function. These activities, such as transport management, order processing and customer service,
are mentioned in theory by Council of Logistics Management (CLM) and, Langevin and Riopel
(See table 3.2). Authors such as Aronsson et al. (2004, p.21) argue that some activities under the
purchasing function can be more or less integrated with the activities within the logistics
function. There are also indications that purchasing can be seen as a support activity that to
varying degrees is incorporated in the logistics function. Furthermore, purchasing is seen as a
separate phenomenon in this thesis because Council of Supply Chain Management
Professionals, CSCMP (2006), claims that purchasing only to varying degree is included in the
term logistics.

Figure 1.1 illustrates a common positioning of the purchasing and logistics functions within an
internal supply chain.*

Supplier Purchasing Logistics Marketing Customer

Internal supply chain

Figure 1.1 The purchasing and logistics Source: adjusted from van Weele, 2005,
p.207
functions within an internal supply chain

*
Purchasing, logistics and marketing will in this thesis be seen as functions while other areas of responsibility are
mentioned as departments.

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 Chapter 1 - Introduction

1.2 Problem discussion

According to Pagell (2004) and Fawcett and Fawcett (1995) both purchasing and logistics
contribute to the competitiveness of an organisation by conducting different value adding
activities separately. There is also a huge potential for increased advantages if integration exists
between these two functions.

Rogers (2004) states that although there is evidence that purchasing and logistics have been
working closely together historically, the operational focus of logistics and the commercial focus
of purchasing have created a tension between the two functions. Furthermore Fawcett and
Fawcett (1995) state that purchasing and logistics traditionally have had opposing objectives. For
instance some purchasing managers have mostly been committed to reduce the price while many
other factors have been neglected. The logistics function has as a cause of this been forced to
deal with late deliveries and inferior quality from suppliers. Increasing inventory levels has also
been an issue.

Peter Sunesson, a strategic transport planner at ICA in Växjö, stated during a interview (2006-
03-09) that the integration between purchasing and logistics sometimes can be very difficult to
achieve because;

“The purchasers’ just focus on getting the lowest possible price and the obligation of the logistics function is to move
the damn goods”.

The role of the logistics function has hence been to deal with activities that proceed after the
order is placed by the purchasing function. According to Persson (1997) there is no simple
solution on how the logistics functions and its activities should be organised within a company
and he states that this issue needs to be solved on a case-to-case basis. It seems like conflicts
between the purchasing and logistics functions can arise easily within every type of company and
to be able to understand what the underlying reasons are, further research is required (Menda
and Dilts, 1997).

Sum et al. (2001) argue that the logistic function should be integrated with the purchasing
function in order to avoid issues like inferior quality and increasing inventory levels. It is only by
being integrated that a company can reach the full potential of their value-added activities. A

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 Chapter 1 - Introduction

successful integration will foster a competitive advantage that can be hard to copy by
competitors. It will also render an operational costs reduction and an increase in customer
service at the same time. Pagell (2004) mentions that there is empirical evidence that integrating
specific internal supply chain functions will lead to higher performance. If these findings are
true, why do not all companies integrate their purchasing and logistics functions?

Pagell (2004) highlights that it is a challenge for companies to integrate internal functions such as
purchasing and logistics. Murphy and Poist (1996) claim that a possible solution to this could be
if greater attention was dedicated to the interface activities, hence the activities that constitute
the borders of the functions. The reason for this is that an integration of functions cut across
functional barriers. To manage the interface activities between the functions is crucial for
achieving integration. Morash et al. (1997) and Gimenez (2006) have earlier emphasised the
interface between logistics and the functional areas of production and marketing. However, the
interface between purchasing and logistics has not received so much attention in earlier research.

Pagell (2004) also argues that an integration of the purchasing and logistics functions is rare
because there might exist management disagreements concerning internal priorities. Depending
on what view management holds towards the logistics and purchasing function, affect their
organisational hierarchical position (van Weele, 2005, p. 231). Schmitz and Platts (2004) mention
that purchasing decisions seems to have a higher priority than logistics decisions in many
companies due to their commercial connection. Furthermore a logistics manager in the study of
Schmitz and Platts stated; “The purchasing guys are the important people for the suppliers. They sign the
contracts and decide who is in the business and who is not. In their view, we are just doing the operative stuff”,
clarifies this disagreement.

Furthermore, Pagell (2004) states that another aspect hindering the integration of purchasing
and logistics is to some extent due to a lack of knowledge about how this integration can be
conducted. The present literature only suggests that it is very profitable for companies to
integrate different supply chain functions. Nevertheless, there is limited research literature that
concerns factors that might enable or hinder integration between key internal supply chain
functions, such as purchasing and logistics within one specific company.

Van Weele (2005, p.298) argue that one area where these functions are of major importance is
within wholesaling companies since purchasing and logistics are considered as core internal

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 Chapter 1 - Introduction

functions. The role of a wholesaler (for further information concerning characteristics of a

wholesaler, see appendix 1) within a supply chain is to facilitate the flow of goods from
producers to retailers and thereby working as an intermediary (Aronsson et al., 2004).
Wholesaling companies do not add value to their products in terms of product refinement.
Therefore the impact of purchasing and logistics activities is of major importance in order to
create added customer value. By providing place and time utility, logistics add customer value.
Purchasing is however also vital for wholesalers because the share of purchasing cost to the
company’s total expenditures is normally very high, above 80 per cent in many cases. (van
Weele, 2005, p. 298)

Bo Sandkvist, purchasing manager at Hälsokostcentralen (HKC), claimed during an interview

(2004-10-19) that there are disagreements between the purchasing, logistics and marketing
functions.

“If I was to decide, HKC would store 100 articles, if the logistics manager on the other hand could decide, we
would store one article, and finally if the salespeople could decide, we would store 10 000 articles”.

In wholesaling companies, where purchasing’s share of the end-product’s cost price is high and
the need for an efficient logistics flow of goods is crucial in terms of the value added process, it
might be appropriate to consider that an integration between the two functions would be very
beneficial. It would therefore be interesting to explore the role of purchasing and logistics within
these types of companies. Among interesting wholesaling companies to study, this thesis
includes The Body Shop, Hälsokostcentralen (HKC), Mekonomen, Elgiganten and ICA (for
further company specification, see appendix 2). The question is whether these wholesaling
companies integrate some of their purchasing and logistics activities and what could be the
possible factors that hinder or enable the integration?

1.3 Research questions

The problem discussion leads to the following research questions:

§ What activities exist within the purchasing and logistics function at the specific wholesaling companies
and which of these activities are integrated?
§ What are the factors that influence the integration between the purchasing and logistics functions and how
do these factors hinder or enable the integration?

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 Chapter 1 - Introduction

1.4 Purpose
Initially this thesis aims to identify what activities that exist and which of them that are
integrated between the purchasing and logistics functions within the wholesaling companies The
Body Shop, Hälsokostcentralen (HKC), Mekonomen, Elgiganten and ICA. Furthermore the
purpose is to identify what factors that influence the integration between the purchasing and
logistics function in these companies and also to explain how these factors hinder or enable the
integration.

1.5 Limitations
The thesis solely looks at internal functions and factors within a company, excluding the
influence from the external environment as much as possible. Pagell (2004) states that a lot of
research concerning the integration of specific organisational functions, such as purchasing and
logistics, has focused on how integration can affect the business performance. This connection
is excluded in the thesis. This is because we do not ask the respondents to rank the level of
integration between purchasing and logistics activities. As a consequence of this, we cannot
decide whether there is a high or low level of integration between the functions and how this
level affects business performance.

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 Chapter 1 - Introduction

1.6 Disposition of the thesis

Figure 1.2 illustrates how the disposition of the thesis will be conducted and how the “read
thread” will follow within each chapter.

1. Introduction

2.Methodology

3. Theory 4. Empiricism

5. Analysis

6. Conclusion

Figure 1.2 Disposition of the thesis

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 Chapter 1 - Introduction

1.7 Conceptual model

The conceptual model shows how this master thesis will be conducted. Initially, the research
questions will be handled in theory concerning what purchasing and logistics activities that exists
within wholesaling companies. This action is named Step one in figure 1.3. Theoretical factors
that influence integration between the purchasing and logistics function will also be treated.
After the theoretical activities and factors have been identified, the empirical research will begin
(Step two). The respondents will reveal if the activities mentioned in theory exist and which of
them that are integrated. Furthermore, the respondents will describe factors that hinder or
enable integration between the purchasing and logistics functions. An analysis will thereafter be
conducted in order to answer the two research questions (Step three).

This model will be revised after the theory chapter and the empirical chapter. In both these
cases, information regarding the findings will be added to the model in order to create an
overview of the thesis.

Research question 1 Research question 2

What activities exist within the What are the factors that influence
purchasing and logistics function at the integration between the
the specific wholesaling companies purchasing and logistics functions
and which of these activities are and how do these factors hinder or
integrated? enable the integration?

= Step one
= Step two
Theory = Step three

Research question 1 Research question 2

Purchasing activities Factors for integration

Logistics activities Empiricism

Research question 1 Research question 2
Purchasing activities Factors for integration

Logistics activities

Analysis

Figure 1.3 Conceptual model

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 Chapter 2 - Methodology

2. Methodology

I nitially this chapter describes the scientific perspective, scientific approach and research method that are used in
this thesis. Furthermore the way data was collected and what population that was studied is presented.
Finally the judging criteria of the thesis along with the generalisation, summary of methodological choices and a
timetable will be depicted.

2.1 Scientific perspective

According to Patel and Davidsson, (2003, p. 27) a positivistic perspective is characterised by
structure and an objective and neutral attitude by the researcher. Theory and observation should
be clearly separated. Separating theory and observation, which is a characteristic of positivism, is
however very hard due to the fact that our pre-understanding affected the way we interpreted
the answers. Due to literature and earlier empirical indications, the pre-understanding of the
integration between purchasing and logistics has already to some extent been gained. On the
other hand, the pre-understanding always to some extent affect the interpretations, but this is
not the same as being hermeneutic. The overall structure of the thesis has followed the positivistic
perspective, starting with theory construction and later empirical information gathering.

2.2 Scientific approach

By using theories as a base, this study was seen as deductive according to Andersen criteria
(1998, p.29). Nevertheless, the research area of integration within the functional areas of
purchasing and logistics was still very limited. Earlier research has been focused on the
connection between integration of specific organisational functions and business performance.
How integration could be accomplished and what factors that influence integration have earlier
been discussed concerning manufacturing companies, like in Pagell’s study from 2004.
Therefore, this exploratory study could also be characterised as somewhat inductive, which
according to Patel and Davidsson (1994, p.21f) is described as a way to formulate new theories
based on new information. However our study was mostly characterised by a deductive approach.

2.3 Research method

In order to explain what factors that influence the integration between purchasing and logistics
and how these factors hinder or enable integration a qualitative research method was used. Within a
qualitative research method the primary activity is the researcher’s interpretations (Lundahl,
1999, p.102ff). However, we were aware of that earlier experiences and perceptions to some
extent would affect our interpretations and thereby the final result. Another reason for our

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 Chapter 2 - Methodology

choice, which might be of minor importance, was that a large majority of logistics research has
focused on quantitative approaches (Mangan et al., 2004). It could hence be reasonable to
believe that qualitative approaches within logistics research were desirable.

2.4 Data collection

The primary data of this thesis were collected through in-depth interviews. Theoretical material
gathered from other researchers constituted the secondary data. Andersen (1998, p. 86, 150)
highlights that the researcher collects primary data empirically while other researchers provide
secondary data for the specific researcher. The gathering of primary data in qualitative studies
can be done in many ways, for instance by in-depth interviews or observations.

In-depth interviews are preferably used within qualitative studies where no visible structure is
needed. According to Patel and Davidsson (2003, p.71f) low structured interviews permits the
respondent to answer the questions in an open-minded way while a high structured interview
hinders the respondent to answer more freely because the answer alternatives might be more
fixed. Therefore, this study was built upon the use of in-depth and low structured interviews in order
to capture personal opinions about existing and integrated activities and what factors that
hindered and enabled the integration between purchasing and logistics. In order to answer
research question one, an activity list concerning purchasing and logistics activities was
conducted and handed out to the respondents. They should answer if the activities belonged to
either the purchasing or logistics function or if they were integrated.

2.5 Population and sample

The idea to study the integration between purchasing and logistics activities in specific
wholesaling companies was born during a meeting in November 2005 with a former logistics
student from Växjö. He mentioned that there were many conflicts between the purchasing and
logistics function within his company. Peter Sunesson, a strategic transport planner at ICA in
Växjö, who has previously worked as a logistics manager, also confirmed this point of view
during an interview in March 2006. Although the idea was born in November 2005, the first
empirical finding for this thesis was actually a statement by Bo Sandkvist at Hälsokostcentralen
(HKC) in Malmö during an interview in October 2004 (see chapter 1.2).

The companies The Body Shop, Hälsokostcentralen (HKC), Mekonomen, Elgiganten and ICA
constituted our population. These companies could be seen as wholesalers because they have a

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 Chapter 2 - Methodology

centralised warehouse structure that provides a significant number of consumer products to

retailers. The Body Shop has one central warehouse for the Swedish market in Oxelösund.
HKC’s central warehouse is placed in Malmö, while Mekonomen has their warehouse in
Strängnäs for the Scandinavian market. Elgiganten has one warehouse for the Nordic region in
Jönköping and ICA has three central warehouses in Sweden. The selected companies had
something in common here. Another trait is that they provide retailers with consumer products.

During the interviews, all respondents confirmed that their company work as wholesalers.
Nevertheless, all companies in this study except for HKC could also be seen as retailers. This is
because their wholesaling unit provides consumer products for retail stores that work under the
same company name as the wholesaling unit. However, this thesis only focused on their role as
wholesalers.

The selected way of conducting a study is often a balance between what is wanted and what is
able to carry through. Often the researcher distinguishes between a random and a non-random
selection (Lundahl, 1999, p.97). If the researcher is not able to investigate a whole population,
the investigation should at least try to reflect the population (Patel et al., 1994, p.44). On the
other hand it is very rare that a qualitative research method is made on a whole population.

This thesis was based on a selective, non-random selection. These companies were characterised by
their role as wholesalers and that they provided consumer products for retailers. However, the
most important requirement that justified the choice of this non-random selection was the
existence of a purchasing and logistics function in these companies. These functions were
evident in all of the chosen companies. According to Pagell (2004), integration crosses functions
by its nature. The only way to assess whether integration existed or not, was to collect empirical
data from respondents responsible for different functions, such as purchasing and logistics. This
way of collecting data has also been the ambition in this thesis, but primarily due to availability
reasons from the respondents this was not to full extent possible. Despite this it was possible to
make interviews with people from both the purchasing and logistics functions in three out of the
five companies and almost every respondent had a management position from their respective
functions.

The reason why we interviewed people from the marketing function at The Body Shop was in
order to get a wider understanding of the purchasing function since a purchasing responsible

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was not available for interviews. According to the respondents at The Body Shop the marketing
function is closely connected to the purchasing function and could hence give valuable
information for the research. The reason why we interviewed two respondents was the fact that
either of them had been working for a longer period of time at the function. The respondent
Jimmy Olofsson at Elgiganten, was by the title plant manager at the central warehouse in
Jönköping, responsible for the logistics function and could hence be seen as a logistics manager.
The reason why no interview was conducted with a manager within the purchasing function at
Elgiganten was primarily because of the geographical distance and availability. The purchasing
function resides in Norway and the purchasing manager was only available for a telephone
interview from the 19th of May and forward, which made it impossible to include this side of
Elgiganten within the time frame of the thesis. At Mekonomen, the respondent Michael
Thorburn could be seen as having the overriding responsibility for the wholesaling unit and the
so-called purchasing manager was more or less solely responsible for conducting contract
agreements with suppliers. The reasons for not making an interview with the purchasing
manager at Mekonomen was hence due to his limited responsibility concerning purchasing
activities but also due to that we wanted to get a broader perspective, which meant that more
companies could be included in the work of the thesis instead. Therefore, we prioritised the
other respondents because we thought that they would contribute with more relevant
information. At ICA, we conducted interviews with Henrik Hedlundh who belongs to the
purchasing function but also with Peter Sunesson who is a strategic transport planner. Peter
belongs to the logistics function and we knew from previous interviews that he had earlier been
working as a logistics manager. Although neither Henrik nor Peter had a management position
at ICA, we felt that their experience and responsibility was adequate for contributing with
valuable information to the research.

Another aspect that influenced the selection of companies was the geographical distance
between potential respondents and Växjö. At first, the ambition was to visit all the sites where
the respondents worked. This was, however, considered to be too expensive after travelling 1600
km in three days, conducting four interviews with an interview time of seven hours in total.
Therefore, the remaining interviews with Mekonomen in Strängnäs, ICA in Stockholm were
made by telephone. Concerning the two respondents working within the marketing function at
The Body Shop in Stockholm these interviews were made by e-mail. This was because the
respondents were not available for telephone interviews. The opinions gathered in this manner
could be seen as less trustworthy compared to the other interviews concerning the functions’

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 Chapter 2 - Methodology

activities. Therefore we focused more on the information given by the logistics manager from
the in-depth interview because the two respondents did not add comments about the activities.
The reason for contacting Peter Sunesson at ICA in Växjö by telephone was because he
preferred this type of interview. Another aspect that has affected the selection of companies has,
of course, been the willingness and availability from them to provide us with answers.

Table 2.1 presents the chosen companies and the people that have been interviewed within this
master thesis. For further information regarding the respondents is found in appendix 2. It was
one of the respondents at The Body Shop who wanted to be anonymous and was therefore
referred to as Person Y in this thesis.

Company Interviewees Title Location Date

Bodyshop Jan Widegren Logistics and IT manager Oxelösund 2006-03-30
Bodyshop Helene Lindholm Marketing and sales manager Stockholm 2006-04-21
Bodyshop Person Y Marketing function Stockholm 2006-05-03
HKC Mikael Dahlqvist Logistics manager Malmö 2006-04-03
HKC Bo Sandkvist Purchasing manager Malmö 2006-04-03
Mekonomen Michael Thorburn Logistics manager Strängnäs 2006-04-04
Elgiganten Jimmy Olofsson Plant manager (logistics) Jönköping 2006-04-05
ICA Henrik Hedlundh Strategic purchaser Solna 2006-04-10
ICA Peter Sunesson Strategic transport planner Växjö 2006-04-21

Table 2.1 Chosen companies and

respondents

2.6 Criteria for judging the quality of research design

Research is about enlighten a problem and trying to ensure that the work, which is being carried
out, actually contain relevant theory and actual conditions within the empirical environment. The
researcher must thus be certain that he/she conducts the research in an adequate way and
investigates what is intended to investigate (Patel and Davidsson, 1994, p.85). According to Patel
and Tebelius (1987, p.77-82) commonly used criterions within qualitative research methods are
applicability, credibility, plausibility and conscientiousness.

2.6.1 Applicability
Patel and Tebelieus (1987, p.77) argue that to be able to conduct a research that is as reliable as
possible, the researcher must find adequate information that can be related to the problem
formulation of the thesis. The researcher must thus be able to find this type of information from

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 Chapter 2 - Methodology

respondents that should be valuable for the continuous work with the thesis. It is important that
the interviewed person recognise the study subject as important and interesting in order to be
able to give personal opinions, which can be crucial for the relevance of the research.

After collecting the theory we tested the applicability on the first interview with Jan Widegren at
Body Shop. After this interview we discussed within the group what could be improved for the
following interviews. This procedure was used after each interview. Another important thing was
that we mainly interviewed people responsible for the purchasing and logistics functions. The
fact that most of them had an overriding responsibility for either the purchasing or logistics
functions facilitated the ability to give personal opinions about the integration between
purchasing and logistics. The ambition to get both sides of the coin by conducting interviews
with persons responsible for both purchasing and logistics within one organisation further
enhanced the applicability and the possibility for conducting the analysis.

Concerning the logistics activities (table 3.2) in the theory chapter, the activities listed could be
relevant for wholesalers. Hence, logistics activities related to manufacturing companies were
excluded, such as production planning. It is worth mentioning that the activities included in table
3.2, except for inventory management, were used as a base for the empirical information
gathering. The process of adjusting the purchasing and logistics activities that are categorised in
the theory chapter to wholesaling companies in the empirical study is a step towards reaching a
higher applicability for wholesaling companies. The activity list has therefore been extended
concerning logistics activities compared to the theoretical chapter. The main reason for the
adjustment was because the definitions of purchasing and logistics activities mentioned in theory
were too general and indeed included a set of activities. For instance, transportation
management includes both the planning activity as well as the inbound and outbound part. If
transport management would be seen as one activity in the activity list it would be impossible to
interpret if the respondent meant that a particular function was responsible for one, two or three
of the sub-activities mentioned as transportation management. The same line of argument goes
for integration because one of the sub-activities could be integrated but not the others. This
would be impossible to track with having transportation management as one activity.

The logistics activity order processing has been adjusted from theory to customer order
processing in the activity list because this activity does only include the customer relationship
and should be distinguished from the ordering activity, which is seen as a purchasing activity in

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 Chapter 2 - Methodology

the theory. The ordering activity was further divided into two sub-activities, namely call-offs at
the supplier and order surveillance suppliers. Other set of activities that also had to be divided
into sub-activities was customer service and return/goods handling. These distinctions were
important to take into consideration because the more the activities could be separated the easier
it would be to interpret the respondents’ answers and opinions concerning what activities that
belonged to the purchasing function solely, the logistics function solely or were integrated. The
reason to why we did not include inventory management in the activity list was because there
were too many sub-activities to take into consideration, which covered activities that was
mentioned in the activity list already. To include inventory management would only cause
confusion. The fact that none of the respondents wanted to add other activities was something
that clarified that inventory management was covered in the other activities. Therefore, it was
also reasonable to conclude that all, or at least the most important, purchasing and logistics
activities for wholesaling companies were included in this thesis.

In order to obtain an objective viewpoint from the respondents, the activity list included a
mixture of purchasing and logistics activities. It should not be possible to discover a pattern and
find out which activities that belonged to either the purchasing or logistics function by looking at
the list. (See the activity list in Appendix 3) It is however necessary to mention that the enclosed
activity list is the revised version, concerning translation. Initially the list that was handed out to
the respondents was in Swedish. The reason for this was because it should facilitate their
selection of activities and avoid misunderstandings.

It is important to mention that although the companies can feel that the purchasing and logistics
functions are integrated, the focus in this study was to reveal what activities that were actually
seen as integrated by the crosses in the activity list. In the case where there were two
respondents from the same company, the integrated activities were those that both respondents
recognised as integrated. In the case where only one respondent was present, the answers
regarding integrated activities were accepted as the overall opinion of the company.

2.6.2 Credibility
It is essential that the researcher can argue that the information and the interpretations of the
collected data are credible. The empirical information gathered from interviews can be
considered to be more credible if the respondent regards the subject as relevant. Credibility
presupposes accordance between word and action, which means that there must exist a balance

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 Chapter 2 - Methodology

between objectivity and subjectivity within the researchers interpretations. To be able to reach
credibility of a thesis, the respondent should be allowed to examine the researchers’
interpretations before they are published (Patel and Tebelius, 1987, p.80).

The credibility of the thesis was established by sending the respondents the interview guide and
the activity list (see appendix 3) a couple of days before the interviews took place. Within the
interview guide and activity list, the respondents could for instance read about the purpose of
the thesis and the way the work was conducted. A Dictaphone was also used as an aid to collect
information and to enhance the credibility of what was said by the respondents. The interview
with Mekonomen was an exception because the respondent did not want us to use the
Dictaphone. Furthermore notes were taken during all the interviews. To ensure that the
interpretations during the interviews have been correctly made, the compilation of the interview
was returned to the respondents for possible revision. However, it was important to take into
consideration that the respondent might adjust the answers in a way that better suited him or her
if the possibility of adjustment existed.

2.6.3 Plausibility
According to Patel and Tebelius (1987, p.78) plausibility reveals how well the results of the thesis
is in accordance with reality. From the point of view of the researcher plausibility intends to
mirror the initial questions of the thesis to the highest possible extent. If the researcher is well
aware about the respondents position within the company the chances of receiving plausible
information increases. By interviewing respondents that mainly had an overriding responsibility
for the functions of purchasing and logistics, the plausibility of the thesis was able to reflect how
the reality within these functions were.

2.6.4 Conscientiousness
Patel and Tebelius (1987, p.81) claim that the researcher constantly needs to make reflections
and notes over the working process to be able to achieve a high conscientiousness. In the stage
of interpretation, conscientiousness is important because this reflect how subjective the
researcher is. In addition to this, a qualitative research can affect the emotions within the
researcher in different directions, which is important to be aware of. It is thus essential that the
researcher does not try to pressure or to some extent manipulate the respondents in some ways
that can affect their answers. The information that might be seen as odd and uncomfortable
should not be excluded.

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 Chapter 2 - Methodology

To be able to achieve conscientiousness, we constantly tried to be as innovative as possible and

searched for new ways to approach the work of the thesis. To secure these approaches we
persistently made notes of the discussions inside the group. Our actions during the interviews
were also objective in the way that we did not pressure or tried to lead the respondents in some
directions. In an attempt to increase the conscientiousness of the thesis we compared our notes
with what has been recorded on the Dictaphone during the interviews.

2.7 Generalisation
Svenning (2003, p.66) claims that one fundamental issue that has to be made correctly within
qualitative researches to be able to generalise is that the empirical foundation needs to be
correct. Economical reasons and limited amounts of time are areas that inhibit the researcher
from investigating a whole population. Therefore the researcher tries to draw some conclusions
and generalisations, by just examine a sample from the population (Halvorsen, 1992, p.95).
Nevertheless it becomes important that the researcher can be able to show why the particular
research can be said to include the whole population (Backman, 1998, p.70).

Instead of trying to generalise by only focusing on a specific market sector, this thesis aimed to
study the integration between purchasing and logistics within wholesaling companies with
different market settings to be able to draw conclusions mainly for the companies that
participated in this study. To make generalisations outside of these companies was therefore
difficult. This sort of research, concerning the factors that hinder or enable the integration
between specific wholesaling companies, could however be very useful for further research. It
might also be reasonable to argue that other wholesaling companies, which handle similar
consumer products as the population of this thesis, could take advantage of this research.

2.8 Summary of methodological choices

In order to get an overview of the methodological choices of the thesis, table 2.2 is presented.

Methodology Methodological choices

Scientific perspective Positivistic
Scientific approach Deductive
Research method Qualitative
Data collection In-depth interviews
Population and sample Selective, non random selection

Table 2.2 Summary of methodological choices

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 Chapter 2 - Methodology

2.9 Timetable
Table 2.3 presents the planned work of the thesis in comparison with the real outcome. The
outcome differs slightly from this plan. Overall, the planned schedule has been followed except
for some smaller differences. Concerning the analysis and conclusions our ambitions were a bit
high. The outcome shows that the writing of the analysis and conclusions were done later than
planned.

Plan
Week
8 9 10 11 12 13 14 15 16 17 18 19 20

1. Introduction

2. Methodology

3. Theory

4. Empiricism

5. Analysis

6. Conclusions

Outcome
Week
8 9 10 11 12 13 14 15 16 17 18 19 20

1. Introduction

2. Methodology

3. Theory

4. Empiricism

5. Analysis

6. Conclusions

Table 2.3 Timetable for the thesis

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 Chapter 3 - Theory

3. Theory

T his chapter will initially present the role of purchasing and logistics and their respective activities. Finally
factors that influence the integration between the two functions will be presented. Figure 3.1 illustrates where
the reader can find information that relates to the research questions.

3. THEORY

3.1 The role of 3.2 The role of 3.3 Factors for

Purchasing Logistics integration

3.1.1 Purchasing 3.2.1 Logistics

activities activities
What are the factors that influence the
integration between the purchasing and
logistics functions and how do these factors
hinder or enable the integration?

Research question 2
What activities exist within the purchasing
and logistics function at the specific
wholesaling companies and which of these
activities are integrated?

Research question 1
Figure 3.1 The structure of the theory chapter

3.1 The role of purchasing

Management can have different views on the importance of purchasing. Van Weele, (2005, p.
252) states that this will affect the role of purchasing within a company. Management may look
at purchasing as operational, commercial, as a part of integrated logistics and as a strategic
business area. Purchasing as an operational function will be evaluated by management on how well
it handles things like order backlogs, purchasing administrative lead times, number of orders
issued, etc. If purchasing is looked upon as a commercial function, the management is aware of its
potential to primarily save money for the company. This means that purchasing has a higher

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 Chapter 3 - Theory

position in the organisation compared with the first stage. A good example of this is when
management sets targets together with the purchasers to try to lower prices or costs.

Purchasing can also be seen as a part of integrated logistics. When this is the case, management has
become aware that price hunting has it drawbacks and may lead to sub-optimisation by letting
the purchasers be “penny wise and pound foolish”. Putting too much pressure on prices may
convince the purchasers to purchase the wrong products, in terms of both bad suppliers and
supply condition but also lower quality products. At this integrated stage management
introduces targets to purchasers on quality improvement, lead-time reduction and improving
supplier delivery reliability.

Finally purchasing can also be seen as a strategic business function within the company, which means
that the purchasers are almost on the same level as the top management. The purchasers are
being evaluated upon many aspects, such as; number of changes in the supply base, number of
new suppliers being contracted and purchasing’s contribution to the savings realised. These
statements are all presented in table 3.1 below.

General The importance of Hierarchical position of

information
purchasing purchasing
Alternative
viewpoints

Purchasing should evaluate

Purchasing as an operational operations such as order Low in organisation
administrative function backlog, administrative lead-
time, number of orders, etc

Management are aware of

Purchasing as a commercial savings potential of purchasing, Reporting to management
function targets are agreed together with
purchasing, etc

Management are aware that

Purchasing as a part of hunting for the cheapest price Purchasing integrated with other
integrated logistics will lead to sub-optimisation. materials-related functions
management They introduce targets to the
purchasers, such as to increase
quality and reduce lead-time

Purchasing is involved in
Purchasing as a strategic deciding the company’s core Purchasing represented in top-
business function business and position on the management
market

Table 3.1 The way management can look upon Source: adjusted from van Weele, 2005, p. 251-252
purchasing

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 Chapter 3 - Theory

Axelsson and Laage-Hellman (1991, p.9) argue that the role of purchasing has evolved over the
years from being a merely administrative responsibility that should ensure the right price from
fixed suppliers to become a strategic and commercial responsibility including supplier selection
and supplier evaluation. A reason for this development is the fact that the proportion of
purchasing costs in relation to total costs has increased through all business sectors, especially
within wholesaling companies. Gadde and Håkansson (1998, p.18) state that the role of
purchasing is about how companies manage their relations with suppliers.

3.1.1 Purchasing activities

Van Weele’s (2005, p. 13/302-305) purchasing process concerning wholesaling companies
consists of six activities, which are visualised in figure 3.2. The first four steps, called the initial
or tactical purchasing activities, are primarily of a technical and commercial nature. The
remaining two steps are referred to as the ordering activities, which have a more logistics and
administrative character. Furthermore, Van Weele states that purchasing should not have
responsibility for activities such as inventory management and incoming quality control.
However, in order for the company to be effective, purchasing activities should be closely linked
and interrelated to these materials activities. A purchasing manager should not necessarily
conduct all of these activities but at least support each of the six activities within the purchasing
process.

Estimate
demand for Product and Supplier Contract Ordering Supplier
a particular assortment selection agreement evaluation
decisions
item

Figure 3.2 The purchasing process for Source: Adjusted from van Weele, 2005, p. 13/302-305.
wholesaling companies

1. Estimate demand for a particular item

A wholesaler differentiate itself from industrial companies by being more commercial. This
means that wholesalers are forced to listen more to the marketing function since it is them that
actually are making the money in these companies. According to Quayle and Jones (1999, p. 52)
it is common that companies have an executive person responsible for both purchasing and
sales in order to better coordinate these two activities. In the first stage of the purchasing

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 Chapter 3 - Theory

process it is mainly the marketing function that estimate or plan the demand of a particular
product based on historic data, market research or market intuition. This information is later
translated into sales forecasting and budgets for future time periods, which is used in the second
stage of the purchasing process. (van Weele, 2005, p. 302)

2. Product and assortment decisions

The second stage is about determining the assortment of the product or products that are going
to be purchased. Even in this case it is the marketing function that has the final say. (Quayle and
Jones, 1999, p. 21) The important decisions that are made in this stage concerns the quantities
and products needed. (van Weele, 2005, p. 302)

3. Supplier selection
According to Björnland et al. (2003, p. 259) the supplier selection is one of the main activities in
the purchasing function. When the company has decided upon its needs and wants, it can start
to make its market exploration.

Based on the information or limitations achieved from the first two stages, a list of potential
suppliers can be found. The purchaser will have to decide if the product will be in compliance
with the company’s ideas and also decide whether or not to purchase the product. (van Weele,
2005, p. 303) Björnland et al. (2003, p. 259) argue that the selection of suppliers to some extent
varies, depending on what kind of purchase that is to be made.

4. Contract agreement
After a supplier has been selected, the purchasing function needs to draw up a purchasing
contract together with the chosen supplier. The purchaser will provide information regarding
demand to the supplier based on historic information and forecasts. After this information has
been given, the two parties negotiate about how the contract will look like. The contract will
include areas such as prices, quality, method of packaging, order size, payment, terms of delivery,
terms of payment, penalty clauses and warranty conditions. (van Weele, 2005, p. 303)

5. Ordering
According to van Weele (2005, p. 304) the fifth stage of the wholesaler’s purchasing process is
the ordering activity. The orders can be done after the entire supplier contract have been agreed
upon. Within wholesaling companies the ordering process should be as simple and efficient as

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 Chapter 3 - Theory

possible. Many wholesalers have therefore been using sophisticated ordering routines for a long
time. Another way of ordering is done by so called call-offs, which means that the purchaser will
negotiate with the supplier on a long-term basis to supply the products over a longer period of
time (one year or more). The purchase orders are then placed after this agreement, which could
be on a monthly basis or more or less frequent. In these cases the contracting and ordering are
seen upon as separate activities.

6. Supplier evaluation
When the ordered goods arrive at the purchaser’s warehouse it usually goes through some
check-ups. Depending on the complexity of the products, there might be more than one check-
up. The aspects that are being looked upon are the actual product itself, in terms of appearance
and also quality, if the delivery is made on time and in the right quantity. To be able to do these
check-ups, it is very important that the purchasing function has the tools to measure these
metrics, and it is equally important that the purchaser contact the supplier if problems occur.
(van Weele, 2005, p. 305)

Things that can go wrong in the relationship with the supplier are; settling warranty claims and
penalties, settling excess work or work that does not meet the specification, organising the
documentation and conduct an evaluation of the purchase. By having this documentation of the
supplier’s performance, future selection of suitable suppliers will be facilitated. The evaluation
step is thereby a major source of added value that the purchaser contributes to the company by
telling which suppliers that are reliable and good to work with. In a long-term perspective, this
will lead to a concentration of the number of suppliers that the purchasing company is working
with. (Quayle and Jones, 1999, p. 52)

3.2 The role of logistics

Logistics is a wide-spanning term, which is constantly evolving, covering more and more issues
in the business environment (Skjött-Larsen, 2000). Some cornerstones of logistics can however
be traced from its roles and activities. In general, the role of logistics has grown considerably
during the last years and depending on whom you ask, the function might include activities such
as transportation, warehousing, inventories, order processing, packaging, materials handling,
forecasting and planning and purchasing. (Lambert et al., 1998, p.435)

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 Chapter 3 - Theory

Quayle and Jones (1999, p.85-86) define logistics as a strategic and holistic view of thinking,
which embraces all links in the flow of materials and its related information in order to make the
activities perform in accordance with overall business objectives. The obligations of logistics
point towards its value-added role in assuring the four basic utilities place, time, form and possession.
(Shapiro and Heskett, 1985 cited in Storhagen 2003 p. 17)

However, Coyle et al. (1996, p.34-35) argue that two of the most important roles of logistics are
to add value in terms of time and place utility. Place and time utility are ensured mainly through
transportation and accurate inventory management. Ballou (1999, p.7) argues that there are many
activities that have to be performed in order to provide mainly time and place utility. These
activities vary between companies depending on issues such as organisational structure,
management perception about logistics, and the company’s role in the supply chain.

Lambert et al. (1998, p. 564-565) state that the role of logistics can be seen from three different
hierarchical levels, which figure 3.3 illustrates below. The highest level is the strategic level,
which considers issues such as business objectives and customer service. The second level is
named tactical and handles decisions such as location of warehouses and types of inventory
control systems. The operating level focuses on day-to-day decisions, such as quality control,
vehicle routing and scheduling.

Strategic § Business objectives

§ Marketing strategy
§ Customer service

§ Inventory control
Tactical § Order processing
§ Plant and warehouse
location
§ Warehousing and
storage

§ Quality control
Operational § Vehicle routing and
scheduling

Figure 3.3 Different levels of logistics decisions Source: Adjusted from, Lambert et al.,
1998, p.565

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 Chapter 3 - Theory

3.2.1 Logistics activities

The Council of Supply Chain Management Professionals (CSCMP, 2006) states that typical
logistics activities that should be handled by the logistics function are materials handling,
inventory management, transportation management and warehousing.

The predecessor of CSCMP is Council of Logistics Management, CLM, and the major logistics
activities according to them are transport management, inventory management, warehousing and
storage, packaging, materials handling, order processing, demand/sales forecasting, customer
service, purchasing, warehouse site location and return goods handling. (Ballou, 1999, p.8)
Quality control can also be seen as a logistics activity according to Langevin and Riopel (2005,
p.4-9).

Table 3.2 visualises examples of different opinions concerning activities that should constitute
the term logistics.

Bowersox Ballou
Authors
CLM Lambert Coyle & (1999) Langevin & Björnland
Logistics definition et al. (1998) et al.(1996) Closs (1996) Riopel (2005) et al. (2003)
activities

Transportation management X X X X X X X
Inventory management X X X X X X X
Warehousing and storage X X X X X X X
Packaging X X X X X X X
Materials handling X X X X X X X
Order processing X X X X X X
Demand/Sales forecasting X X X X X X
Customer service X X X X X X
Purchasing* ? X ? X X X
Warehouse site location X X X X
Return goods handling X X X
Quality control X X

Table 3.2 Typical logistics activities, X = activity included in the logistics function
examples of author’s opinions ? = uncertainty if included or not
∗ = Purchasing is here seen as integrated within logistics

Langevin and Riopel (2005, p. 4-9) have categorised logistics activities based on definitions
gathered from 66 different sources and have divided the major activities into strategic, network
and operational level. The strategic level incorporates strategic decisions spanning over cross-
functional areas in a company. One example of a strategic decision, in which the logistics
function is involved, is the customer service and the related metrics for measuring customer

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 Chapter 3 - Theory

service. The network level concerns long-range structural decisions, which include issues such as
communication and information networks. The activities on the operational level are divided
into nine different decision areas: demand forecasting, inventory management, purchasing,
production, warehousing, transportation, materials handling, packaging and order processing.

Coyle et al. (1996, p.43) state that the logistics function cooperates mainly with two other
functions inside a company, the marketing and sales functions. However CSCMP (2006) has a
broader view of the integrating role of logistics that incorporates integration with the marketing-,
IT- and finance functions. Coyle et al. (1996, p.43) highlight that the logistics function has a
close corporation with other functional areas in almost every company since the logistics
activities works cross-functionally in many aspects. According to CSCMP (2006) the reason for
this is because logistics is involved in all levels of planning, implementation and control of the
material flow. Nevertheless, the logistics function does not necessarily include purchasing which
can be a separate function. Coyle et al. (1996, p.44) also state that purchasing sometimes is
excluded from the logistics function in many companies, although it is regarded as a logistics
activity by many authors. To exclude purchasing from the logistics function, and perceive it as a
separate function, is especially evident within companies that have a focus on physical
distribution such as wholesalers.

Van Weele (2005), as well as Fawcett and Fawcett (1995), separate the logistics function from
the purchasing function. In their view, the logistics function should work more with activities
such as distribution and warehousing than purchasing. Bowersox and Closs (1996, p.25) state
that the logistics competency covers transportation, inventory, warehousing, material handling
and packaging. Purchasing is excluded from their definition.

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 Chapter 3 - Theory

3.3 Factors for integration

Each function within a company contains different activities that all contribute to the creation of
added value. It is not unusual that functions work after own goals, which easily can lead to sub-
optimisation and thereby making integration efforts hard to achieve. A big challenge for the top
management is hence to ensure that the overall goal is achieved, which requires that the
functions within the company to some extent work together. The functions of purchasing and
logistics each have a large impact on the success of a company, but their greatest potential
depends on if they are integrated or not. (Fawcett and Fawcett, 1995)

3.3.1 Historical factors

Hayes and Wheelwright (1984, cited in Pagell, 2004*) suggests that the key factors for integration
are structure, measurement and rewards, job rotation, communication, information technology
and top management support. Figure 3.4 visualise these factors.

3.3.1.2 Measurement
and rewards
3.3.1.1 Structure 3.3.1.3 Job rotation

Integration

3.3.1.6 Top 3.3.1.4 Communication

management
support
3.3.1.5 Information technology

Figure 3.4 Model of internal Supply Chain Source: Adjusted from Hayes and Wheelwright
integration (1984, cited in Pagell 2004).

* Pagell refers to manufacturing companies in his study and the factors are derived from this perspective. However,
in this research, these factors will be tested on wholesaling companies.

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 Chapter 3 - Theory

3.3.1.1 Structure
According to Stank et al. (1994) the structure of an organisation is a critical factor that to a great
extent influences the internal relationships between the functions of the organisation.
Organisational structure also affects the information flow and the human relations. Some other
areas where structure has a great impact are for instance internal collaboration and allocation of
power and responsibilities within the organisation.

Figure 3.5 presents a common structure for purchasing and logistics within a wholesaling
company.

General manager

Marketing/sales Logistics Purchasing Finance

- Inbound - Supplier
transportation selection
- Warehousing - Contract
- Outbound agreement
transportation - Ordering

Figure 3.5 A common structure within wholesaling companies Source: adjusted from van Weele,
where major purchasing and logistics activities are visualised (2005, p.243

3.3.1.2 Measurement and reward systems

Beretta (2004) claims that performance measures enable effective integration within a company.
This is clarified by Pagell (2004) who argues that not only measurements but also reward systems
are great ways of integrating the purchasing and logistics functions. Performance measurement is
also essential for every company because it creates comprehension, and brings understanding to
the different work of each function. Performance measurement is the factor on which
integration between functions is built. Many authors argue that logistics has a direct connection
to the purchasing and marketing function within a company. By measuring logistics and
purchasing performance, the integration between the functions becomes easier to achieve.
(Fawcett and Cooper, 1998)

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 Chapter 3 - Theory

Nevertheless, it is essential that the performance measurement systems must be adaptable with
the information systems of the company to be able to construct an integration-oriented
company culture. (Fawcett and Fawcett, 1995) Another hinder towards functional integration is
the tendency towards counterproductive performance measurement. Without consistent
measures it is very hard to get the whole organisation to strive towards overall strategic
objectives. (Fawcett and Cooper, 2001)

Lei et al. (1990) argue that a reward system constitutes the relationship between a company and
its employees. Furthermore the reward system defines the values and norms of the company.
Allen and Kilmann (2001) claim that reward systems should be used by companies with the
purpose to increase the motivation of the employees. If they are able to do so, this would lead to
that the company overall strategy can be obtained and hence create a culture and structure where
different function support each other’s work. Historically, the characteristics of reward systems
have been to compensate the employees within a certain function of a company for their
individual achievement. For instance, Pagell’s (2004) research demonstrates that the purchasing
function was mainly rewarded on how well the purchasers were able to reduce the prices. In the
research it emerged that one purchasing manager claimed that when a trade-off was to be made
between price and quality, he/she would choose a lower price of a product even if this would
lead to lower quality.

3.3.1.3 Job rotation

The area of job rotation can gain major advantages concerning integration within a company. By
using job rotation, the employees can get more insight and knowledge about other functions
work and issues they need to deal with and thereby add value through their extended experience.
(Song et al., 2006) Furthermore Adomi (2006) claim that job rotation increases “the life of the
organization” as it also enhances the employees understanding and possibility to adapt to
changes within the organisation. Lenders and Wierenga (2002) argue that moving employees
across functions reduces isolated thoughts and can help people within different functions to
interact, which enables integration.

3.3.1.4 Communication
Pagell (2004) argue that one of the major enablers, and also hinders, of integration is
communication. Fawcett and Fawcett (1995) claim that communication is needed to be able to
overcome gaps between functional areas. To overcome the gaps it is critical that all functions

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 Chapter 3 - Theory

within a company are well aware about their respective roles. Narasimhan and Soo Wook (2001)
talk about something called functional integration, which focus on minimising the trade-offs
between purchase discount and the level of inventory. In order to minimise these trade-offs,
communication is vital between the functions. Large (2005) claims, for instance, that
interpersonal communications is the skill that is required by purchasers to perform efficiently.
Furthermore, Gammelgaard and Larson (2001) argue that logistics people need to be able to
communicate across functional borders in order to be successful.

3.3.1.5 Information technology

The introduction of Information Technology (IT), which has helped companies to communicate
both internally and externally, has helped many companies to integrate different functional areas.
(Narasimhan and Soo Wook, 2002, Beretta, 2004) The discussion whether to name a company
system for enterprise resource planning system (ERP) or enterprise systems is divided among
authors. However, they all share the same purpose, which is to integrate different business
processes and functions. Another aim with ERP-systems is to provide the company with a
holistic view. (Jarrar et al., 2000)

Davenport and Brooks (2004) claim that ERP-systems in the past have helped companies to
manage their inventory in an effective way. One of the first functions that were supported by
this type of system inside a company was the purchasing function (Sherer, 2005). ERP-systems
can help companies to overcome traditional functional barriers and is a condition to whether a
process-based approach can be successful or not (Davenport and Brooks, 2004). A company’s
ERP-system is a factor that affects logistics costs and service levels at the same time (Bardi and
Raghunathan, 1994).

Nevertheless, the major problem with ERP-systems has been to integrate them with other type
of systems within the company. For instance, there are systems that have solely been designed to
handle the information within a specific function, which has caused communication problems
with other functions (Davenport and Brooks, 2004). In order to become successful, Jarrar et al.
(2006) claims that ERP-systems require top management support.

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 Chapter 3 - Theory

3.3.1.6 Top management support

According to Pagell (2004) top management support is required to create integration between
the functions of purchasing and logistics. If there is a lack of support from top management, this
will be a factor that hinders integration. Fawcett et al. (2006) also argue that top management
must facilitate the work of the manager within each function of a company in order to create
integration. Many managers also find it more difficult to create an adequate collaboration
between the internal functions of the company compared to external actors of the supply chain.
However, a successful functional integration has to start with top management support. This is,
indeed, the stepping-stone for functional integration because a change needs to be accepted
among the workforce as well. In this changing process, top management has a critical role in
winning commitment from the workforce. (Fawcett and Cooper, 2001)

3.3.2 Additional factors

The model previously presented (see figure 3.4) by Hayes and Wheelwright has been extended in
research by Pagell (2004). Pagell, together with other researchers, has identified the following
factors, which influence internal integration. These are strategic consensus, culture, plant size,
and process based management.

3.3.2.1 Strategic consensus

Normally different functional opinions cause work related conflicts concerning priorities and
ways to manage specific tasks (Camelo-Ordaz et al., 2005). Bouyer and Mc Dermott (1999) argue
that a clear definition of the organisations strategic objectives and how they are measured is
required to achieve high levels of consensus. Poor information about the overall company
objectives can lead to that functions work in manners that pull the organisation in different
directions, which is the opposite of integration. The lack of consistency concerning overall
company strategies is a major hinder towards integration of internal functions (Fawcett and
Cooper, 2001). According to Pagell (2004) consensus between purchasing and logistics occurs
when the purchasing and logistics managers are well aware of that they are striving towards the
same strategic goals. This can for instance sometimes be difficult because logistics people often
consider that purchasers make their decisions, concerning supplier selection, based primarily on
price. Further Bouyer and McDermott (1999) claim that there is a high lack of consensus within
many companies and this is a major problem for integration. To be able to achieve high
consensus, trade-offs between the functions are necessary (Akkermans, 1995).

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 Chapter 3 - Theory

3.3.2.2 Culture
Culture is something that represents a preferred behaviour within a company. Culture is also
concerned with that all functions within the organisation are well understood with the overall
company objectives and work thereafter. If a strong culture exists throughout the whole
organisation, it gives the employees insight into what behaviour that is favoured. If there exist
diverse types of culture within the functions of a company, where the decision-making within
one function will affect other functions work, integration can be difficult to achieve. In some
organisations it appears to be only one function that dominates the cultural climate within an
organisation. This will also affect integration efforts. (Mello and Stank, 2005)

3.3.2.3 Plant size

Roolaht (2005) argues that the size of a company and its history has a big impact concerning the
integration between functions. If the purchasing function for instance has a higher hierarchical
position within the company than the logistics function, this will probably hinder the integration.
Pagell (2004) claims that as the size of a company increases, the integration between the
functions of purchasing and logistics becomes more complicated. This statement is clarified by
Buonanno et al. (2005) and Yasai et al. (1997) who argue that as the size of a company increases,
integration efforts becomes more difficult. This means that smaller companies are able to work
in a more flexible manner between its functions (De Kok and Uhlander, 2001).

3.3.2.4 Process based management

Another way of integrating purchasing and logistics can be to remove the functional barriers that
exists in many organisations and embrace the process-based approach. (Fawcett and Fawcett,
1995) Mattsson (2002, p.80) claims that process-based management with its holistic view can
facilitate the integration between internal supply chain functions. The focus on value added
activities has fostered the emergence of this management approach.

Lambert et al. (1998, p.442) highlight that the result will be less than optimal if a firm treats
logistics as a functional area. This is because logistics is cross-functional by its nature and
therefore requires a different organisational structure than a functional one. Ljungberg and
Larsson (2001, p.22-23) follow this path by stating that the use of the process-based approach is
inevitable to be able to master competitive pressures on organisations to reduce costs, shorten
lead time and still be flexible and efficient. Zutshi and Sohal (2004) go as far as stating that

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 Chapter 3 - Theory

organisations should integrate as many of their internal functions as possible if they wish to
remain competitive within their business.

However, implementing the process-based approach is perceived as highly complicated because

it requires a significant change of organisational structure. The removal of functional barriers will
not be easy because people are, by nature, frightened of change. The transition from well-
established functional routines can be difficult because some people might find it difficult to
conform to the holistic process-based approach. (Chan et al., 2002) The resistance to change
within many organisations originates from deeply rooted beliefs, attitudes and operating
procedures as well as how performance has been measured in the past. This is a major barrier
that hinders the implementation of process-based management. (Fawcett and Cooper, 2001)

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 Chapter 3 - Theory

3.4 Conceptual model

The conceptual model has at this point grown from its original appearance in chapter 1.7. The
theoretical findings regarding purchasing and logistics activities as well as factors for integration
have been added and are presented in the theory box. A reference to where further information
can be found regarding the activities and factors are marked out by parenthesis.

Research question 1 Research question 2

What activities exist within the What are the factors that influence
purchasing and logistics function at the integration between the
the specific wholesaling companies purchasing and logistics functions
and which of these activities are and how do these factors hinder or
integrated? enable the integration?

= Step one
= Step two
= Step three
Theory
Research question 1 Research question 2
Purchasing activities (3.1.1) Factors for integration (3.3)
- Estimate demand - Structure
- Product and assortment - Measurement and rewards
decisions - Job rotation
- Supplier selection
Empiricism
- Communication
- Contract agreement - Information Technology Research question 1 Research question 2
- Ordering - Top management support Purchasing activities Factors for integration
- Supplier evaluation - Strategic consensus
- Culture
Logistics activities (3.2.1) - Plant size Logistics activities
- Transport management - Process-based management
- Inventory management
- Warehousing and storage
- Packaging
- Materials handling
- Order processing
- Demand/Sales forecasting
- Customer service
- Purchasing
- Warehouse site location
- Return goods handling
- Quality control

Analysis

Figure 3.6 Conceptual model

including theoretical findings

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 Chapter 4 - Empiricism

4. Empiricism

T he empirical chapter presents the respondent companies in this thesis. The first research question about
what purchasing and logistics activities that exist and which of them that are integrated within each
company is initially depicted. Furthermore the second research question concerning what factors that can hinder or
enable the integration between the purchasing and logistics functions are presented individually for each company.
Finally a summary over the activities and factors is revealed. How and where the research questions are related to
this chapter is presented in figure 4.1

4. Empiricism

4.1 Purchasing and logistics 4.2 Factors for integration

activities 4.2.1 The Body Shop
4.1.1 The Body Shop 4.2.2 Hälsokostcentralen
4.1.2 Hälsokostcentralen (HKC) 4.2.3 Mekonomen
4.1.3 Mekonomen 4.2.4 Elgiganten
4.1.4 Elgiganten 4.2.5 ICA
4.1.5 ICA

What activities exist within the What are the factors that influence the
purchasing and logistics function at the integration between the purchasing and
specific wholesaling companies and which logistics functions and how do these
of these activities are integrated? factors hinder or enable the integration?

Research question 1 Research question 2

Figure 4.1 The structure of the empirical chapter

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 Chapter 4 - Empiricism

4.1 Purchasing and logistics activities

4.1.1 The Body Shop
Logistics manager
The logistics manager, Jan Widegren, perceive
the purchasing function as responsible for Jan Widegren,

developing new products and taking the first Logistics manager,

The Body Shop
contact with the suppliers. Logisticians on the
Pur Log Integ
other hand, should make sure that the goods Purchasing activities
are delivered in the right time, at the right Product/Assortment decisions x
Supplier selection x
place and at a reasonable cost.
Contract agreement x
Ordering

Table 4.1 presents the logistics manager’s - call-offs at the supplier x

- order surveillance supplier x
opinion regarding what activities that the x
Supplier evaluation
purchasing or the logistics function is
responsible for. Logistics activities
Transportation management
- transport planning x
The purchasing function of The Body Shop - inbound transportation x
- outbound transportation x
in Sweden is situated in Stockholm where
Warehousing and storage x
there are three people working who is in Packaging x
command of product assortment decisions. The Materials handling x
Customer order processing x
purchasing function also handles contract
Demand/Sales forecasting x
agreements with the suppliers and together with Customer service

the marketing function they decide upon a - Cust. satisfaction measurement x

- Service levels measurement x
market plan that bring up aspects such as
- Lead time measurement x
when the products will be launched. When Warehouse site location x
the assortment and the contract is decided, Return goods handling

the purchasing function hands over the - returned goods/complaints x

- waste and scrap disposal x
responsibility to the logistics function. Their
Incoming Quality control x
first activity is to do the call-off at the supplier. Table 4.1 Purchasing and logistics activities at
The Body Shop, according to Jan Widegren

The responsibility of purchasing and logistics decisions has changed over time. When the
logistics manager began to work at The Body Shop he was responsible for making the call-offs
at the suppliers. This responsibility changed and the three purchasers in Stockholm started to
decide about products and call-off quantities. The result of this was that the warehouse almost

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 Chapter 4 - Empiricism

exploded, which made the CEO complaining about too much capital tied up. After these events,
the logistics manager once again became responsible for the call-off, which was based on the
earlier mentioned market plan. As a result of this, the stock levels went down.

Marketing function
An employee within the marketing function,
Person Y, has completed the activity list, Person Y

which is illustrated in table 4.2. No further Marketing function

The Body Shop
comments regarding the activity list was given
Pur Log Integ
by Person Y. Purchasing activities
Product/Assortment decisions x
Supplier selection x
Contract agreement x
Ordering
- call-offs at the supplier x
- order surveillance supplier x
Supplier evaluation x

Logistics activities
Transportation management
- transport planning x
- inbound transportation x
- outbound transportation x
Warehousing and storage x
Packaging x
Materials handling x
Customer order processing x
Demand/Sales forecasting x
Customer service
- Cust. satisfaction measurement x
- Service levels measurement x
- Lead time measurement x
Warehouse site location x
Return goods handling

- returned goods/complaints x
- waste and scrap disposal x
Incoming Quality control x

Table 4.2 Purchasing and logistics activities at

The Body Shop, according to person Y

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 Chapter 4 - Empiricism

4.1.2 Hälsokostcentralen (HKC)

Purchasing manager
The purchasing manager, Bo Sandkvist, defines purchasing as a concept that is divided into two
parts. First of all there is a strategic purchase, which has a close connection to the marketing
function. The second part of purchasing is operative. This part has a closer connection to the
logistics function and deals with handling parameters such as optimising the warehouse, capital
tied up and current product campaigns. The call offs to suppliers is also handled within this
function. It is important to distinguish between these two types of purchasing in order to create
a broader understanding of their different objectives and decision areas.

The concept of logistics can be defined with the words efficiency, security and precision. To
develop efficient routines is necessary, but the efficiency should not affect the delivery security
in terms of picking the right number of products and thereby achieving high precision.

The major issue that the strategic part of the purchasing function deals with is something called
assortment group plans. Within this group, evaluation of possible suppliers and future products
that HKC consider to store in the warehouse are analysed. An assortment group plan is the
foundation for something called the product assortment board, where the functions of
purchasing, marketing and logistics have people represented. Within the product assortment
board choices concerning what products to handle is discussed and this meeting is always
organised by the purchasing function.

Purchasing and logistics are two separated functions at HKC, but logistics is considered to be a
part of purchasing instead of purchasing being a part of logistics.

“Working with logistics is much about being very square minded”.

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 Chapter 4 - Empiricism

Table 4.3 illustrates the different purchasing

and logistics activities that the purchasing Bo Sandkvist

manager claims are belonging to either the Purchasing manager

HKC
function of purchasing or logistics.
Pur Log Integ
Concerning the purchasing and logistics Purchasing activities
activities, the purchasing manager had some Product/Assortment decisions x
Supplier selection x
further comments to the list of activities.
Contract agreement x
Ordering

The logistics function has a certain - call-offs at the supplier x

- order surveillance supplier x
influence on supplier selection, but the main x
Supplier evaluation
responsibility lies within the purchasing
function. However, contract agreement is an Logistics activities
Transportation management
activity that is conducted solely by the x
- transport planning
purchasing function. The purchasing - inbound transportation
- outbound transportation x
manager claims that it would be very
Warehousing and storage x
difficult if the activity of making contracts Packaging x
would belong to the logistics function. “A Materials handling x
Customer order processing
logistics manager does not have the time to focus on
Demand/Sales forecasting x
the logistics work if he needs to deal with suppliers Customer service
at the same time”. - Cust. satisfaction measurement
- Service levels measurement x
- Lead time measurement x
The surveillance of orders from suppliers is Warehouse site location x
conducted both by the purchasing and Return goods handling

logistics function and can hence be seen as - returned goods/complaints x

- waste and scrap disposal x
integrated. The operative purchasers make
Incoming Quality control x
the call off orders to the suppliers, but the
Table 4.3 Purchasing and logistics activities at
logistics function handles the orders after they HKC, according to Bo Sandkvist
have been delivered. It is the transport providers
that manage the selection of the goods transported from the suppliers to HKC. Concerning
warehousing and storage, this activity can be on two levels. If the task is to handle the stock levels,
the responsibility of this activity belongs to the purchasing function. Where the products will be
placed is managed by the logistics function. Therefore the activity of warehousing and storage
can be considered as integrated.

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 Chapter 4 - Empiricism

Concerning the activity of customer order processing, this responsibility belongs to the marketing
function. Customer satisfaction measurement is also made by the marketing function, but the service
level measurement is conducted by the purchasing function.

Logistics manager
The logistics manager at HKC, Mikael Dahlqvist, wants to separate purchasing into two
different fields. The first field is the supplier selection and the contract agreement. The second field is
the call-offs at suppliers.

Having the logistics function responsible for the call-off could be advantageous. The logistics
manager claims:
“Such a simple thing as integrating the call-off, we say call-off and forget about purchasing, with the incoming
goods terminal then the person doing the call-off should be sitting with an open door close to where the goods are
delivered. That is when you understand the reality. They should not be able to close the door in an office and take
the decisions from there.”

The logistics manager defines logistics as the process that starts with the call-off and follows the
material flow through the warehouse and finishes once the customer has the goods. Logistics is
simply about making the flow as smooth and efficient as possible to the lowest total costs.

The logistics manager states, after a quick look at the activity list (Table 4.4), “There are many of
these activities that should be integrated. After all, we work in the same company.” He wishes that logistics
had more influence concerning decisions about when the goods arrive to the warehouse and
concerning the frequency.

Contract agreement with the supplier is done by purchasing and logistics together if the supplier is
seen as a partner. However, concerning non-partnership suppliers the responsibility is merely
upon the purchasing function. After that the purchasing and logistics functions cooperates about
the contract regarding calculating total costs and signing the contract. This was a purchasing task
before but logistics has been more involved. This is one example of the increasing role of
logistics.

Concerning transport planning to the warehouse, the logistics manager claims that both purchasing
and logistics should be involved. Concerning returned goods handling and customer complaints; the

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 Chapter 4 - Empiricism

logistics manager separates between HKC’s suppliers and their customers. Purchasing and
logistics are involved on the supplier side, when HKC is the customer. Logistics and marketing
are responsible on the other side when dealing with returned goods and complaints from their
customers. The marketing function is also responsible for the customer satisfaction measurement.

The responsibility of the logistics manager in

the product assortment board is, in contrary Mikael Dahlqvist

to the others, to inform which products and Logistics manager

HKC
suppliers that HKC should end their
Pur Log Integ
cooperation with. To be able to uphold the Purchasing activities
importance of logistics it is vital to have a Product/Assortment decisions x
Supplier selection x
trustworthy ERP-system. A reliable system
Contract agreement x
can gather a lot of information and logistics is Ordering

indeed very much about statistics. He states - call-offs at the supplier x

- order surveillance supplier x
that:
Supplier evaluation x

“ It is very easy to just take in more products all the Logistics activities
Transportation management
time, the difficult part is to end the deal at the right
- transport planning x
time when the product is not profitable enough to be - inbound transportation
- outbound transportation x
kept within HKC.”
Warehousing and storage x
Packaging x
Logistics has recently gained a more powerful Materials handling x
Customer order processing x
position in general terms. It is the function
Demand/Sales forecasting x
with highest growth and with most employees Customer service
today. Historically, logistics and warehousing - Cust. satisfaction measurement
- Service levels measurement x
has been seen as something unnecessary that
- Lead time measurement x
just had to be done, but today there is a Warehouse site location x
different view of logistics. Return goods handling

- returned goods/complaints x
- waste and scrap disposal x
Incoming Quality control x

Table 4.4 Purchasing and logistics activities at

HKC, according to Mikael Dahlqvist

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 Chapter 4 - Empiricism

4.1.3 Mekonomen
Logistics manager
The logistics manager, Michael Thorburn,
perceive purchasing within Mekonomen as Michael Thorburn
Logistics manager
responsible for the overall commercial part
Mekonomen
concerning purchasing. The purchasing Pur Log Integ

function conducts the contract agreements with Purchasing activities

Product/Assortment decisions
the suppliers, on an annual basis.
Supplier selection x
Contract agreement x
Concerning the purchasing and logistics Ordering
- call-offs at the supplier x
activities, the logistics manager had some
- order surveillance supplier x
further comments to the list of activities, Supplier evaluation x
which are found in table 4.5. Regarding the
Logistics activities
product and assortment decisions this is the
Transportation management
responsibility of something called the - transport planning x
product department within Mekonomen - inbound transportation x
- outbound transportation x
where the purchasing and logistics functions
Warehousing and storage x
only have a minor influence. However, Packaging x

communicating with each other is an Materials handling x

Customer order processing x
obvious part of the work. The purchasing
Demand/Sales forecasting x
function and the product department Customer service

conduct the supplier selection activity together. - Cust. satisfaction measurement x

- Service levels measurement x
The product department conducts call-offs of - Lead time measurement x
new products, when there is no statistics Warehouse site location x

available for the logistics function to rely on. Return goods handling

- returned goods/complaints x
However, the call-off activity for established
- waste and scrap disposal x
products belongs to the logistics function. Incoming Quality control x
Supplier evaluation is perceived by the logistics
manager as the most integrated activity at Table 4.5 Purchasing and logistics activities at
Mekonomen, according to Michael Thorburn
Mekonomen. They have developed their own
forecasting program to facilitate the integration between purchasing and logistics.

The purchasing function has had more responsibility in the past and that was due to the way the
company conducted its business before. The founders were very eager to restrict costs and few

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 Chapter 4 - Empiricism

people should handle as much as possible. The product department made the deals and was in
command of all the purchasing activities before.

“Logistics as a function did not exist but purchasing was at least evident in some way.”

The role of the logistics manager within Mekonomen is to take care of the overall coordination
of the wholesaling company including decisions concerning the warehouse, the planning and the
product department. He is also responsible for the transportations. The responsibility for returned
goods handling and customer complaints lies within the logistics function, but there is a thorough and
integrated dialogue between purchasing and logistics.

The logistics manager claims that the understanding of logistics within Mekonomen has
increased. As a consequence of this, logistics is seen as a more important function today.

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 Chapter 4 - Empiricism

4.1.4 Elgiganten

Plant manager (Logistics)

The plant manager, Jimmy Olofsson, defines logistics as the flow from the supplier to the end
consumer. At the warehouse in Jönköping this starts with the incoming goods and ends when
the stores or the individual consumer receives the goods. The most important thing for the
logistics function is to hold the promises and to do what is required in a more efficient way than
the competitors. “What it all comes down to is to
make it as cost effective as possible.”
Jimmy Olofsson
Plant manager
Regarding purchasing the goal is to purchase Elgiganten
items to the lowest possible price without Pur Log Integ
Purchasing activities
affecting the quality. The focus of the logistics
Product/Assortment decisions x
function, regarding purchasing, is that the Supplier selection x
goods are delivered in the right quantity and at Contract agreement x
Ordering
the right time.
- call-offs at the supplier x
- order surveillance supplier x

“It is better that we do what we are good at and let the Supplier evaluation x

others do what they are good at”. Logistics activities

Transportation management

The cooperation between the two functions - transport planning x

- inbound transportation x
renders things like how the suppliers are going
- outbound transportation x
to relate to Elgiganten, such as what Warehousing and storage x

performances they must reach. The logistics Packaging x

Materials handling x
function has an important role as an adviser Customer order processing x
concerning supplier selection. However, it is the Demand/Sales forecasting x
Customer service
purchasing function that has the overriding
- Cust. satisfaction measurement x
responsibility for this activity. - Service levels measurement x
- Lead time measurement x

When looking upon the list of activities that is Warehouse site location x
Return goods handling
visualised in table 4.6, the plant manager had
- returned goods/complaints x
some additional comments on the different - waste and scrap disposal x
activities. Incoming Quality control x

Table 4.6 Purchasing and logistics activities at

Elgiganten, according to Jimmy Olofsson

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 Chapter 4 - Empiricism

The purchasing and marketing functions are responsible for the product and assortment decisions.
Supplier evaluation is done by the purchasing function together with the logistics function.
Logistics evaluates the supplier on areas such as; on time delivery, the quality of deliveries, etc.
and reports this information to the purchasing function.

Transport planning to the stores is done by the logistics function together with the marketing
function.

“The aim is to serve the stores in a good way, and the logistics function cannot do that alone”.

The inbound transportation to the warehouse is performed by both the purchasing and logistics
function. The customer satisfaction measurement is divided between the two functions. It is the
purchasers that have the metrics, for example service levels, and it is the logistics function’s task
to measure. The return goods handling/complaints are performed by the purchasing and logistics
function together with the marketing function. The influence of the marketing function is also
evident in the warehouse site location activity.

Within Elgiganten, the importance of logistics has increased a lot in recent years. The plant
manager states that it is the role of logistics to assure that Elgiganten has a more efficient
logistics flow than the competitors. This means to have a high quality of the services and a cost-
efficiency that gives added value for the customers and owners.

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4.1.5 ICA
Strategic purchaser
The strategic purchaser, Henrik Hedlundh,
believes that the purchasing and logistics Henrik Hedlundh
Strategic purchaser
functions are interrelated to a high extent. A
ICA
purchaser cannot just look on the cost price Pur Log Integ

of a certain product. The cost of Purchasing activities

Product/Assortment decisions x
transportation is another issue that needs to
Supplier selection x
be dealt with, and this task belongs to the Contract agreement x
logistics function. Huge money losses will Ordering
- call-offs at the supplier x
occur if these functions are not integrated.
- order surveillance supplier x
The strategic purchaser states that: Supplier evaluation x

Logistics activities
“I am totally certain that you need both purchasing
Transportation management
and logistics knowledge to become successful”. - transport planning x
- inbound transportation x
- outbound transportation x
The logistics function has become more and x
Warehousing and storage
more important at ICA. Logistics is an area Packaging x
Materials handling x
where much money can be saved, just by
Customer order processing x
using simple methods. Purchasing on the Demand/Sales forecasting x
other hand is more about making contract Customer service
- Cust. satisfaction measurement
agreements. At ICA, the functions of
- Service levels measurement x
purchasing and logistics belong to the same - Lead time measurement x
department, which is called product Warehouse site location x

acquisition. Nevertheless, the strategic Return goods handling

- returned goods/complaints x
purchaser wants to separate the two functions
- waste and scrap disposal x
from each other. Logistic activities are mainly Incoming Quality control x
focused on inbound and outbound logistics.
Table 4.7 Purchasing and logistics activities at
ICA, according to Henrik Hedlundh
“Purchasing is fascinating, logistics is less exiting”.

Table 4.7 illustrates what activities the strategic purchaser considers belong to the purchasing or
the logistics function. He had some further comments to the table.

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The daily work as a strategic purchaser is much about making contract agreement with suppliers
concerning product assortments that will be included within ICA for a longer time, normally on a 12
months basis. Concerning supplier selection, this activity is conducted by the purchasing function
but is more or less integrated with logistics. Initially a supplier is chosen from the standards that
ICA requires and the logistics function informs him about the characteristics of the supplier in
terms of, for instance, historical delivery performance. The responsibility of deciding what
suppliers that ICA will work with belongs to the purchasing function, but the choices are made
in discussion with the logistics function.

The supplier evaluation is conducted by both the purchasing and logistics function at ICA and can
therefore be seen as integrated. The evaluation can be divided into two parts. First of all the
strategic purchaser considers if the price of the suppliers are adequate and but also on how well
they can perform their deliveries towards ICA.

“It does not matter if a supplier can offer the best price of a certain product, if they are not able to deliver at the
right time and in right quantity”.

The purchasing function partially decides regarding the activity of warehousing and storage, but the
logistics function has the major responsibility. The packaging of the products is both controlled
by the purchasing and logistics function and can hence be seen as integrated. It is the strategic
purchaser’s responsibility to choose an adequate carton and how the products will be loaded.
Nevertheless, the logistics function has a certain influence on to what cartons to use.

The incoming quality control of products is made by the logistics function but this activity is
followed up by the purchasing function. If there are differences in the quality from what has
been agreed upon, the purchasing function handles the discussion with this supplier. Therefore
the strategic purchaser claims that this activity can be seen as more or less integrated.
Concerning customer service, neither purchasing nor logistics controls customer satisfaction
measurement. The logistics function controls the service levels measurement and handles all follow-ups
concerning this activity.

Historically, the integration between the purchasing and logistics functions at ICA has been
limited. In 1994 the purchasing function was at the top of the hierarchy and was totally
separated from logistics function, which was considered to be of minor importance. Today the

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situation has changed dramatically, mainly because people have realised the importance of
logistics within the company. There has been a discussion concerning the structure of the
purchasing and logistics function and on what activities the respective functions need to
perform. Some activities has once been moved from the purchasing function and then been put
back again because it has seemed to be more logical. The strategic purchaser means that many of
the activities within the questionnaire both belongs to the purchasing and logistics function and
could hence be called to be within a grey area where the borders are somewhat vague.

Strategic transport planner

Peter Sunesson
The strategic transport planner, Peter
Strat. transport planner
Sunesson, claims that integration between the
ICA
purchasing and logistics function is good, but Pur Log Integ

he sometimes feels that sub-optimisation can Purchasing activities

Product/Assortment decisions x
occur. The purchasing function does not have Supplier selection x
a great interest concerning activities such as Contract agreement x
Ordering
transports and packaging as the logistics
- call-offs at the supplier x
function does. - order surveillance supplier x
Supplier evaluation x

All activities that are handled from the dock

Logistics activities
of the suppliers to the dock of the customers Transportation management
can all be considered to be logistics activities. - transport planning x
- inbound transportation
Nevertheless, the definition of purchasing
- outbound transportation x
decides how many activities that belong to the Warehousing and storage x
purchasing or logistics function. Packaging x
Materials handling x
Customer order processing x
Table 4.8 visualises what activities the Demand/Sales forecasting x
strategic transport planner claims belong to Customer service
- Cust. satisfaction measurement x
the purchasing and the logistics function at
- Service levels measurement x
ICA. However, he had some further - Lead time measurement x
comments concerning the list. Supplier selection Warehouse site location x
Return goods handling
is made by the purchasing function, but in
- returned goods/complaints x
cooperation with the logistics function if new
- waste and scrap disposal x
products are taken into the assortment. The Incoming Quality control x
right type of packing and size of products and
Table 4.8 Purchasing and logistics activities at
ICA, according to the strategic transport planner

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pallets must for instance be ratified by the logistics function so that they are appropriate to
warehouse.

The supplier evaluation is a purchasing activity, but information concerning the supplier is gathered
from the logistics function. Concerning the supplier evaluation activity, ICA works with a tool
that gather information regarding how many successful deliveries, in terms of right number of
delivered products, that a certain supplier has made. This information is the foundation for
supplier evaluation, which is an integrated activity. Earlier no information about the suppliers has
reached the purchasing function and they have made their choices of suppliers mainly based on
their own experiences.

The choice of what company that should conduct inbound transportation to ICA is dependent
upon what agreements that have been made. Sometimes the supplier chooses the transport
company and sometimes the responsibility of this activity lies within ICA. Demand and sales
forecasting can normally be found within the ERP-system. However, when campaigns are
conducted, the purchasing and logistics functions work closely together. Forecast of campaigns
are also made between the supplier and the purchasing function at ICA. Customer satisfaction
measurement lies within the logistics function, but the information about this measurement is
communicated to the purchasing function.

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Table 4.9 presents what purchasing and logistics activities that exist and what activities that are
integrated between the purchasing and logistics function according to the respondents. The
numbers within each column represents the respondents’ opinion. Whether these activities can
be considered as integrated or not will be discussed later on in the analysis chapter.

Functions Purchasing Logistics Integrated

function function activities
Activities

Purchasing activities
Product/Assortment decisions 5 2
Supplier selection 4 4
Contract agreement 6 2
Ordering
- call-offs at the supplier 4 4
- order surveillance supplier 2 4 2
Supplier evaluation 2 1 5

Logistics activities
Transportation management
- transport planning 7 1
- inbound transportation 4 1
- outbound transportation 7 1
Warehousing and storage 7 1
Packaging 7 1
Materials handling 8
Customer order processing 5 2
Demand/Sales forecasting 3 3 2
Customer service
- Cust. satisfaction measurement 1 3 1
- Service levels measurement 3 4 1
- Lead time measurement 1 6 1
Warehouse site location 6 1
Return goods handling
- returned goods/complaints 1 6 1
- waste and scrap disposal 7 1
Incoming Quality control 7 1

Table 4.9 - A summary over the

purchasing and logistical activities

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4.2 Factors for integration

4.2.1 The Body Shop

Logistics manager
The logistics manager, Jan Widegren, states that integration can be defined as coordination. At
the level of purchasing and logistics it means that these two functions communicate or more
specifically that the people involved communicate with each other. At The Body Shop, the
different functions communicate and therefore the company is fully integrated concerning
purchasing and logistics.

According to the logistics manager, the ERP-system is a major factor that enables the integration
between purchasing and logistics at The Body Shop. Today they use a system called Pyramid,
which is a single system for all parties in the company. All the computers are connected to the
servers in Oxelösund, which means that the logistics manager can see sales and stock levels in
every store online. The Body Shop is also integrated with the large ERP-supplier SAP, which
The Body Shop International in England is using. Before the introduction of Pyramid, it was a
lot of problems regarding information about sales and stock levels, this information was stored
in people’s heads.

On the other hand, a hinder for the integration between the two functions is the individual
peoples prestige and attitudes. This is lethal for the organisation because the focus is not on the
overall business performance. There are many individuals in a company and they all have their
own attitudes, so it is more of a problem in that area. Usually, logistics has a lower degree of
prestige than purchasing since purchasing has a closer connection to the marketing function.

“The logistics is just supposed to work!”

Another hinder to the integration is the company structure and the company size. At The Body Shop
the organisational structure is flat and everyone focus on getting the things done, no matter how
they get there. “The most important thing is the result”.

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Concerning the integration, as well as the importance of logistics at The Body Shop today, the
logistics manger states:

“The fact that the organisation is more focused on lowering total costs today makes it easier to implement these
changes when clear improvements can be seen on the economic charts at the end of the year. By showing positive
results, I got the go thumbs up from the finance department to work with the integration”.

Marketing and sales manager

The marketing and sales manager at The Body Shop, Helene Lindholm, states that the
purchasing and the logistics function at The Body Shop are more or less integrated. The
functions should in either way be integrated in order to create an efficient product flow. Two
areas that can hinder the integration are poor communication and different objectives. If the
communication is good, this could help the functions to further integrate. Cooperation is also a
keyword that can help the functions to integrate and thereby also increase the understanding of
each other’s work. Cooperation can also lead to that the functions take a holistic perspective of
the internal supply chain, which then helps further integration. Integration must be made on
different levels within an organisation and that it is necessary that certain conditions exist to be
able to integrate successfully. If there is no visible integration within a company this will lead to
incomplete deliveries, which will affect the customer loyalty and in the worst case the loss of
customers to other competitors.

Marketing function
Person Y within the marketing function at The Body Shop feels that purchasing and logistics are
the cornerstones within every company. The underlying reasons to why some activities are
integrated and separated between purchasing and logistics function at The Body Shop is mainly
because of how the organisation and top management prioritise the issue of integration. It can also
depend on the previous experience that the employees and company have and what type of
structure the organisation has. A factor that both can hinder and enable the integration is
communication.
“Integration is necessary in order to obtain a smooth product flow”

If integration is not present this will cause major problems within the product flow. It is
therefore necessary that the purchasing and logistics manager work closely together in order to
solve the problems. Misunderstandings between the two managers can lead to a lack of products

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in the stores, which cause sale losses. In order to prevent problems it is important that everyone
inside the company, not just the managers, is well aware about overall company objectives. Being
aware of their own and other function’s roles, hence the activities that each function is
responsible for, is important.

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4.2.2 Hälsokostcentralen (HKC)

Purchasing manager
The purchasing manager, Bo Sandkvist, claims that a factor hindering the integration between
the purchasing and logistics functions is that the purchaser often tends to focus too much on the
price of the products. Something that is often neglected is decision concerning delivery
frequencies from the suppliers and the following consequences for the logistics function.

“The logistics function only wants one customer, one order and one whole delivered pallet, which consist of only the
same products. Then they are happy. However, the marketing function wants it the other way around”.

Structure can be a factor that enables the integration. Structure concerning the logistics function is
very much about working after fixed delivery dates and fixed delivery quantities. The bigger a
company is, the structure between the strategic and operative purchase becomes much more
important.

The purchasing manager argues that the strategies of the purchasing and logistics function do
not differ from the overall company strategy, which is to have a high service level.

Another way of enabling the integration between the purchasing and logistics function is to use
job rotation in order to create an understanding between the employees. The decision to use job
rotation has already been taken by the board as a tool for future integration. If the work of
integrating the purchasing and logistics functions does not exist, many problems will arise. The
most common problem is to find the right responsibilities for each function. A big
understanding for each other’s work is very important for future integration. But even if
conflicts can arise between the purchasing and logistics function at HKC, the purchasing
manager claims that they to some extent are positive.

“A company without vigour and conflicts is a dead company”

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Logistics manager
The logistics manager at HKC, Mikael Dahlqvist, says “Both now and in the future, I think that there
are a lot of things to do between purchasing and logistics. A possible question to raise is why this has not been
done before.”

One thing that can enable the integration is an ERP-system. However, the difficult part would be
to implement it among the workers because it has not been integrated historically. To do
something new together would probably be pretty difficult. Without commitment from the
workers then it is useless. After all, they are the ones that should work with it.

However, within the logistics function at HKC, it would be quite easy to change the structure
because they have gone through so many changes in the past so that it has become a part of
every day life.

“Integration is nothing impossible but it would be a hard and difficult process”.

Something that can hinder the integration between purchasing and logistics is that purchasing
would start making call-offs in even smaller quantities than today, which would increase the
materials handling and the burden on logistics. This is, however, not a question of prestige.
Some people within the logistics function have been working with call-offs and purchasing
before so they do indeed have an understanding of each other’s situation.

The integration would by a further expansion of the company be even more important. The
ERP-system would be a catalyst for the integration. It is also important for the logisticians to
understand the purchasers’ dilemma, which is that HKC cannot run empty on any product in
the warehouse.

It seems like the purchasing and logistics functions do not have any specific strategies that are
separated from the company’s overall strategies. However, every function has their way of
working.

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4.2.3 Mekonomen
Logistics manager
The logistics manager at Mekonomen, Michael Thorburn, states that the integration between
purchasing and logistics is that people work for the same values. The most important thing for
reaching integration is to fully implement process-based management although an open discussion
about this issue among the employees is very rare.

Logistics or purchasing strategies, if evident, try to comply with the overall strategies and
objectives such as having their own retail store, an efficient logistics, high service level and a
complete assortment of spare parts for cars.

“If a problem, or something that we want to change, occurs then we try to solve it together in the best way for the
whole organisation.”

A potential factor that can hinder the integration between purchasing and logistics is that the
functions have a different value base. If the organisation encourages different interests to exist
then the warehouse, for instance, could do everything to get the best figures ever but that could
lead to sub-optimisation and damage the organisation. If the specific interests were driven to
hard alone then this would hinder the integration and make the company lose sight of the main
purpose, which is to make more money.

If purchasing and logistics are not integrated then this would result in large stock level and it
would also be more difficult to get a common understanding concerning stock levels and call-off
quantities.

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4.2.4 Elgiganten
Plant manager (Logistics)
The plant manager at Elgiganten, Jimmy Olofsson, defines integration as cooperation and to
work together. “Some might say that to merge is integration, but this is not correct”. Regarding functional
integration, purchasing and logistics should work together. The physical distance between
purchasing in Norway and the warehouse in Jönköping is not perceived as a problem. However,
when certain problems occur, it would be easier if the functions were located close to each
other.

An aspect that can hinder the integration between the functions is the company size. When
Elgiganten grew as they did, the different functions reached its boundaries. To be able to grow
even more, the need for an efficient material flow increased, thus forcing the purchasing and
logistics functions to work closer together if the goals were to be met. Elgiganten is going to
introduce a newly developed ERP-system throughout the company that is going to enable a more
efficient information flow between the different company functions. However, there will always
be smaller problems due to communication but these are not of major importance. The biggest
issue regarding this is rather the communication with the suppliers.

Concerning what problems that can occur if purchasing and logistics are not integrated, the
plant manager answers: “In this kind of business, it is not even an option”. If the cooperation does not
work, the whole business will not work and it will result in a bottleneck situation.

Regarding specific strategies for logistics, Elgiganten is working hard on controlling the whole
supply chain in order to reduce the costs. An example of this is to organise the transports
throughout Europe in order to increase the loading efficiency. The main aim for the logistics
function is to prevent problems from happening because “when things go wrong it is always the
logistics who suffer”. Historically, not everyone has seen logistics as an important function. The
plant manager states: “the purchasers used to look upon the warehouse as an enormous bottomless hole that
could hold everything, that there was no limit”. This behaviour has changed a lot recently and the
purchasers have recognised the costs of storing items. Integration has been accomplished by
letting the purchasers visit the warehouse in Jönköping, with the purpose to increase the
understanding for the logistics work. Further integration efforts have also been accomplished by
letting the logistics people visit the purchasers in Norway.

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4.2.5 ICA
Strategic purchaser
According to the strategic purchaser at ICA, Henrik Hedlundh, the concept of integration is
much about getting an understanding and insight into what the different functions of purchasing
and logistics are responsible for. This has earlier been a problem within ICA and it is therefore
very important to be flexible and focused. How the work within the purchasing function affects
the logistics function is also important to take into consideration.

“We need to focus on customer needs even if the cost within the budget of the function becomes higher than
expected”

Possible factors that could hinder the integration between the purchasing and logistics functions
is a lack of consensus, which means that the functions only focus on their activities instead of
looking for solutions that can help the company. Another factor, which is in connection with the
lack of flexibility, is human relations. The purchasers do not always consider how their work
affects the logistics function and this is another major hinder for further integration. If there is a
lack of integration within a company it becomes very difficult for the purchasing and logistics
function to conduct their work in an effective manner. It can also lead to loss of control and it
becomes easier to take wrong decisions, which in the end can lead to huge money losses.

Another area that could be of importance for future integration is the question whether the
person responsible for call offs is necessary or not when this activity actually could be made
automatically by an ERP-system.

The overall strategy at ICA today is to be cost effective and this is something that permeates the
work within both the purchasing and logistics function. Thereafter both functions develop own
strategies, which concerns how the conducted work will be in accordance with the overall
strategy of the company. It is essential that the functions are able to handle each other’s
demands and requests to become successful.

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Strategic transport planner

The strategic transport planner at ICA, Peter Sunesson, defines integration as taking a holistic
view of the organisation and to cooperate between the different functions. Today’s integration
between the purchasing and logistics function is to a high extent dependent on the company
history, company culture and earlier types of behaviours.

A factor that can hinder the integration is the organisational aspect, how the organisation is
structured and what the functions are responsible for. Another hinder for integration is that there
is a big distance between the purchasing and logistics functions although they both belong to the
product acquisition department. Rewards systems can also be a hinder for integration. If the
purchasing function for instance only gets rewarded concerning price reductions, this often leads
to sub optimisation.

Further integration can be accomplished if the purchasing function could be able to take a holistic
view of ICA. One way of enabling this is to hire new staff. These new employees will be named
“supply chain specialists” and their task is to analyse what can hinder the work throughout the
whole supply chain between the boundaries of the purchasing and logistics function. This will
help the functions to see how an integration can help the company to be more effective
concerning finding new ways of working together.

Measurement and follow-ups of the results is also something that influences the integration between
purchasing and logistics at ICA. If measurement could be done in its entirety instead of in
specific business functions, this could truly enable integration. The problems that could occur if
the purchasing and logistics functions are not integrated are higher costs and lower level of
competitiveness.

“The purpose of achieving integration is that ICA could increase the value of its customers and that the total costs
of operations could be lowered”.

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Table 4.10 visualises the answers from the respondent concerning what factor that influence the
integration between the purchasing and logistics function and if these factors hinder or enable
the integration.

Company Factors Hinder Enabler

The Body Shop ERP-system x
Prestige and attitudes x
Structure x
Company size x
Objectives x x
Communication x x
Top management support x x

HKC Structure x x
Price and quantity x
Company size x x
Job rotation x
ERP-system x
Commitment x x

Mekonomen Same values x x

Process based management x
Information Technology x

Elgiganten Company size x

ERP-system x
Communication x x

ICA Holistic view x x

Consensus x x
Human relations x
ERP-system x
Company history x
Company culture x
Earlier behaviours x
Structure x
Reward systems x
Hire new staff x

Table 4.10 - List of empirical

factors

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4.3 Conceptual model

Research question 1 Research question 2

What activities exist within the What are the factors that influence
purchasing and logistics function at the integration between the
the specific wholesaling companies purchasing and logistics functions
and which of these activities are and how do these factors hinder or
integrated? enable the integration?

= Step one
= Step two
= Step three
Theory
Research question 1 Research question 2
Purchasing activities (3.1.1) Factors for integration (3.3) Empiricism
- Estimate demand - Structure
- Product and assortment - Measurement and rewards Research question 1 Research question 2
decisions - Job rotation
Purchasing activities (4.1) Factors for integration (4.2)
- Supplier selection - Communication
- Contract agreement - Information Technology - Product/assortment decisions - ERP-system
- Supplier selection - Prestige & attitudes
- Ordering - Top management support
- Supplier evaluation - Strategic consensus - Contract agreement - Structure
- Ordering - Company size
- Culture
- call-offs at supplier - Objectives
Logistics activities (3.2.1) - Plant size
- order surveillance - Communication
- Transport management - Process-based management
- Supplier evaluation - Top management support
- Inventory management - Price and quantity
- Warehousing and storage - Job rotation
- Packaging
Logistics activities (4.1)
- Transport management - Commitment
- Materials handling - Same values
- Order processing - transport planning
- inbound transportation - Process-based management
- Demand/Sales forecasting - Information Technology
- outbound transportation
- Customer service - Consensus
- Warehousing and storage
- Purchasing - Human relations
- Warehouse site location - Packaging
- Materials handling - Company history
- Return goods handling - Company culture
- Quality control - Customer order processing
- Demand/Sales forecasting - Earlier behaviours
- Customer service - Reward systems
- cust. service measurement - Holistic view
- service level measurement - Hire new staff
- lead-time measurement - Measurement & follow-up
- Warehouse site location
- Return goods handling
- returned goods/complaints
- waste and scrap disposal
- Incoming quality control

Analysis
Research question 1 (5.1) Research question 2 (5.2)
Purchasing and logistics activities (3.1.1 + 3.2.1) Factors for integration (3.3)
Vs. Vs.
Purchasing and logistics activities (4.1) Factors for integration (4.2)

Figure 4.2 Conceptual model

including empirical findings

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 Chapter 4 - Empiricism

The conceptual model, which is illustrated in figure 4.2, has expanded compared to the model
presented in chapter 3.5 to include the activities and factors found in the empirical research. This
information is found in the empiricism box.

The model also presents how the analysis will be conducted. Due to the descriptive character of
research question one, a company-to-company discussion will first be conducted followed by a
company comparison. Research question two will focus on discussing the factors and how these
hinder or enable the integration between purchasing and logistics. By comparing theory
(ch.3.1.1 + ch.3.2.1) with empiricism (ch.4.1) concerning what activities that exist and are
integrated a foundation for a conclusion will be established. The same pattern will be followed
when analysing the factors that influence the integration (ch.3.3 versus ch.4.2). These discussions
will be found in the following chapters 5.1 and 5.2.

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 Chapter 5 - Analysis

5. Analysis

T his chapter initially presents a specific individual company analysis and thereafter a company comparison
concerning what purchasing and logistics activities that exist and which of them that are integrated. After
that an analysis is conducted on each factor concerning how these hinder or enable integration between the
purchasing and logistics functions. How and where the research questions are related to this chapter is presented in
figure 5.1

5. Analysis

5.1 Purchasing and logistics activities 5.2 Factors for integration

5.1.1 The Body Shop 5.2.1 Structure
5.1.2 Hälsokostcentralen (HKC) 5.2.2 Measurement and rewards
5.1.3 Mekonomen system
5.1.4 Elgiganten 5.2.3 Job rotation
5.1.5 ICA 5.2.4 Communication
5.1.6 Company comparison 5.2.5 Information technology
/ERP-systems
5.2.6 Top management support
5.2.7 Strategic consensus
5.2.8 Company culture/history
5.2.9 Company size/company staff
5.2.10 Process-based management
What activities exist within the 5.2.11 Human relations
purchasing and logistics function at the
specific wholesaling companies and which
of these activities are integrated?

Research question 1

What are the factors that influence the

integration between the purchasing and
logistics functions and how do these
factors hinder or enable the integration?

Research question 2

Figure 5.1 The structure of the analysis chapter

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 Chapter 5 - Analysis

5.1 Purchasing and logistics activities

5.1.1 The Body Shop

The purchasing function at The Body Shop has a responsibility for the strategic decisions
concerning purchasing while logistics deals with the administrative or operational side of it. This
structure resembles the purchasing process by van Weele (ch.3.2.1) to a high extent.

The strategic part of logistics at The Body Shop is, in accordance to both Lambert et al. (figure
3.3) and, Langevin and Riopel’s categorisation (ch.3.2.1), the responsibility for measuring
customer service. The strategic role and importance of logistics seems to have increased at The
Body Shop by being in charge of lead-time, service level and customer service measurement. The
activities that the logistics function is responsible for, excluding the purchasing process, is in
accordance with the major logistics activities stated by the CLM (table 3.2) and the operational
activities that Langevin and Riopel highlights.

Both the logistics manager and marketing and sales manager agree that purchasing and logistics
can be defined as more or less integrated within The Body Shop. That the logistics function is
responsible for the ordering and evaluation part of purchasing clarifies a certain extent of
integration. The logistics manager states that integration is related to communication, that people
concerned with the purchasing and logistics function communicates with each other. These
functions communicate at The Body Shop and therefore, the logistics manager thinks that they
have reached a high stage of integration. It seems reasonable to argue that it is a little bit naive to
conclude that communication is the only factor that influence on integration.

When comparing the answers from the logistics manager and Person Y, at the marketing
function, there are many differences concerning purchasing and logistics activities. Out of 21
activities they disagree concerning 13 of them, and 8 of these activities were perceived as
integrated by person Y and not by the logistics manager. It is appropriate to believe that these
disagreements mainly originates from the fact that the two respondents from the marketing
function did not add any comments concerning the activity list but the respondent’s perception
of the term integration also seems to have influenced the answers.

At The Body Shop, no activity-integration where both purchasing and logistics is involved is
evident according to the logistics manager. The two functions is in this aspect totally separate
even though they claim that they are fully integrated because they have a strategic consensus.

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5.1.2 Hälsokostcentralen (HKC)

The purchasing function at HKC is responsible for all activities that are mentioned in van
Weele’s purchasing process (ch.3.2.1). The operational purchasing at HKC mainly deals with the
call-off and the supplier evaluation activities, which van Weele states are more of logistics and
administrative nature.

At HKC, logistics is about developing efficient routines and achieving high precision when it
comes to materials handling. This categorisation makes it logical to believe that the logistics
function has a rather operational role within HKC, which means that their main responsibility is
to manage the warehousing activities in an effective manner. Concerning the logistics activities
mentioned by CLM that should be included in the logistics function is to a high degree similar
with the ones at HKC.

When it comes to integration between purchasing and logistics at HKC, this means that
everyone should be open minded and not obstruct each other’s situation by acting in a manner
that may facilitate for only one of the functions. Looking at the two tables (Table 4.3 and 4.4), it
is possible to find out that there is a difference in opinions between the two respondents. These
mainly depend on the logistics manager talking in terms of what should be integrated (concerns:
transport planning and customer order processing). The purchasing manager talks about
warehousing and storage to be an integrated activity since the purchasers are the ones in control
of the amount of products reaching the warehouse and the logistics function decides where to
store it. There is also a difference in opinion when it comes to the contract agreement, which is
an integrated activity according to the logistics manager when the supplier is seen as a partner. If
the supplier is not seen as a partner, the activity is conducted by the purchasing function. There
is also a difference in opinion regarding the lead-time measurement. It seems reasonable to
conclude that this disagreement revolves around the fact that they are not talking about the same
customer. The remaining two differences, demand and sales forecasting, and order surveillance
supplier, cannot clearly be analysed. The reasons can be that the respondents did not clearly
understand the activities that were mentioned in the activity list. It can also depend on a misprint
by the respondents or maybe more likely that they, by their different background, interpreted the
activities differently.

Different opinions aside, there are two activities that are integrated at HKC, which both the
purchasing manager and the logistics manager agree upon. The integrated activities are product

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and assortment decisions and supplier selection. The product assortment board that is
represented by both the purchasing and logistics functions, together with the marketing
function, conducts these activities.

5.1.3 Mekonomen
According to the logistics manager, the role of the purchasing function is to be responsible for
the overall commercial part of purchasing by mainly conducting contract agreements.
Mekonomen’s structure concerning responsibility is somewhat different compared to van Weele
process (ch.3.2.1) because the product department is also involved in the purchasing process at
Mekonomen. Their responsibility is to decide upon the product and assortment as well as the
ordering of new products.

It might be appropriate to consider logistics as more important than purchasing in the case of
Mekonomen. Logistics has a strategic character, as Langevin and Riopel states (ch.3.2.1), by
being in charge of customer service measurement. That logistics is involved in 18 of the 21 the
purchasing and logistics activities further clarifies its importance in this company, see table 4.5.
That the logistics function handles 17 of these activities on its own is another evidence.

The only activity where activity-integration between purchasing and logistics occurs is
concerning supplier evaluation. The other activities are performed separately. However, the
logistics manager consider the purchasing and logistics function as integrated anyway because
the most important thing is working according to the same value base, hence to have a strategic
consensus.

5.1.4 Elgiganten
At Elgiganten, the more logistics and administrative activities concerning van Weele’s purchasing
process (ch.3.2.1) are handled by the logistics function with some cooperation with the
purchasing function when it comes to evaluation of the suppliers. This structure makes it
reasonable to believe that purchasing is regarded as a strategic business function at Elgiganten.

The role of the logistics function at Elgiganten is regarded as a flow, which means that the
products need to be moved in an effective and cost efficient manner from the time they arrive to
the time when the consumer receives the products. By conducting activities such as warehousing
and storage, this structure resembles the one presented by Lambert et al. (figure 3.3) as being
tactical as well as operational. The operational level focuses more on the day-to-day decisions,

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such as quality control. At Elgiganten, all of the activities mentioned by CLM (Table 3.2) are
performed by the logistics function or in some cases in cooperation with other functions,
primarily the purchasing function.

At Elgiganten, the plant manager considers quite a few activities as integrated. There are seven
integrated activities and they are inbound transportation, supplier evaluation, customer
satisfaction measurement, service level measurement, returned goods/complaints, waste
and scrap disposal and warehouse site location. Once again, this is a question of how
integration is interpreted and defined by each respondent. What type of integration that occurs is
hard to identify from the interview and this study do not include an interview with the
purchasing function in Norway.

5.1.5 ICA
The two respondents at ICA agree upon the responsibilities for the purchasing activities
concerning van Weele’s purchasing process (ch.3.2.1). Both of them admit that the purchasing
function should handle the strategic and commercial part while logistics is responsible for the
administrative and operational part, which is in accordance to van Weele’s purchasing process.
Regarding the purchasing activities, the purchasing and logistics functions seems to have
consensus, which is crucial for achieving integration.

There are reasons to believe that both the purchasing and logistics functions are perceived as
strategic decision areas because of the respondents’ “strategic” titles. The strategic part of
logistics, according to Langevin and Riopel’s categorisation (ch.3.2.1), is that logistics is
responsible for measuring customer satisfaction, service levels and lead-time. However, the
strategic purchaser believes that neither purchasing nor logistics measure customer satisfaction.
It might be appropriate to believe that the reason why the respondents answer differently is
depending on whom they perceive as the customer, if it is the retail stores or the final customers.
The logistics function is responsible for the measurement when the retail stores are the
customers. The logistics activities covered by the logistics function is, except for the inbound
transportation, in accordance with the definition of CLM and, Langevin and Riopel (table 3.2).

The strategic purchaser perceives four activities as integrated, in terms of activity-integration,

and those are packaging, supplier selection, supplier evaluation and incoming quality control.
The strategic transport planner agrees on supplier selection and supplier evaluation and

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considers demand and sales forecasting as integrated as well. It might be appropriate to believe
that their differing answers depends on how they perceive integration and that they have
different value-chain viewpoints. Therefore, the only activities where both respondents agree are
supplier selection and supplier evaluation.

5.1.6 Company comparison

There are very few exceptions from the definition by van Weele and CLM concerning what
activities that exist within the companies in this study. The theoretical purchasing activities are
estimate demand, product and assortment decisions, supplier selection, contract agreement,
ordering and supplier evaluation. The theoretical logistics activities are transport management,
inventory management, warehousing and storage, packaging, materials handling, order
processing, demand/sales forecasting, customer service, purchasing, warehouse site location and
return goods handling (table 3.1). Langevin and Riopel further mention quality control as a
logistics activity.

The theoretical purchasing activity, product and assortment decisions, exists within Mekonomen
but belongs to neither the purchasing nor the logistics function. The sub-activity inbound
transportation, covered by the theoretical term transportation management, is considered to be
an external logistics activity by both respondents at HKC and one respondent at ICA. The same
goes with the internal activity customer satisfaction measurement that both respondents at HKC
and one at ICA believe is belonging to another function within the companies. Customer order
processing is perceived as a marketing activity at HKC although the logistics manager claims that
it should be collaboration between logistics and marketing.

Coyle et al. (ch.3.2.1) state that purchasing can be excluded from the logistics function especially
in companies that have a focus on physical distribution, such as wholesalers. The existence of a
purchasing function that is separated from the logistics function is evident in all companies in
this study. Purchasing is seen as a commercial and strategic area in all companies, where logistics
has more of an administrative and operational focus. However, it is reasonable to believe that
the purchasing function has a stronger position at Elgiganten and HKC compared to
Mekonomen. The management perception of logistics is also different. At Mekonomen logistics
seems to be a management priority while mainly at The Body Shop, HKC and Elgiganten it is
more about warehousing. At ICA, logistics is mainly seen as inbound and outbound
transportation.

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The greatest integration possibility seems to be in the purchasing area where the logistics
function finds it easier to maintain their rights and influence the decision-making. Figure 5.2
illustrates the purchasing process with the aim to show what purchasing activities that the
logistics function can be involved in. There are very few examples of where purchasing is
involved in the so-called pure logistics activities, such as the purchasing’s involvement in
transportation management and customer service at Elgiganten.

Estimate
demand for Product and Supplier Contract Ordering Supplier
a particular assortment selection agreement evaluation
decisions
item

Figure 5.2 The purchasing process for Source: Adjusted from van Weele, 2005, p. 13/302-305.
wholesaling companies

1. Estimate demand for a particular item

All companies, except for HKC, have answered that the logistics function is responsible for the
demand/sales forecasting. At HKC, this is the purchasing function’s responsibility. The
demand/sales forecasting is a logistics activity and estimate demand is a purchasing activity
according to theory. However, estimate demand is not mentioned in the activity list. Therefore,
the respondents’ interpretations of the estimate demand issue in the purchasing process are
difficult to analyse. Nevertheless, it seems reasonable to believe that estimate demand is an
activity in which the marketing function has a major responsibility, although logistics as well as
purchasing can be involved in the decision-making. This would be in accordance with what
Quayle and Jones claim in the theory (ch.3.2.1). To further analyse the estimate demand activity
is therefore irrelevant since the demand/sales forecasting and estimate demand have not been
separated between new products and established product.

2. Product and assortment decisions

Quayle and Jones (ch.3.2.1) state that the marketing function has the final say in product
assortment decisions. However, there are diverse opinions regarding this purchasing step in the
empirical research. At The Body Shop, Elgiganten and ICA this activity is conducted by the
purchasing function and is not a marketing responsibility. However, the marketing function is

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involved at both Mekonomen and HKC. At Mekonomen it is the product department, which
has a marketing perspective, that is responsible and at HKC it is a product assortment group in
which purchasing, logistics and marketing are represented.

3. Supplier selection
Supplier selection is according to Björnland et al. (ch.3.2.1), the main activity for the purchasing
function. The empirical evidence does however show a partly different view. The purchasing
function is involved in this activity in all companies and also has the major responsibility.
Nevertheless, at both HKC and ICA the logistics function provides the purchasing function
with information regarding the suppliers’ logistics performance. At Mekonomen the product
department and the purchasing function handles this activity together. The Body Shop and
Elgiganten follows Björnland et al. in the aspect that the purchasing function solely conducts
this activity.

4. Contract agreement
In the empirical research this step seems to be the most important activity for the purchasing
function, or at least the activity where logistics is not involved at all. Although the companies in
this research have different structures concerning the last two steps, ordering and supplier
evaluation, it might be reasonable to conclude that the interface between purchasing and
logistics occurs between the contract agreement and the ordering activities because this is
evident in four companies out of five. It is however no company where logistics is involved in
the contract agreement. Murphy and Poist (ch.1.1) highlight the importance of managing the
interface activities in order to reach functional integration. Although it might be desirable for the
logistics function to be involved in the contract agreement but as the purchasing manager at
HKC states, logistics people would not have the time to handle the contacts with suppliers.

5. Ordering & 6. Supplier evaluation

The Body Shop, Mekonomen, Elgiganten and ICA have the logistics function responsible for
the ordering activity, which mainly are defined as the call-off activity by the companies. At HKC,
the ordering activity is conducted by the purchasing function despite the fact that both
respondents claim that it would be better to include this activity in the logistics function. This
has however not been done yet.

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No of
Integrated activities companies
Supplier evaluation 3
Supplier selection 2
Product/assortment decisions 1
Inbound transportation 1
Cust. service measurement 1
Service level measurement 1
Return goods handling 1
Waste and scrap disposal 1
Warehouse and site location 1

Table 5.1 Integrated activities and their frequency

To sum up, table 5.1 visualise that supplier evaluation is the most frequent integration activity
among the companies because it occurs in three out of five companies, namely Mekonomen,
Elgiganten and ICA. Supplier selection is integrated in two of companies and that is HKC and
ICA. Product and assortment decisions are an integrated activity at HKC. These types of
activities refer to the purchasing process by van Weele. Therefore, it seems reasonable to believe
that the integration of purchasing and logistics is mainly realised by the logistics function taking
over the responsibility of activities that traditionally, and in theory, has been seen as purchasing
activities.

The only example where the purchasing function is involved in the pure logistics activities is at
Elgiganten regarding activities such as the inbound transportation and the measurement of
customer satisfaction and service levels. However, supplier selection and evaluation seems to be
the most important activities for managing the interface between purchasing and logistics in
order to achieve integration.

Integration between the purchasing and logistics functions is not totally mutual because it is
logistics that has increased in strategic importance during the last years by taking over or being
highly involved in former purchasing responsibilities. It is reasonable to believe that the logistics
function appreciates this change more than the purchasing function does.

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5.2 Factors for integration

There are 22 different factors for integration, which have been identified in the empirical
chapter. These factors have been categorised into 11 factors for the analysis, seen in table 5.2.

Company Factors Hinder Enabler Derived factors

The Body Shop ERP-system x 1. Structure
Prestige and attitudes x
Structure x 2. Measurement and
Company size x Reward systems
Objectives x x
Communication x x 3. Job rotation
Top management support x x
4. Communication
HKC Structure x x
Price and quantity x 5. Information Technology/
Company size x x ERP-system
Job rotation x
ERP-system x 6. Top management support
Commitment x x
7. Strategic consensus
Mekonomen Same values x x
Process based management x 8. Company Culture/History
Information Technology x
9. Company size/Staff

Elgiganten Company size x

10. Process based management
ERP-system x
Communication x x
11. Human relations

ICA Holistic view x x

Consensus x x
Human relations x
ERP-system x
Company history x
Company culture x
Earlier behaviours x
Structure x
Reward systems x
Hire new staff x
Measurement and follow-ups x

Table 5.2 List of empirical

factors

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A reason for the categorisation is that some of the factors almost have the same meaning.
Another reason for this action is that it facilitates the comparison between the empirical and the
theoretical factors. It is worth mentioning that the numerical order has no relation to the factors
ability to hinder or enable integration, hence it is no ranking order. The categorisation is as
follows:

1. Structure (only referring to structure)

2. Measurement and reward systems (covering price & quantity, measurement and
follow-ups, and reward systems)
3. Job rotation (only referring to job rotation)
4. Information Technology / ERP-system (covering both of these terms)
5. Communication (only referring to communication)
6. Top management support (including both top management support and
commitment)
7. Strategic consensus (covering objectives, same values, holistic view and consensus)
8. Company culture/history (including history, culture and earlier behaviours)
9. Company size/staff (including company size, hire new staff)
10. Process-based management (only referring to process-based management)
11. Human relations (covering prestige and attitudes, and human relations)

5.2.1 Structure
The Body Shop, HKC and ICA have pointed out that structure can constitute a hinder for
integration between the purchasing and logistics function. Nevertheless it is only HKC that
claims that structure also can be a factor that enables integration. According to Stank et al.
(ch.3.3.1.1) the structure of an organisation is a critical factor that to a great extent influences the
internal relationships between the functions of an organisation. Regarding this statement it is
notable that not all companies have mentioned structure as important. Furthermore Stank et al.
argue that some other areas where structure has a great impact are for instance on internal
collaboration and allocation of power and responsibilities within an organisation. Nevertheless,
the factor top management support also seems to have a great influence on deciding the
allocation of power and responsibilities within an organisation. If the purchasing for instance has
a higher priority than the logistics function, the structure could be a hinder for integration and
the decision whether a function should have this priority or not lies under top management. On

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the other hand it appears to be logical that if the purchasing and logistics functions were
structured the same, this would then be an enabler for integration.

Another area, which seems to be important to mention within this context is that structure
might be considered in terms of geographical position of the purchasing and logistics function.
Concerning the structure at Elgiganten, where the purchasing function is situated in Norway and
the logistics function is placed in Sweden, it is reasonable to claim that this could hinder
integration because face-to-face contact is seldom made. The structure at ICA has also been
mentioned to be a hinder for integration according to the strategic transport planner. At HKC,
where the purchasing and logistics function are situated in the same building, the integration
seems to be easier to achieve compared to the other companies. It therefore seems like the
geographical structure of a company both could be a hinder and an enabler of integration.

5.2.2 Measurement and reward systems

Fawcett and Cooper (ch.3.3.1.2) claim that by measuring logistics and purchasing performance,
the integration between the functions becomes easier to achieve. It is therefore remarkable that
no company has mentioned this as an important factor. Nevertheless, an explanation to this is
that measurement can be seen as a sub-activity under customer service (see appendix 3). Many
of the respondents have marked measurement as either a purchasing and logistics activity, which
means that they see it as an activity and not a factor. If measurements constitute a hinder or an
enabler depends on the way the company conducts this activity.

Regarding rewards system, it is notable that only one company in this study, ICA, has mentioned
this factor as a hinder for the integration between the purchasing and logistics functions. Lei et
al. (ch.3.3.1.2) argue that a reward system constitutes the relationship between a company and its
employees. Pagell’s research (ch.1.2) demonstrated that the purchasing function mainly was
rewarded on how well the purchasers were able to reduce the prices. Something really interesting
is that these mentioned behaviours actually seem to exist within the companies of this study.
According to the purchasing manager at HKC, purchasers sometimes focus on the price and
neglect the purchased quantity, which affect the work of the logistics function. The logistics
manager at Mekonomen claims that if an organisation encourages different interest to exist this
would lead to sub-optimisation, which then affects the total profit of the company in a negative
way. The existence of a misleading measurement and reward systems can therefore be
characterised as a hinder towards integration. It is reasonable to believe that measurement and

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reward systems instead need to focus on highlighting the overall company performance instead
of single functions work, in order to become an enabler for integration. This is in accordance
with what the strategic transport planner at ICA also mentioned.

According to Allen and Kilmann (ch.3.3.1.2) reward systems have great abilities of helping
companies to make sure that the company overall strategy can be obtained and hence create a
culture and structure where different functions support each other. The statement from Allen
and Killman reveals that rewards system and its implementation has a direct connection to the
factors culture and structure but also to strategic consensus. Many factors are supposably
interrelated with each other and can both constitute as hinders or enablers depending on how
they are implemented and used within the companies. It is important that the respondents and
companies within this research hence takes this into consideration in order to be able to
integrate the purchasing and logistics functions.

5.2.3 Job rotation

According to Song et al. (ch.3.3.1.3), job rotation can help the employees of a company to get
more insight and knowledge about other functions work. Adomi and Wirenga (ch.3.3.1.3) also
argue that job rotation enhances the employees understanding of the different functional
responsibilities, which then enables integration.

Job rotation seems to be a factor that has great abilities to enable integration between purchasing
and logistics and it is interesting that only one company mentioned it as an enabling factor for
integration. At HKC this factor was considered to be an important enabler for integration in
order to achieve a higher understanding between the purchasing and logistics work. Job rotation
has been discussed in terms of other meanings within ICA, HKC and Elgiganten. However, this
type of discussions could not really be called job rotation from its original meaning.

It is reasonable to believe that job rotation has greater advantages on enabling integration within
smaller companies like HKC compared to ICA. It is difficult to imagine how job rotation could
enable integration at ICA by moving employees within the purchasing and logistics function for
a shorter time of period. It seems like such an action could hinder the integration because of the
size of ICA. At HKC the purchasing and logistics functions are situated in the same building and
hence have greater possibilities to interact. At Elgiganten the purchasing function is situated in
Norway, which makes job rotation a more complicated task. Concerning The Body Shop the so-

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called purchasing function is situated in Stockholm while the logistics function is situated in
Oxelösund. These characteristics also seem to make job rotation more difficult then being
placed at the same location.

It is sensible to state that all companies within this study could gain a bigger understanding of
the work between the purchasing and logistics functions if job rotations were used. However,
job rotation seems to be more appropriate for some companies than for others. The major
underlying hinders are company size and geographical distance. The question whether a lack of
job rotation in general can hinder integration is difficult to decide upon.

5.2.4 Communication
At The Body Shop, the logistics manager claims that integration at the level of purchasing and
logistics is about communicating with each other. The communication seems critical for
integration also for the marketing and sales manager. The communication has a purpose of
creating a better understanding for each other’s work. The purchasing manager at HKC
mentions creating an understanding for each function’s work as well, in terms of using job
rotation. The issue of having an understanding for the work and responsibilities of each function
is also mentioned by the strategic purchaser at ICA. This understanding is essential for further
integration and without it, integration would be very difficult to achieve. This is in accordance
with Pagell (ch.3.3.1.4) who states that communication is both an enabler and a hinder
depending on the type of communication that exist. To understand each function’s work is also
essential for bridging the gaps and trade-offs that can occur between the two functions. Person
Y at The Body Shop is also considering communication as both a hinder and an enabler.

The external communication with suppliers is seen as a more important issue than the internal
communication between functions at Elgiganten. This is because the newly implemented ERP-
system should facilitate the communication between the internal functions. Narasimhan and Soo
Wook, and Beretta (ch.3.3.1.5) claim that the ERP-system is perceived as a facilitator for better
communication and to achieve integration. However, Gimenez (ch.1.1) states that large-scale
integration between internal functions is a necessity before starting to consider external
integration. It is therefore sensible to suppose that it is more important to first have good
communication between the internal functions, although external communication is also
important. The keywords for integration mentioned by Gimenez and by Pagell (ch.1.1) are
interaction, collaboration and coordination. These words are all closely connected to

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communication, either as a synonym or as something in which communication is needed. For
instance, to be able to collaborate and coordinate it is important to communicate. The logistics
manager at Mekonomen states that internal function integration is all about close cooperation
and therefore it is reasonable to believe that the communication is the mean for reaching close
cooperation. To cooperate between the functions is also mentioned by the strategic transport
planner at ICA. All companies in this study mention communication, or its closely connected
words, in some aspect. Therefore it is reasonable to believe that this factor either could hinder or
enable the integration between the purchasing and logistics functions, depending on what
importance it is given in the company.

5.2.5 Information Technology/ERP- system

Information Technology or ERP-system, as four out of five companies mention it, is the most
significant factor for enabling integration between purchasing and logistics according to the
respondents. The Body Shop, HKC, Elgiganten and ICA all emphasise the ERP-system as a
catalyst for integration. At The Body Shop, the new ERP-system has facilitated the information
flow concerning sales and stock levels. This information was stored in peoples’ heads before but
by getting one system that everyone can use this is seen as a major enabler for integration.
However, it must be mentioned that some people still work manually, which can damage the
integration efforts severely. If the ERP-system should work as an enabler, then everyone needs
to be committed to it and use it. This discussion turns to the strategic consensus, which is vital
for being able to see the other factors as enablers in the first place. Without a strategic consensus
it appears to be more or less impossible to achieve integration between internal functions, such
as purchasing and logistics. The logistics manager at HKC also perceives the ERP-system as an
enabler but the difficult part is to implement it among the workers, hence to reach a consensus
throughout the company.

The plant manager at Elgiganten follows the same line of argument by stating that they are going
to introduce a newly developed ERP-system that should facilitate the cross-functional work and
facilitate integration. However, it will always be minor problems due to communication.
Although these problems are not perceived as being of significant importance this is also related
to the strategic consensus. Mekonomen do not consider the ERP-system as the major enabler.
Instead the logistics manager highlights process-based management as the essential factor for
integration, which helps to cross functional barriers. However, the ERP-system can be a tool for

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being able to implement process-based management according to Davenport and Brooks
(ch.3.3.1.5).

The major problem with the ERP-system according to these authors is that the systems can be
designed to only handle the information within one function. In general, among the respondent
companies, it is fascinating that the people put so much trust into a computerised system to
solve the communication problems. There seems to be a tendency towards throwing all
problems into the ERP-system with the hope that they could be solved this way. However,
conflicts and disagreements are very hard to solve via an ERP-system and need to be solved
face-to-face as well. Just hiding behind a system should not be a future solution. It is reasonable
to believe that the ERP-system facilitates in striving towards reaching a strategic consensus
because the system becomes the virtual manager to follow and to listen to. Nevertheless,
something more is needed than a well-functioning ERP-system for achieving integration. The
physical interaction should not be underestimated.

5.2.6 Top Management Support

Pagell (ch.3.3.1.6) highlights that top management support is required to achieve integration
between purchasing and logistics. Fawcett and Cooper (ch.3.3.1.6) goes one step further by
stating that top management support is the stepping-stone for integration because the change in
working procedures needs to be accepted among the workforce. Winning the commitment of
the workforce is also mentioned as very important in order to achieve integration. With these
theoretical aspects in mind, it is interesting that only one respondent in this study mentions top
management support as an important factor for integration. The reason for this is difficult to
find but maybe the respondents are so close to the management in their working roles so that
this factor is too obvious and natural to talk about. Person Y at The Body Shop highlight that
the reason why some purchasing and logistics activities are integrated while others are not is due
to top management support. If top management perceive integration between purchasing and
logistics as important, this is an enabler towards reaching it. However, it is reasonable to argue
that if there were a lack of top management support, this would hinder the integration between
the purchasing and logistics functions.

The logistics manager at HKC mentions that it is important to win the commitment from the
workers, without it integration would be useless. However, he does not mention that this
commitment-winning process starts with the commitment from the top management.

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Pagell (ch.1.2) claims that management disagreements concerning priorities are something that
hinders integration and leads to that integration between the purchasing and logistics functions
is rare. This reveals the important connection between top management support and strategic
consensus. It might be reasonable to believe that avoiding management disagreements
concerning priorities is necessary in order to achieve a large-scale strategic consensus, which in
turn is necessary for achieving integration.

5.2.7 Strategic consensus

The marketing and sales manager at The Body Shop mention two areas that can hinder
integration efforts and these are poor communication and different strategic objectives.
Cooperation is necessary because this can help functions to integrate by achieving higher
understanding for each function’s work. To be able to take a holistic view of the organisation is
very important in order to avoid sub-optimisation. This is in accordance with Bouyer and
McDermott (ch.3.3.2.1) who state that poor information about the overall strategic objectives
can lead to sub-optimising functions pulling the organisation in different directions. This
viewpoint is also something that the logistics manager at Mekonomen highlights. A vital factor
for achieving integration in the first place is to work for the same values, hence to have a
strategic consensus. Not having the same value base and encourage different functional interests
to exist would hinder the integration because it results in sub-optimisation that damages the
organisation. This relates to Akkermans’s (ch.3.3.2.1) statement that to reach large-scale strategic
consensus it is necessary to accept the trade-offs between the functions and understand each
other’s work. This follows Pagell’s (ch.3.3.2.1) line of argument that consensus occurs when
purchasing and logistics managers are well aware of each other’s situation and are striving
towards the same goals. The strategic purchaser at ICA follows Pagell’s argument by claiming
that an understanding and insight into what purchasing and logistics are responsible for is
important for integration. The strategic transport planner, also at ICA, highlight the importance
of a holistic view perspective and work with what is best for the whole organisation.

It might be sensible to argue that it is important to know how each function contribute to reach
the overall objectives within a company in order to reach a strategic consensus. The overall
strategies are an important part that should facilitate in reaching the company goals. Complying
with the overall strategies is necessary for strategic consensus. It feels that the information about
overall and function-specific strategies is far from being openly discussed in the companies in
this study. To have high service levels, efficient logistics, to be cost effective and to make more

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money are examples of overall strategies mentioned by the respondents. However, the strategies
that each function within these companies has to follow in order to comply with the overall
strategy are something that the respondents do not mention that much. This turns the focus to
the responsibilities that each function have. At the companies where there are more than one
respondent it is interesting how the opinions differ concerning functional responsibility. At The
Body Shop there are a lot of differences concerning the activity list, which highlights the
question whether they can be perceived as having a strategic consensus or not.

At HKC, it is reasonable to believe that the respondents agree upon most of the activities. This
is, however, difficult to interpret because one of the respondents discusses the responsibility for
the purchasing and logistics activities in terms of how he thinks it should be and not how it
really is. Nevertheless, it might be reasonable to conclude that this respondent talks in terms of
how he wants it to be because of frustration over the current situation. In that sense, it is
questionable if a strategic consensus exists concerning purchasing and logistics responsibilities.
Another point of view is to have strategic consensus concerning the current responsibilities,
which excludes the discussion of how it should be. This is however a question concerning how
the term strategic consensus is perceived.

There are also some different opinions at ICA between the respondents but it is arguable that
the differences relates to the different value-chain perspectives that the respondents have.
Another reason for the disagreement concerning some of the activities could be their
background from either the purchasing or logistics side. However, this is no excuse because they
still work within the same organisation. This raises the question if it is harder to have a strategic
consensus in a large company such as Elgiganten and ICA compared to smaller ones such as
HKC. The purchasing and logistics functions are also more geographically separated at
Elgiganten and ICA compared to HKC where everything is handled within four walls. It might
be reasonable to argue that the geographical distance and the size of the company, as mentioned
before, can make it harder to reach a strategic consensus and in the end integration.

5.2.8 Company culture/history

The strategic transport planner at ICA states that the integration between the purchasing and
logistics function is highly dependent on the company culture, company history and earlier types
of behaviour. The empirical results shows that the purchasing and logistics functions have
historically been separated and history has hence hindered integration attempts. However, it is

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interesting to see that the logistics function in all the companies has increased in importance.
This development within the company culture will probably enable the integration since the
companies seems to be more open towards integrating the logistics function within the other
functions of the company. It might be reasonable to believe that top management in the
companies are more or less forced to have this attitude to be able to integrate purchasing and
logistics in order to reduce total costs and avoid that the factor constitutes a hinder.

According to Mello and Stank (ch.3.3.2.2), a strong culture that enables integration will tell the
employees to work towards integration. The existence of several different cultures within the
same company will create hinders for integration. It is interesting that it is only the strategic
transport planner at ICA that mention company culture and that he only sees it as a hinder.
Maybe this depends on the culture at ICA and that it does not favour the integration between
the purchasing and logistics functions. The other companies have not mentioned culture as a
factor for integration. Perhaps the culture at these companies is regarded as un-written and
invisible rules that it is not seen as either hinders or enablers. Maybe the culture is just seen as
something obvious, that the respondents actually do not think about.

5.2.9 Company size/company staff

The logistics manager at The Body Shop considers company size as a hinder for integration. His
arguments are that a larger company will probably have several hierarchal levels compared to a
smaller company and that integration between large functions that include a lot of people will be
more difficult compared to smaller, less populated functions. Company size is also something
that the logistics manager at HKC mentions as a factor that influences integration. He mentions
that by growing to an even larger company, the integration between different internal company
functions becomes even more crucial. The plant manager at Elgiganten states that company size
can be seen as a hinder for integration.

Company size and history is something that authors such as Roolath, Pagell among several
others (ch.3.3.2.3), mention in the theory chapter as something that influences the integration
between a company’s internal functions. A larger company will, according to the authors, have
more difficulties in integrating the functions since the company might have several hierarchal
levels and that different functions might have different positions, hindering the integration. A
larger company will also be less flexible between the functions compared to a smaller company.

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It is only ICA that clearly mentions that the company staff is of major importance to the
integration between the purchasing and logistics function. This is not something that the theory
discusses as a factor. At ICA, new staff will be hired with specialised knowledge about supply
chain management. Their job will be to analyse the whole supply chain and especially the
boundaries between the different functions in an attempt to reduce costs. This idea is a good
example of enabling integration and it might be something that the other companies should
consider for themselves. However, this is a question of costs as well. It is also worth mentioning
that to hire new staff may also create annoyance among the current staff because new people
comes in to do the work that they could not solve by themselves.

5.2.10 Process-based management

Fawcett and Fawcett as well as Mattsson (ch.3.3.2.4) highlight that removing functional barriers
and embracing a process-based approach in a company will enable integration between different
internal functions. Lambert et al. and, Ljungberg and Larsson (ch.3.3.2.4) goes even further
stating that the performance of the functions will not be optimal if they are viewed as functional
areas and not as a part of a process. This is even more important when talking about logistics
since this function is cross-functional by its nature.

The only respondent that mentions process-based management as an enabling factor is the
logistics manager at Mekonomen. This factor is the most important one according to him in
order to achieve integration. It is interesting to see that there is only one company that mentions
this factor when the theory clearly state that it is important for integration. One possible reason
for this can be that the other companies might include process-based management in the
“structure-factor” since it clearly is about how the company is working and how it is built up.
However, the respondents at all the companies, except Mekonomen, did not mention this factor
when discussing the structure either. The reason why the logistics manager at Mekonomen was
the only respondent that mentioned this factor might have its explanation in the fact that it is a
company of considerable size and that the logistics manager is a member in the board of
directors. If the concept of process-based management is hard to understand for the companies
it might constitute as a hinder towards integration. It is reasonable to argue that top management
and especially strategic consensus is needed in order to reveal the full potential of process-based
management and make it into an enabler for integration.

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5.2.11 Human relations

The logistics manager at The Body Shop mentions that people’s prestige and attitudes can be a
serious hinder for integration between internal functions if they make the employees neglect the
overall business performance or objectives. The logistics manager also states that the logistics
function usually has lower prestige in a company compared to the purchasing and marketing
functions, which is clarified by his statement “The logistics is just supposed to work”. This attitude is
also an example of a hinder for integration. The strategic purchaser at ICA also mentions human
relations as a hinder to the integration between internal functions. He also states that the
purchasers do not always consider how their work affects the logistics function, which in the
case of ICA is confirmed by the strategic transport planner’s statement “The purchasers just focus on
getting the lowest possible price and the obligation of the logistics function is to move the damn goods”.

Human relations, as a stand-alone factor for integration, are something that has not been found
in the theoretical base for this thesis. Depending on the relation between the purchasing and
logistics function, it is sensible to assume that human relations can constitute as either a hinder
or enabler for integration. The reason why human relations is not seen as a stand alone factor
might be that the theoretical factors, mainly coming from Hayes and Wheelwright, are quite
general and might be divided into several sub-factors. Human relations might be divided into
top management support and communication in their model. Stank et al. (ch.3.3.1.1) mention
that human relations is included in, and influenced by, a company’s structure. This was however
nothing that the empirical research showed clearly.

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 Chapter 6 - Conclusions

6. Conclusions

T his chapter initially presents the conclusions of this thesis. Furthermore, implications and suggestions to
future research will be depicted.

Research question 1
§ What activities exist within the purchasing and logistics function at the specific wholesaling companies
and which of these activities are integrated?

Purchasing activities
- Product/assortment decisions
- Supplier selection
- Contract agreement
- Ordering
- call-offs at supplier
- order surveillance
- Supplier evaluation
Integrated activities
Logistics activities - Product and assortment decisions
- Transport management - Supplier selection
- transport planning - Supplier evaluation
- inbound transportation
- outbound transportation - Inbound transportation
- Warehousing and storage - Customer service measurement
- Packaging - Service level measurement
- Materials handling - Warehouse site location
- Customer order processing - Return goods/complaints
- Demand/Sales forecasting - Waste and scrap disposal
- Customer service
- cust. service measurement
- service level measurement
- lead-time measurement
- Warehouse site location
- Return goods handling
- returned goods/complaints
- waste and scrap disposal
- Incoming quality control

Figure 6.1 Existing and integrated activities

The activities that exist have very few exceptions from the theoretical activities mentioned by
van Weele, CLM, and, Langevin and Riopel. Inbound transportation is however an example of
an activity that sometimes is conducted by the supplier to the wholesaler, hence neither a
purchasing nor logistics responsibility. It seems like the activities customer satisfaction
measurement, customer order processing and product and assortment decisions can be

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 Chapter 6 - Conclusions

conducted by other internal functions such as the marketing function. However, it is worth
mentioning that all companies are unique. They have different perceptions about purchasing and
logistics, concerning each functions responsibility and concerning integration. It is therefore
difficult to come up with conclusions for wholesaling companies in general. It might be
reasonable to believe that this task needs to be handled on a case-to-case basis, using a
contingency approach. Nevertheless, the activities categorised in figure 6.1 present the existing
purchasing and logistics activities within the specific companies in this study as well as the
activities that was mentioned by the respondents as integrated.

In the case where respondents from both functions have been interviewed, and where these
respondents agree, there are exclusively three purchasing activities where integration between
purchasing and logistics occur. These activities are product and assortment decisions, supplier
selection and supplier evaluation. The activity supplier evaluation is further mentioned as
integrated by the companies with only one respondent making it the most frequent integrated
activity in this study followed by supplier selection. This is the reason why these activities are
bold in figure 6.1.

Furthermore the integrated activities that refers to logistics; inbound transportation, customer
satisfaction measurement, service level measurement, warehouse site location, return
goods/complaints and waste and scrap disposal have solely been mentioned as integrated by one
respondent at one company where only one employee was interviewed.

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 Chapter 6 - Conclusions

Research question 2
§ What are the factors that influence the integration between the purchasing and logistics functions and how
do these factors hinder or enable the integration?

Factors for integration

- Structure
- Measurement and reward systems
- Job rotation
- Communication
- Information Technology/ERP- systems
- Top management support
- Strategic consensus
- Company culture/history
- Company size/staff
- Process-based management
- Human relations

Figure 6.2 Factors influencing the integration

between the purchasing and logistics functions

Figure 6.2 presents what factors that influence the integration between the purchasing and
logistics functions within this thesis. These factors are, with a few exceptions, much in common
with the factors found in theory. The factor information technology has been specified to also
include the factor ERP-systems. The same goes for company culture that also includes company
history, and company size that incorporates company staff. The only stand-alone factor that was
not revealed in theory is human relations and its impact on integration between purchasing and
logistics.

In order to answer the question how these factors hinder or enable the integration, a football
example will be used. Figure 6.3 illustrates two different scenarios where one constitutes a team
called “The Enablers” where all factors enable the team (company) to win the game, hence
achieving integration The other team is named “The Hinders” and here all factors constitute
hinders towards winning the game. The football example illustrates how the internal factors both
can hinder and enable cooperation and thereby integration within a company.

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 Chapter 6 - Conclusions

Scenario 1 - “The Hinders”

These are the conditions for “The
Hinders”. Initially the strategic consensus
between the team parts work after their
own strategies. There is a lot of
individual thinking and a lack of
communication, which makes cooperation
The Enablers
difficult. Another factor that hinder the
overall strategic work in the field is the
different priorities from top
management. The lack of top management
support results in difficulties for getting
the players to strive towards the same
goals, hence to reach a strategic
consensus.
The Hinders

Another hinder is that top management

has different measurement and reward
systems. One example of this is that the
strikers get rewarded on their ability to Figure 6.3 The Hinders vs. The Enablers

score goals, not on their overall

performance. In the strikers (purchasing) view the defenders (logistics) are just doing the
operative stuff, moving the damn ball up the field. All these behaviors are affected by the team’s
negative history, culture, inability to buy the right players (company staff) and the lack of good human
relations between the internal functions of the team. The size of the squad is superfluous and
hinders integration because members of the team are not used to their full potential. In the case
of a football team a lack of structure and tactical skills is a hinder towards winning the game and
achieving integration. Without an efficient playing system for facilitating cooperation (ERP-
system) an overall understanding of the different responsibilities of each function of the team (job
rotation) it will hinder the chances to win the game. The Hinders perceive their team parts as
different functions and hence neglect to see the team as one holistic cross-functional unit (process-
based management).

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 Chapter 6 - Conclusions

Scenario 2 - “The Enablers”

These are the conditions for “The Enablers”. The first, and most important thing, which this
team has understood is to emphasise that the strategic consensus between the team parts is vital for
achieving integration and win the game. The Communication and cooperation on the field is good
and thereby become an enabler for integration. Top management has realised that their support is
important in order to win commitment from the players to be able to strive towards the same
strategic objectives, hence reaching a strategic consensus. Top management has highlighted that
all players are important for the team’s success. Measurement and reward systems are set up with the
aim to improve the overall performance of the team and to give rewards according to the same
metrics. Rewards are shared equally when the team succeeds in reaching the objectives. The
Enablers have a strong belief in themselves and emphasis the positive sides of the team’s history.
They have the ability to buy new players (hire new staff) and have an adequate size of the squad.
The team encourages having one culture instead of sub-cultures, based on a clearly defined
structure, which easy for the functions to identify with. There is a positive and friendly
atmosphere where prestige has a minor importance in comparison with the overall performance
of the team (human relations). The Enablers has a clearly outspoken playing philosophy (ERP-
system) and everyone understand what the different functions’ responsibilities (job rotation) and
perceive the team as a cross-functional unit (process-based management).

To sum up, and returning to the company world, it has been shown that all factors within the
scenarios do actually interrelate and are influenced by each other to some extent. This means
that if for instance one factor is not perceived as important that could lead to a set of
consequences for the integration work between purchasing and logistics. In order to achieve
integration it is crucial to understand each factor’s importance and impact on integration
between purchasing and logistics. Finally, what it all comes down to is having strategic
consensus, top management support and an understanding for each other’s responsibilities. That
is a good starting point for integration.

6.1 Implications
The results of this thesis could primarily help the chosen companies to get a deeper insight in
the responsibilities of the purchasing and logistics functions respectively and facilitate their
integration work by highlighting important activities and factors. Other companies in a similar
situation may get some valuable information by looking at this thesis. Hopefully this thesis might

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 Chapter 6 - Conclusions

cover a gap in the theory since knowledge of integration between the purchasing and logistics
functions within wholesaling companies is rather limited. It seems like our thesis is quite similar
to Pagell (2004) concerning factors that hinder or enable integration. However, this thesis
highlights some additional factors for the specific wholesaling companies while Pagell studied
manufacturing companies. Another aspect, which diversifies this thesis from Pagell's study, is the
categorisation of existing and integrated purchasing and logistics activities. The connection
between activities and factors for integration has however as far as we know not been depicted
in earlier research, at least not when discussing purchasing and logistics.

It is worth mentioning that it was difficult for the respondents to identify all of the factors that
can influence the integration between the purchasing and logistics functions during the limited
time for the interviews. It is satisfying that the research area seems to have been appreciated by
the respondents. The research has also confirmed our suspicion regarding the difficulties of
integrating purchasing and logistics. It seems easy to believe that purchasing and logistics is the
same thing or that purchasing is a part of logistics. When scrutinising the subject more closely,
the disagreements and differences in objectives have been revealed. However, there seems to a
big confusion regarding what activities that either the purchasing or the logistics function is
responsible for. The statement by the strategic purchaser at ICA that purchasing and logistics is
a grey area where the responsibility borders are quite vague seems to be true. It is also interesting
that the logistics function’s influence seems to be very diverse between the companies. In
general terms, logistics has increased in importance but some companies still look at logistics as
only conducting warehousing and transports.

Integration as a concept is in itself a complex phenomenon. Purchasing and logistics functions

with its activities and factors have also proven to be difficult to grasp. Put these two together
and the confusion is total. However, the intention with this thesis has partly been to create a
deeper understanding surrounding purchasing, logistics and integration between the two. This is
something that we believe has been accomplished and we hope that the readers will feel the
same.

A criticism that must be mentioned to this thesis is that we have not been able to conduct
interviews with both the purchasing and logistics side within every company. Especially The
Body Shop has caused some problems because it was difficult to get hold of a responsible for
the purchasing function, instead representatives for the marketing function have given us their

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 Chapter 6 - Conclusions

view regarding the purchasing and logistics functions. It might be reasonable to believe that our
conclusions would have been slightly different if the missing respondents would be included. It
could perhaps been easier to draw more general conclusions if the selected companies would
have handle similar products, like for instance the large grocery companies. However, we wanted
to get a broader perspective regarding the research questions.

6.2 Suggestions to future research

Pagell (2004) conducted his research on manufacturing companies and we have conducted our
study on five wholesaling companies. It would have been interesting to study this subject on
other wholesaling companies that handle similar products such as the big home electronic
chains. Another area that could render interesting results could be to compare companies
focusing on having a low-price strategy with companies that perceive themselves as having a
high-quality strategy, hence having higher prices. The relationships between the purchasing and
logistics function at these companies should most likely be very different. It has been shown that
the activities where the purchasing and logistics activities meet are within supplier selection and
supplier evaluation. It would hence be interesting to study how the work between the functions
could be facilitated within these activities. Another interesting issue would be to investigate
whether companies with integrated internal functions are more profitable than those that work
in totally separated functions, without integration.

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 Table of references

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 Table of references

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 Table of references

Empirical literature

Body Shop
Jan Widegren, Logistics and IT-Manager, 2006-03-30, personal interview
Helene Lindholm, Marketing and Sales Manager, 2006-04-21, mail interview
Person Y, Marketing function, 2006-05-03, mail interview

HKC
Bo Sandkvist, Purchasing Manager, 2004-10-19, 2006-04-03, personal interview
Mikael Dahlqvist, Logistics Manager, 2006-04-03, personal interview

Mekonomen
Michael Thorburn, Logistics Manager, 2006-04-04, telephone interview

Elgiganten
Jimmy Olofsson, Plant Manager, 2006-04-15, personal interview

ICA
Henrik Hedlundh, Strategic Purchaser, 2006-04-10, telephone interview
Peter Sunesson, Strategic Transport Planner, 2006-03-09, 2006-04-21, telephone interview

Internet sources
The Body Shop (2006) [online] Available from: http://www.thebodyshop.se, [Accessed 2006-
04-19]
HKC (2006)[online] Available from: http://www.hkc.se, [Accessed 2006-04-20]
Mekonomen (2006)[online] Available from: http://www.mekonomen.se [Accessed 2006-04-21]
Elgiganten (2006)[online] Available from: http://www.elgiganten.se, [Accessed 2006-04-21]
ICA (2006)[online] Available from: http://www.ica.se [Accessed 2006-04-21]

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 Appendix 1

Appendix 1

Characteristics of a wholesaler
Within the supply chain manufacturers, wholesalers and retailers all handle logistics activities.
Lambert and Stock (1993, p.89) argue that a wholesaler’s role within the supply chain is to
provide possession, place and time utility for retailers. Wholesalers can sometimes sell products
directly to the final customer, but normally a retailer is involved, which then promote the
products in their own stores. (Pelton et al., 2002, p. 43, 287). Figure 1 illustrates a wholesaler’s
role in a Supply Chain.

Manufacturer Product flow of a

wholesaler

Product flow of a
manufacturer
Wholesaler

Direct Indirect
selling to selling to
final final
customer customer
Retailer

Final customer

Figure 1 The wholesaler’s role in a Source: Adjusted from, Van Weele, 2005,
Supply Chain. p.299

The main functions within a wholesaling company are purchasing and logistics. It is crucial that
the trade-offs between these functions can be managed in an effective manner. This is important
because if the trade-offs are minimized, the total cost of operations will be reduced.
(Chandrasekhar and Rajesh, 1995) One of the most important trade-offs to handle between the
purchasing and logistics function within wholesaling companies are to reach a adequate level
between the purchased quantity and the logistics inventory costs. (Chandrasekhar and Rajesh,
1994)

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 Appendix 1

According to Van Weele (2005, p.299) there are limited number of value added activities that
wholesaling companies actually perform. This is mainly due to that the time, which elapses
between the purchase and the actual sale is very short. On the other hand Aronsson et al. (2004,
pp. 71 –72) argue that the wholesalers add value to the Supply Chain by their assortment
function. By supplying a variety of products from many suppliers/manufacturers to retailers or
final customers, wholesalers conduct the assortment function and thereby add value within the
chain.

The major logistics activities within a wholesaling company are focused on warehousing
management, inbound and outbound transportation. (Chandrasekhar and Rajesh, 1994, 1995,
1999, Lambert et al., 1998, p. 440-441) Figure 2 exemplifies the assortment function of a
wholesaler and the major logistics activities.

Suppliers

Inbound
transportations

Warehousing
Wholesaler management

Outbound
transportations

Retailers

Figure 2 The assortment Source: Aronsson et al, 2004,

function and major activities p. 71
of a wholesaler.

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 Appendix 2

Appendix 2

Information regarding companies and respondents

The Body Shop
A famous entrepreneur, Anita Roddick, founded The Body Shop in 1976. From the original
store in Brighton The Body Shop has evolved to a worldwide company including 2100 stores in
52 countries. The Body Shop sells a wide range of health and beauty care products and they are
known by their standpoint against animal testing. Other important issues for The Body Shop are
to defend human rights and protect the environment.

The Body Shop came to Sweden as early as 1979 when the first store opened up in Stockholm.
Today, there are 57 stores throughout the country and many of them are franchised stores. 99
per cent of the products are imported from abroad and many of them are transported from the
central European warehouse in Littlehampton, outside Brighton in England. The current central
warehouse for the Swedish market, located in Oxelösund will close in May 2006 and everything
will be delivered directly to the customers from the central warehouse in Littlehampton. Today,
the product range is divided in ABC products. The “A” products are the 100 most sold products
and the ones that should be focused upon. Totally The Body Shop has a range of 900 products.
(The Body Shop, 2006)

Interview 1. Jan Widegren at The Body Shop in Oxelösund

Title: Logistics and IT manager at the central warehouse in Oxelösund.
Number of years in the company: 13 years.
Working experience (purchasing/logistics): Jan’s previous experience lies within the
construction retail sector where he worked as a logistician. Jan has also spent five years as a
private enterpriser, focusing on warehouses and forklifts. He has also worked on the operative
level of logistics as a forklift instructor.

Interview 2. Helene Lindholm at The Body Shop in Stockholm

Title: Marketing and sales manager.
Number of years within the company: 3 Months.

Interview 3. Person Y at The Body Shop in Stockholm

Title: working within the marketing function.

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 Appendix 2

Hälsokostcentralen (HKC)
HKC is one of the leading companies within the wholesaling business of consumer health care
products on the Swedish market. The company was founded in 1938 and conducts its business
in Malmö. The owner of HKC is Wilhelm Sonesson, who is a big actor within the Nordic health
care market. The wholesaling business of HKC is conducted only within the Swedish market,
but the logistics function of the company does also handle products in stock from international
suppliers. HKC has 4500 articles in store. Out of these 4500 articles, 1000 are brochures. The
other 3 500 articles can be everything from nutraceutical to skin care products. HKC has 40
employees and its business idea is as the role of a wholesaler, to constitute as a middleman
between their suppliers and retailers. The major customers of HKC are retail stores like Life and
Naturapoteket.

There have been a lot of changes concerning logistics during the last ten years and HKC has had
a significant growth during this period. The value of the goods that they handle on an annual
basis has risen from 300 MSEK to between 800-900 MSEK today. HKC has approximately 170
suppliers and 32 of them have agreed a partnership agreement, which means that HKC works as
a central warehouse for them. The ERP-system was updated in 1999. This was done to avoid
picking the products in the wrong order concerning expiry date. The expiry date information is
something that was not included in the ERP-system before. (HKC, 2006)

Interview 1. Bo Sandkvist at HKC in Malmö

Title: CEO and Purchasing manager.
Number of years within the company: 4 years.
Working experience: (Purchasing/Logistics) Bo has worked within the wholesaling business
since 1989-90. He started his career at Dagab in Halmstad where Bo was a region manager,
which included much purchasing and logistics work. In 1996 he started working at ICA Meny as
a marketing director and vice president and thereafter as a strategic purchaser. Finally he came to
HKC where he today works as both managing director and purchasing manager.

Interview 2. Mikael Dahlqvist at HKC in Malmö

Title: Logistics manager.
Number of years within the company: 10 years.
Working experience: Mikael has previous logistics experience from manufacturing companies.

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 Appendix 2

Mekonomen
Mekonomen is the leading actor within the car spare part market in Sweden, Norway and
Denmark. The company can be seen as both a wholesaler and as a retail chain. Mekonomen
strive to have the largest product assortment with a good geographical coverage. They deliver
spare parts to car repair shops and individual customers that are car brand independent. The
company centralised its warehouse facilities in 2004 with the closure of the warehouse in
Odense, Denmark, to only have one for the Scandinavian countries placed in Strängnäs west of
Stockholm.

In this warehouse they have an assortment of 45 000 articles for approximately 5 000 different
car models that are delivered to the only customer, which is their own retail stores. Mekonomen
has 192 retail stores whereby the Mekonomen Group wholly or partially owns 147 of them.
There are 112 stores in Sweden, 43 in Denmark and 37 in Norway. The retail stores should work
as local warehouses offering a multitude of spare parts and have a high delivery capability. This
is accomplished by an effective logistics structure and the use of “in-night” deliveries, which
means that the goods are transported to the retail stores by night. The logistics thinking is
incorporated in the business idea, which includes cornerstones such as having an own retail
chain, efficient logistics, high service levels and a complete assortment of spare parts for cars.
(Mekonomen, 2006).

Interview 1. Michael Thorburn at Mekonomen in Strängnäs

Title: Logistics manager for the Mekonomen Group.
Number of years at the company: 9 years.
Working experience (purchasing/logistics): Michael has been working with planning and
logistics for approximately 15 years. Logistics has been in focus for a very long time with
working experience from companies such as Gustavsbergs and GB Glace.

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 Appendix 2

Elgiganten
Elgiganten is Sweden’s largest actor in the home electronics market with a market share of 17
per cent. Their business idea is to achieve good profits by being the most efficient distribution
channel for electronic appliances. Elgiganten is a part of the Norwegian Elkjöp Group, which in
its turn is owned by the British Dixon Group, called DSG International plc. When Elgiganten
entered the Swedish market in 1994 it chose to position itself outside the existing market
structure by building their own logistics function and central warehouse, conducting centralised
purchases from Norway by the Elkjöp group, and also making parallel imports of goods from
other countries when the Swedish suppliers were not cooperative enough. Thus reducing the
supplier’s power, which had been very large previously. Today, Elgiganten still purchase the
goods in Norway and it gets delivered to the centralised warehouse in Jönköping. The idea of
having centralised warehouses is something that the Elkjöp group has chosen to implement
throughout Europe, with one central warehouse that handles all the materials in a specific
region.

Elgiganten in Sweden has its head office in Barkarby, close to Stockholm, and the largest
warehouse building in Sweden situated outside Jönköping with 80 000 m2, equal to 14 football
fields. Elgiganten’s turnover in 2005 was 4.6 billion SEK, an increase of 12 per cent compared to
2004. Elgiganten has 1200 employees in Sweden. (Elgiganten, 2006)

Interview 1. Jimmy Olofsson at Elgiganten in Jönköping

Title: Sitemanager at the central warehouse in Jönköping.
Number of years in the company: 7 years.
Working experience (purchasing/logistics): Jimmy has previously worked within the
transport sector. He has worked with the forwarding company Schenker as responsible for
transports within the Värnamo region.

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 Appendix 2

ICA
ICA AB is the leading company within the Swedish market of food retail. The ICA AB or ICA
Group is partially owned by the Dutch grocery enterprise Royal Ahold, which has 60 per cent of
the ownership. Ahold is the world’s fourth largest grocery enterprise. ICA has established stores
in Norway and Latvia, but so far their largest share of the market is found in Sweden. In Sweden
all ICA retailers have a private owner, which run their business independently from the ICA
Group. Nevertheless, the retailers pay a fee to ICA for using their brand. There exist four
different types of store concepts within ICA today, which are ICA Nära, ICA Supermarket, ICA
Kvantum and ICA Maxi. ICA Nära is the smallest store concept and Maxi the largest. The latter
concept has gained most profits. The main purpose of having different store concepts
concerning size and location is because the ICA Group wants to satisfy all types of customers on
the Swedish market. The turnover of the ICA Group in 2005 was 71 billion SEK. ICA has
approximately 11 500 employees and 2300 stores in Sweden and Norway. (ICA, 2006)

Interview 1. Henrik Hedlundh at ICA in Solna

Title: Strategic purchaser.
Number of years within the company: 12 years.
Working experience (purchasing/logistics): Started as a purchaser at ICA with responsibility
for the assortment of fruits and vegetables. Henrik has also been working at “traffic”, which is
the import department of ICA. The traffic department handles all incoming products of ICA: s
own products, which arrive from all over Europe.

Interview 2. Peter Sunesson at ICA in Växjö

Title: Strategic transport planner.
Number of years within the company: 13 years.
Working experience (purchasing/logistics): Previous working experience includes being a
logistics manager at a local wholesaler in Växjö for almost three years. According to Peter, the
traditional view of purchasing is connected to the activity contract agreement concerning
negotiating about prices and quantities. Nevertheless, these activities could be a part of the
logistics function as well. Within the smaller wholesaler in Växjö, the purchasing and logistics
function worked closely together and there were not so many formal ways of contacts as there
are at ICA.

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 Appendix 3

Appendix 3
Interview guide and activity list

School of Management and Economics

FED 370 Advanced Concepts in
Logistics Management, Spring 2006

Presentation of the Thesis: “Integrating Purchasing and Logistics”

This thesis aims to identify what activities that exist and which of them that are integrated
between the purchasing and logistics functions within the wholesaling companies The Body
Shop, Hälsokostcentralen (HKC), Mekonomen, Elgiganten and ICA. Furthermore the purpose
is to identify what factors that influence the integration between the purchasing and logistics
function in these companies and also to explain how these factors hinder or enable the
integration.

It is mentioned in theory that purchasing and logistics are two main activities within companies
today. They both generate value-addition working separately. Purchasing and logistics has
historically worked together but due to different objectives, certain tensions have appeared.
However, theory mentions that there is very much to gain by integrating these activities. Despite
this, there are empirical evidence that show that there is a lack of existing integration between
purchasing and logistics.

One area where purchasing and logistics are of major importance to the economical results is
within wholesaler companies, which act as an intermediary between the producer and the
retailer. Their objective is to create time and place utility towards their customers. To be able to
offer this, the wholesaler needs to have an effective logistics flow. The impact of purchasing in
regards to the total expenditure is often very high within these companies, a ratio of over 80 per
cent is not uncommon.

These characteristics make it interesting to study wholesaling companies since an efficient

relationship between purchasing and logistics should be very profitable for them.

Our research questions are:

§ What activities exist within the purchasing and logistics function at the specific wholesaling companies
and which of these activities are integrated?
§ What are the factors that influence the integration between the purchasing and logistics functions and how
do these factors hinder or enable the integration?

Low structured interview guide

Name?
Title?
Number of years employed in the company?
Previous experience? (Logistics/Purchasing?)

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 Appendix 3

§ Please give a short historical background to your company!

§ Please define what purchasing and logistics means to you and what role does the
functions have within your company?

§ To start with, please describe the main activities within your company, from initial
product specification and supplier selection to the product is sold to a customer!

§ Which of these activities is your function responsible for? What is your role?
(The activities guide)

§ How has this responsibility changed over the years? (Increasing/Decreasing)

§ What do you think your role is in the value-chain (supply chain)?

§ What does integration mean to you?

§ Are there any specific strategies that the purchasing and logistics functions work with in
your company?

§ Seen from a historic point of view, have purchasing and logistics been separated and/or
integrated at your company? How is the situation today?

§ Some theories separate logistics and purchasing while others perceive purchasing as a
part of logistics. How is the relation between purchasing and logistics within your
company? If these activities are integrated (fully or partially), who took this decision and
what were the major reasons for the integration?

§ If these activities are separated what do you think are the major reasons for this?

§ Is the integration focused on solving problems or to prevent them?

§ What areas do you think can enable/hinder the integration between purchasing and
logistics?

§ What problems can occur if purchasing and logistics are not integrated?

§ How is the decisions taken on what products are going to be in the product range?

§ Is there something that you would like to add to the discussion?

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 Appendix 3

Purchasing and Logistics activities

Purchasing Logistics Integrated

Transportation management
- transport planning
- inbound transportation
- outbound transportation
Warehousing and storage
Packaging
Materials handling
Demand/Sales forecasting
Product/Assortment decisions
Supplier selection
Contract agreement
Ordering
- call-offs at the supplier
- order surveillance supplier
Customer order processing
Incoming Quality control
Supplier evaluation
Customer service
- Customer satisfaction measurement
- Service levels measurement
- Lead time measurement
Return goods handling
- returned goods/complaints
- waste and scrap disposal
Warehouse site location

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