Impact of JIT‐selling strategy on organizational structure

Purpose – This study aims to assess the impact of a JIT‐selling strategy on organizational structure by generally replicating the previous work of Germain et al.Design/methodology/approach – In contrast to the sample population of logistics managers surveyed by Germain et al. this research draws on data from manufacturing executives with marketing responsibilities. More importantly, a major limitation of the earlier research, use of a single‐item scale measurement of the JIT‐selling construct, is overcome. A structural equation modeling approach was used to assess the impact of JIT‐selling on the organizational structure dimensions of integration, performance control, specialization, and decentralization.Findings – Germain et al. found that JIT‐selling impacts performance control, specialization, and scheduling decentralization but not integration. While the results of this study support earlier findings that JIT‐selling impacts performance control and specialization, the results alternately find support ...