2 Value Chain Management

2 Value Chain Management
The theoretical background is defined around the central term value chain.
Chapter 2 presents research concepts to manage the value chain structured
by their area of specialization either on supply, demand or values. Sec-
ondly, within an integrated framework, the results of the specialized disci-
plines are combined with the objective to manage sales and supply by val-
ues and volume. Value chain management is defined and positioned with
respect to other authors definitions. A value chain management frame-
work is established with a strategy process on the strategic level, a plan-
ning process on the tactical level and operations processes on the opera-
tional level. These management levels are detailed and interfaces between
the levels are defined. Since the considered problem is a planning problem,
the framework serves for structuring planning requirements as well as the
model development in the following chapters.
2.1 Value Chain
Value chain as a term was created by Porter (1985), pp. 33-40. A value
chain disaggregates a firm into its strategically relevant activities in order
to understand the behavior of costs and the existing and potential sources
of differentiation. Porters value chain consists of a set of activities that
are performed to design, produce and market, deliver and support its prod-
uct. Porter distinguishes between
primary activities: inbound logistics, operations, outbound logistics,
marketing and sales, service in the core value chain creating directly va-
lue
support activities: procurement, technology development, human re-
source management, firm infrastructure supporting the value creation in
the core value chain
Fig. 3 illustrates Porters value chain.
12 2 Value Chain Management
Firm Infrastructure
Human Resource Management
Marg
Support
activities
Technology Development
in
Procurement
M arg
Primary Inbound Ope- Outbound Marketing Ser-
activities Logistics rations Logistics & Sales vice
in
Fig. 3 Value chain by Porter
Porter formulates the general strategies for the value chain of cost leader-
ship and differentiation to reach competitive advantage (Porter 1985, pp.
62-163). These cross-value chain strategies established a principle that
competitive advantage can be reached only by managing the entire value
chain as a whole including all involved functions.
Some authors argue that Porters value chain is characterized by classi-
cal functional separation and thinking in organizational units instead of
processes, since not processes but activities are listed by organizational
function (Corsten 2001, p. 93). Over the years, the value chain was further
enhanced towards
cross-company-orientation defined in the term supply chain
network-orientation defined by the term supply chain network
Supply Chain and Supply Chain Network
Porters value chain is one basis for the development of the supply chain.
The term supply chain was created by consultant Keith Oliver in 1982 ac-
cording to Heckmann et al. (2003). Compared to the company-internal fo-
cus of Porters value chain, the supply chain extends the scope towards in-
tra-company material and information flows from raw materials to the end-
consumer reflected in the definition of Christopher (1992): a supply chain
is a network of organizations that are involved through upstream and
downstream linkages in different processes and activities that product
value in the form of products and services in the hand of the ultimate con-
sumer. Core ideas of the supply chain concept are:
2.1 Value Chain 13
a better collaboration between companies in the same supply chain will

help to improve delivery service, better manage utilization and save
costs particular for holding inventories (Alicke 2003)
individual businesses can no longer compete as solely autonomous enti-
ties, but rather as supply chains (Christopher 1998)
Various illustrations and definitions for the supply chain exist as shown
in fig. 4.
Corsten (2001), p. 84 Shapiro (2001), p. 6 Stadtler (2004a), p. 10
Raw material exploration

..
Vendors Markets
Supplier Semi-finished
Plants Distribution products Final Factory
Centers manufacturing assembly warehouse
Manufacturer
..
Central Distribution
Freight forwarder
Suppliers Manufacturing firm ..
Customer
Distribution
3PL
Material flowInformation flow Ultimate
Material flowInformation flow Customer
Chopra/Meindl (2004), p. 5 Knolmayer (2000), p. 2
information flow
Supplier Manufacturer Distributor Retailer Customer

Trans- Trans- Trans-
formation formation formation
1 2 3
material flow
financial flow
Fig. 4 Supply chain illustrations in literature
Corsten points out that a supply chain is a special type of network com-
posed of multi-level logistic chains owned by legally separated companies.
The focus in the supply chain is the coordination of flows of materials and
information between these companies. Corstens examples show the sup-
ply chain structure starting with raw materials up to the final consumer
(Corsten/Gssinger 2001).
The network aspect in supply chains is illustrated by Shapiro where
supply chain networks are composed by notes connected by transportation
networks (Shapiro 2001, p. 6). Compared to Corsten, Shapiro extends the
supply chain including many-to-many-relations between vendors, plants,
distribution centers and markets.
Stadtler addresses the aspect of multi-level manufacturing of semi-
finished and final assembly products as well as multi-level distribution
steps. He also introduces different node types for procurement, production,
distribution and sales and confirms the one-directional flow of material
and the one-directional flow of information similar to Corsten. Stadtler

emphasizes the difference between intra-organizational and inter-
organizational supply chains (Stadtler 2004a, p. 10).
Chopra and Meindl support the aspect of many-to-many relations and a
supply chain network. Additionally, they add the aspect of direct relations
between partners in the supply chain across several supply chain steps. The
primary purpose of the supply chain is to satisfy customer needs, in the
process generating profit for itself (Chopra/Meindl 2004, p. 5).
The review of Knolmayer supports the cross-node communication to
ensure collaboration across the chain. Additionally, communication is not
only one-directional but bi-directional as well as supply chain does not
only cover material and information but also monetary flows (Knol-
mayer/Mertens et al. 2000, p. 2).
While the previous illustrations are focused on the intra-company sup-
ply chain structures, inter-company structures of the supply chain are re-
lated to Porters value chain as shown in fig. 5 (Meyr/Wagner et al. 2004,
p. 113 based on Rohde/Meyr et al. 2000).
Supplier Company Customer
Procure- Produc- Distri- Procure-

Sales Sales
ment tion bution ment
Collabo- Collabo-
ration ration
Fig. 5 Company-internal supply chain structures
Here, the focus is on the primary value-creating activities influencing di-

rectly the bottom line of the company. Different to Porter,
procurement is a primary value-creating activity and core element in the
supply chain and not a support function,
market-facing activities are combined into sales including customer ser-
vices
inbound and outbound logistics activities are combined in distribution,
operation in Porters value chain is more specified with the term pro-
duction.
Concluding, the supply chain and supply chain network concept extends
Porters value chain concept towards cross-company networks in order to
improve efficiency and delivery service, minimize costs and inventories
2.1 Value Chain 15
based on a given demand across the chain. The focus shifted from value
creation within a company towards ensured supply for a given demand and
cross-company material flow and information management.
This approach requires a cross-company coordination and information
exchange platform in order to create transparency and accurate information
about material flows in the chain as basis for decisions. In addition, full
collaboration and trust rather than the competition between different com-
panies is required. These assumptions are similar to approaches in planned
economies with a central planning office trying to optimize complete in-
dustries composed by state-owned companies.
In market economies, however, companies are confronted with competi-
tion when selling to customers and they use the market competition when
purchasing from suppliers. On the other hand, market constellations can
change, when many customers compete for limited resources or raw mate-
rials provided by few large suppliers. In these situations, prices, values as
well as ensured profitability within each company are decisive for the sus-
tainable survival of the business. While the supply chain emphasizes the
supply aspects including ensured supply and availability (Corsten 2001, p.
94), an essence of Porters value chain underlining the value focus and the
supply chain concept is required as basis for the study.
Value Chain and Value Chain NetworkUsed in the Study
The value chain in the study focuses on the company internal value crea-
tion in the primary activities consistent to the company-internal supply
chain structures by Meyr et al. (2004) and Rohde et al. (2000) as illustrated
in fig. 6.
value chains company-internal value chain value chains
of multiple suppliers of multiple customers
Support functions Support functions Support functions

Sales Sales Sales Sale
Sales
Distri- Sales
Sales
Procure- Produc- Distri-
Sales
Sales
Procure Sales
- Produc-
bution ment tion bution ment tion
Fig. 6 Value chain considered in the study
The considered value chain is characterized by

the primary functions of sales, distribution, production and procurement
as well as the support function consistent to Porters support functions
excluding procurement
sales covers besides core sales activities also marketing and sales-
-
related service function
- distribution covers inbound and outbound logistics with warehousing
and transportation
- production covers Porters operations functions; production is not a
mandatory function e.g. in case of retailers in the consumer goods in-
dustry
- procurement is a primary function directly impacting volumes and
values
the value chain has clear interfaces with the procurement functions of
multiple customer and the sales functions of multiple supplier interfaces
the functional structure is consistent with the value creation process and
supports the definition of cross-functional management processes
The company-internal value chain is basis for end-to-end volume and
value management as well as collaboration and negotiation between other
value chains.
The value chain network combines illustrations of the different supply
chain network (see fig. 7).
value chain networks company-internal value chain network value chain networks
of multiple suppliers of multiple customers
Support Support Support
Procure- Procure-
Sales Production Distribution Sales
ment ment
Procurement Production Sales

locations location locations
Distribution locations
Sales Procurement
locations Transportation locations
lanes
Production
location
material flow information exchange financial flow*) central information control
*) value chain-internal financial flows between separated legal entities not considered
Fig. 7 Value chain network structures
The network is composed by locations and transportation lanes between

these locations consistent to supply network structure definitions e.g. in
2.1 Value Chain 17
APS (Dickersbach 2004, pp. 13-15). The company-internal value chain

consists of procurement, production, distribution and sales locations:
procurement locations group one or multiple suppliers to a logical loca-
tion for purchasing of raw materials and/or finished products for produc-
tion or trading purpose
production locations group one or multiple production sites to a logical
location
distribution locations group one or multiple warehousing or logical dis-
tribution centers e.g. cross-docking centers
sales locations group one or multiple customers to a logical sales loca-
tions
The value chain network includes the aspect of aggregating multiple
customers and suppliers to logical location(s), which is an important aspect
in industry value chain networks operating with hundreds and thousands of
customers and individual sites.
Distribution locations are included in the company-internal value chain
network, if distribution volumes and values are under the control and in the
books of the company independent if the warehousing and transportation is
outsourced to 3PL distribution companies or not. Therefore, a company
value chain network is enclosed with a central control of all volume and
value information for the respective network and clear interfaces to cus-
tomers and suppliers out of the network. While the internal value chain
network is focused on material flows evaluated with respective internal
costs, dedicated interfaces to multiple suppliers and multiple customers are
characterized by material flows, financial flows and mutual instead of one-
directional exchange of information as proposed for supply chains by sev-
eral authors.
The value chain network structure is built on the assumption that not all
but specific company-internal value chain information can be shared with
customers and suppliers specifically capacity and inventory information.
Capacity and inventory information are important factors in price negotia-
tions as well as customer and supplier relationship management: excess
inventory weakens the supplier position in price negotiations; shortage in
capacity can lead to the fact that important customers change suppliers. In-
stead of opening the books between all companies, structured informa-
tion exchange needs to be established at those interfaces between value
chain networks with respect to the specific demand and offer information
as well as collaboration and negotiation processes e.g. investigated by
Dudek for supply chains (Dudek 2004).
The value chain network structure fosters an evolution towards market
and pricing mechanisms at the interfaces between networks comparable to
financial markets, electronic marketplaces and exchanges with multiple

buyers and multiple sellers. While the supply chain concept is concentrated
on the supply volume side, the value chain concept should provide the ba-
sis to integrate demand volume and overall value decision making into
management concepts.
2.2 Concepts to Manage the Value Chain
Three research areas with respective sub-topics are relevant to the problem
of managing a global value chain end-to-end by volume and value:
Concepts to manage values in the value chain
Concepts to manage demand in the value chain
Concepts to manage supply in the value chain
Fig. 8 illustrates these research foci and the respective sub-fields.
Support functions
Value
chain Procurement Production Distribution Sales
Supply Demand
Concepts to manage values
Financial accounting
Profit and cost controlling
Value Value-based management
focus
Concepts to
Concepts to manage supply manage demand
Logistics management Micro-economics
Production management Sales and
Volume Procurement and sourcing marketing
focus Supply chain management Revenue
management
Fig. 8 Management concepts in the value chain
The management concepts focus on the primary activities in the value

chain. Management concepts for support functions such as human re-
sources, information technology or corporate finance are out-of-scope in
this work. The integration of support management concepts into value
chain management is an area for further research.
2.2 Concepts to Manage the Value Chain 19
2.2.1 Concepts to Manage Values
Values in the industry value chain are subjects of financial accounting,

profit and cost controlling as well as value-based management research.
Out of the scope is the value chain support function of corporate finance
concerned with getting required or investing excess financial resources in
financial markets, which is not a core activity in the industry value chain
and out of the scope in this work. The integration of value chain manage-
ment with corporate finance is a potential area for further research.
Financial Accounting
Financial accounting is the basis for accurate measuring and evaluation of
all values. External financial accounting processes for accounts receiv-
ables, e.g. payments from customers, and accounts payables, e.g. payments
to suppliers, are key processes in financial accounting (Teufel/Rhricht et
al. 2000, pp. 115-170). Inside the company, the accurate evaluation of val-
ues in compliance with legal accounting standards such as IAS or US-
GAAP has to be ensured (Born 1999). Typical evaluation problems within
the value chain are for example the accurate evaluation of assets like fixed
production resource value and costs based on depreciation methods or the
correct evaluation of working capital such as inventories applying inven-
tory accounting methods e.g. Last-in-First-Out (LIFO) or First-In-First-Out
(FIFO) methods (Kremin-Buch 2001; Revsine et al. 2004).
Profit and Cost Controlling
Profit and cost controlling has the objective to provide cost and profitabil-
ity information as support for management decisions on business and in-
vestment using value-based indicators e.g. measuring costs and profitabil-
ity of the company, customers, products and/or locations (Gtze 2004;
Gtze/Bloech 2004). Profit and cost controlling is based on the structures
of cost types, cost centers and cost objects such as products or customers
(Gtze 2004). Profits and costs are allocated on costs objects such as prod-
ucts to evaluate unit profitability. A key differentiation is fixed costs also
called indirect costs and variable costs also called direct costs. Direct costs
can be directly allocated to a cost object such as a product, while fixed and
indirect costs require volume-oriented allocation methods to reflect poten-
tial cause-effect-relations between products and associated fixed costs. A
common problem is to allocate capital-intensive production fixed costs
such as shifts and depreciations on assets on produced products since the
final fixed cost rate depends on the utilization of the production. Here, the
calculated indicators depend on the volume situation. Calculated profitabil-
ity indicators are rather static and rely on ex-post analysis as well as the
chosen allocation rules.
Additionally, profit and cost controlling has to consider legal and ac-
counting standards required and applied in formal financial reporting and
company business statements.
A guiding instrument for cost and profit controlling is the company in-
come structure as illustrated in table 2 (Revsine/Collins et al. 2004; N.N.
2006a):
Table 2 Income statement structure

Value indicators Description
Gross revenues/gross sales Based on gross sales quantity and gross prices
- Discounts/Provisions/Returns Terms, conditions, provision agreement
= Net revenues/net sales (0) Net sales turnover
- Cost of sales Variable cost of goods sold
= Gross margin/EBITDA (1) Earnings before interests, tax, amortization, de-
preciation; also contribution margin I (CM I)
- Net operating expenses Fixed selling, administration costs incl. deprecia-
tion
= Operating Profit/EBIT (2) Earnings before interests, tax, depreciation; also
contribution margin II (CM II)
+/- Financial results Interests payable on debts, investment income
+/- Other revenues/expenses
= EBT (3) Earnings/profit on ordinary activities bf. Taxation
- Tax Based on taxes on earnings
= Net income (4) Basis for earnings per share calculation/net oper-
ating profit after taxes
Different earning results are reported supporting different perspectives on

the companys income situation:
EBITDA has a more short-term perspective focusing on variable costs
excluding fixed costs for assets
EBIT has more a mid to long-term perspective including fixed costs
EBT compares total earnings considering the financial structure and re-
sults of the company independent of location-specific taxes
Net income is the effective income remaining to the company
EBIT and EBITDA are common indicators used in company-internal
decision making supporting operative profitability analysis as basis for
volume decisions. Recently value-based management concepts extended

the set of indicators to a more shareholder and analyst-oriented perspec-
tive.
Value-based Management
Value-oriented management concepts evolved from cost and profit con-
trolling towards value based management concepts. Transparency on prof-
itability of invested capital for the company and its shareholders is an ob-
jective of value-based management. Profitability indicators are related to
capital indicators. Common indicators are Return on Assets (ROA), Return
on Capital Employed (ROCE) and Economic Value Added (EVA) as pre-
sented in table 3 (Hostettler 2002; Revsine et al. 2004).
Table 3 Value-based management indicators

Indicator Formula Descriptions
EBIT Indicator to measure pre-tax interest rate on total
ROCE (Total assets invested capital excluding current short-term li-
current liabilities) abilities
Net profit Indicator to compare total profit return on assets
ROA specifically in asset-intensive industries
Total assets
NOPAT Profit indicator deducting capital costs from net

EVA operating profit after taxes excluding interests;
(NOA WACC)1 consideration of financing structure of the company
Value-based management indicators target an improved and more mean-

ingful profitability analysis considering also required capital employed
such as assets and inventories. Providing the interface to integrate value-
oriented indicators into volume-oriented management concepts in the
value chain would be an interesting option to link volume decisions with
overall value performance of the company.
Conclusions: Value-oriented Management Concepts
Value-oriented management concepts provide the accurate basis for
evaluation of volumes and profitability. Integrated management concepts
in the value chain and decision support models need to be consistent with
NOPAT is the Net Operating Profit After Taxes excluding financial results;
1
NOA is the Net Operating Assets and WACC is the Weighted Average Costs of
Capital of the company financed by equity and outside capital (N.N. 2006b; N.N.
2006k).
the value definitions from value-oriented management concepts and have

to take into account effective values that are in the books.
Value-oriented management concepts share the characteristics to deter-
mine values and profitability ex-post based on historic volumes. They cur-
rently do not support a future-oriented planning of volumes and values in
global multi-level networks since future planning of volumes depends on
sales and supply network planning decisions. Also, the allocation of fixed
costs on products and customers based on compensation keys and metrics
is problematic when operating a global, multi-stage network with hundreds
of products and customers, where cause-effect relations are not direct and
linear. Finally, they cannot provide information on the future value of
working capital employed such as inventories derived from the monthly
inventory volume plan. Hence, an integrated value chain management con-
cept needs to provide the platform to integrate value- and volume-oriented
management concepts.
2.2.2 Concepts to Manage Demand
Demand management concepts consider demand and sales as active areas

of decision making with respect to pricing and sales quantity decisions.
Research fields addressing these decisions are primarily micro-economics,
sales & marketing research as well as recently revenue management.
Micro-economics
Micro-economics contribute to demand-oriented management with eco-
nomic research on market and pricing mechanisms (Varian 1994). Rela-
tions of demand and supply from the micro-perspective of buyers and sell-
ers as market participants are investigated. Specifically, market-
constellations, price-quantity functions and pricing mechanisms are related
to sales quantity and price decision making.
Market constellations depend on the number of market participants on
supply and demand side differentiated in polypoly (many), oligopoly (few)
and monopoly (one) as illustrated in fig. 9 (N.N. 2006c).
Supply
Polypoly Oligopoly Monopoly
(many) (few) (one)
Demand Seller
dominance
Polypoly Perfect Offer Offer
(many) Competition oligopoly monopoly
Oligopoly Demand Bilateral Limited offer

(few) oligopoly oligopoly monopoly
Limited
Monopoly Demand Bilateral
demand
(one) monopoly monopoly
monopoly
Buyer Balanced
dominance market powers
Fig. 9 Market constellations
Depending on the market constellations, market participants can domi-

nate sales price and quantity decisions in micro-economic theory. Rela-
tionships between and price and quantity in the market constellations are
reflected by price-quantity functions as shown in fig. 10 (N.N. 2006d).
Polypoly Monopoly
(perfect competition) (one)
market market
price price
Supply
p
Demand
x quantity quantity
Fig. 10 Price-quantity functions
Price-quantity functions reflect the negative correlation between market

prices and sales quantity. In perfect competition, high market prices corre-
lates with low demand quantities. A single supplier cannot influence the
market price with his decisions, a market price and quantity is determined
by demand and supply as shown in the left part of fig. 10.
In case of an offer monopoly, a single supplier can dictate the prices,
while buyers can only react with their demand quantity to these prices.
The relation between prices and quantities can be expressed by the price
elasticity of demand defined as relative change of quantity divided by the
relative price change E = ( q / q0 ) : (p / p0 ) (N.N. 2006e). The elasticity
is characterized as fully elastic (E = ), elastic (E >1), unitary elastic (E =
1), inelastic (E < 1), entirely inelastic (E = 0) or negative elastic (E < 0).
Market constellations, price-quantity functions and elasticity are developed
from a market perspective considering market constellations, market prices
and total sales quantities, not from an individual value chain perspective.
However, they provide fruitful input for the integrated management of
volumes and value in a value chain, since market constellations and price-
quantity relations impact volume and value management in the value
chain.
Finally, pricing mechanisms are an important aspect investigated in mi-
cro-economics specifically in auction theory. Three different types of pric-
ing mechanism relations exist: bilateral negotiations, single-sided auctions
and many-to-many exchanges as shown in fig. 11.
Bilateral negotiation Single-sided auction Exchange
Buyers Sellers Buyers Sellers Buyers Sellers

forward marketplace
B1 B1 B1 exchange
S1 S1 S1
B2 B2 B2
S2 S2 S2
reverse
B3 B3 B3
S3 S3 S3
B4 B4 forward B4
= main communcation direction
Fig. 11 Pricing mechanisms relations between buyers and sellers
A negotiation is a one-to-one pricing mechanism, where a single buyer and

a single supplier negotiate price and quantities. Single-sided auctions have
a structured protocol where one auctioneering participant and multiple
bidders submitting bids. The winner is determined based on the bidding
protocols e.g. First-price-Sealed-Bid or Vickrey auction or Dutch auction.
Single-sided auctions exist for selling called forward auction and for
buying called reverse auction . Finally, exchanges are many-to-many
pricing mechanisms with a defined double auction protocol and multiple
buyers and sellers submitting offers and bids cleared in one market price
(McAfee/McMillan 1987; Milgrom 1989). Sales price and quantity deci-

sions in value chains needs to consider the respective pricing mechanism
applied in the market and reflect it in integrated management concepts.
Sales and Marketing
The area for sales price and quantity decision within a company is a sales
and marketing domain. Sales and marketing research has gained increasing
importance with the change from seller to buyer markets (Whe 2002, pp.
463-465). In the middle of the 20th century in industrialized countries,
markets changed from excess demand with insufficient supply towards ex-
cess supply and competition in saturated markets. The company focus
changed from production-orientation towards sales-orientation. The sales
function is an integral part of marketing (Winkelmann 2005). Marketing
can be defined as an organizational function and a set of processes for
creating, communicating and delivering value to customers and for man-
aging customer relationships in ways that benefit the organization (Kot-
ler/Keller 2005, p. 6). Marketing can be structured around the so-called
marketing mix of product, price, promotion (Communication) and place
(Distribution) (Kotler/Keller 2005, p.19). Marketing structures the inter-
face to customers, defines the product portfolio and the pricing as well as
the distribution strategy with respect to sales channels, e.g. via wholesal-
ers, web-based shops, direct sales, etc. Marketing also structures the sales
functions to sell the products to the customer. Sales and marketing differ in
focus as shown in table 4.
Table 4 Focus areas of Marketing vs. Sales

Area Marketing Sales
Market Entire market, market segments Customers, customer groups
Product Product lifecycle, portfolio Customer-relevant articles
Volume Total volumes, market shares Sales quantities by customer
Value Pricing strategy and gross prices Customer terms & conditions
Overall product profitability Customer contribution margins
Topics Market strategy (segmentation , com- Customer Relationship Manage-
petitive analysis, positioning) ment and Customer Service
Marketing Mix (product, promotion, Collaboration and negotiation, RFP
place, price) processes
Forecasting and sales planning
Sales order management
Marketing has a more strategic orientation towards overall product portfo-

lio and markets, while sales has a more operative orientation towards sin-
gle articles and customers. Specifically, the price as well as terms and con-
ditions are key decisions driving profitability. In industry companies, the
price erosions can be observed when companies are facing competition
and prices are decreased excessively, since they do not have a systematic
price management in place (Homburg et al. 2005). Recent work started to
investigated dynamic pricing in industry applications such as the iron and
steel industry and in the US automotive industry, respectively (Spengler et
al. 2007; Biller et al. 2005). Important in the context of the value chain is
that both are managed mainly oriented at sales volume, value and overall
profitability targets as basis for active decision making (Bestmann 1996, p.
324).
Revenue Management
Revenue management (RM) is the most recent, demand-oriented manage-
ment concept in comparison (Cross 2001; Tallury/Van Ryzin 2005). Alter-
native terms used are yield management or dynamic pricing. Revenue
management is concerned with demand-management decisions and the
methodology and systems required making them (Tallury/Van Ryzin
2005, p. 2). Tallury and Van Ryzin distinguish:
Sales decisions: decisions on where to sell and when to whom at what
price
Demand decisions: estimation of demand and its characteristics and us-
ing price and capacity control to manage demand
Tallury and Van Ryzin differentiate three basic categories of demand
management decisions in revenue management (Tallury/Van Ryzin 2005,
p. 3):
Structural decisions with respect to pricing mechanisms (auctions, nego-
tiations, posted prices), segmentation mechanisms, terms of trade, bun-
dling of products
Price decisions on how to set posted prices, individual-offer prices and
reserve prices in auctions; how to price across categories; how to price
over time; how to markdown (discount) over the product lifetime
Quantity decisions: whether to accept or reject an offer to buy; how to
allocate output or capacity to different segments, products or channels;
when to withhold a product from the market and sell at later points in
time
Revenue management is focused on demand forecasting aggregated
and disaggregated demand distribution models or arrival processes to
develop specific approaches such as overbooking, seat inventory control

and pricing approaches (McGill/van Ryzin 1999).
Initial application fields for revenue management are rental cars (Car-
roll/Grimes 1995), hotel rooms, transit and highway systems (Huang 2002)
or airline seats with a given, perishable capacity (Anjos et al. 2004) with
the example of American Airlines to introduce first yield management to
better manage profit and airline seat utilization (Smith et al. 1992). Reve-
nue management developed since the late 1970s with the deregulation of
the airline industries until web-based pricing mechanisms used in e-
commerce applications starting in the 1990s (Phillips 1999, p. 2;
Boyd/Bilegan 2003).
Revenue management uses computer-automated pricing mechanisms
that support a differentiated pricing for the same product considering utili-
zation and product timing, e.g. different prices for the same hotel room
during the week or at the week-end. Pricing mechanisms are based on an
analysis of demand patterns in order to ensure that available capacities are
sold out in the most profitable way. Current studies reveal that the impor-
tance of revenue management as specific demand management concept in
the German chemical industry has increased in order to utilize better ex-
cess capacities (N.N. 2005d).
Cross formulates basic principles of revenue management (Cross 2001,
p. 69):
When balancing demand and supply does not concentrate on costs but
on price
Replace cost-oriented pricing by market-oriented pricing
Do not sell to mass markets but to segmented micro-markets
Reserve your products for your best customers
Make decisions not based on assumptions but based on facts
Continuously analyze the value cycle of each product
Continuously re-evaluate profitability opportunities
Revenue management is not a phrase-based management concept but a
discipline based on quantitative methods such as statistics, simulation and
optimization as well as systems including steps for data collection, estima-
tion and forecasting, optimization and sales control (Cross 2001, pp. 17-
18).
Dedicated revenue management systems are increasingly developed to
be applied in airline and non-airline industries (Secomandi et al. 2002). For
several recently developed revenue management systems in airlines, ho-
tels, car rentals, telecommunication systems and cargo transportation see
Gosavi et al. (2007), Bartodziej et al. (2007), Lee at al. (2007), Defregger
and Kuhn (2007), Reiner and Natter (2007). These papers focus on reve-
nue maximization based on pricing and decisions to influence the demand

for services such as airline seats, rental car capacity or hotel rooms, which
are in limited supply. Active sales and pricing decisions investigated in
revenue management are principally relevant for the industrial planning
problem considered in this work. However, in contrast to service industries
this study deals with physical products and the complex decision making
process in a global chemical value chain.
Concluding, revenue management is concentrated on the demand man-
agement with a given capacity and supply: Revenue management can be
thought of as the complement of supply-chain management (SCM), which
addresses the supply decisions and processes of the firm, with the objective
(typically) of lowering the cost of production and delivery (Tallury/Van
Ryzin 2005, p. 2). Examples of management practice, where pricing and
supply decisions such as lead times or capacities are explicitly linked, are
few (Fleischmann et al. 2004, p. 11). Dell is a first example, where PC
pricing is dynamically changed based on a production push principle to al-
locate PCs to the best-price business (McWilliams 2001).
An integrated management concept for the entire value chain from pro-
curement to sales would require integration of both concepts of minimiz-
ing costs for supply and maximizing turnover for demand.
Conclusions: Demand-oriented Management Concepts
Up to now, demand management concepts have shared the focus on de-
mand, sales and price decisions to maximize turnover based on a given
supply. Supply volatility by volumes for example due to reduced produc-
tion or procurement quantities and values for example due to volatile
procurement prices is not considered as decision variable in demand
management concepts. Authors like Flint (2004) address the challenges to
bring marketing and global supply chain management together for cus-
tomer benefit. But since specifically commodity products require an active
sales and price management, the work has to consider the status of demand
management concepts and to define the interface to supply-oriented man-
agement concepts.
2.2.3 Concepts to Manage Supply
The supply side of the value chain has been subject to research since the
middle of the 20th century. The research field can be structured into logis-
tics management, production management, procurement and sourcing, as
well as supply chain management.
Logistics Management
Logistics originates in the 1950s motivated by logistic problems in the
military sector to coordinate and manage material and personnel in mili-
tary activities. Logistics can be defined as the process of planning, im-
plementing and controlling the efficient, effective flow and storage of
goods, services and related information from their point of origin to point
of consumption for the purpose of conforming to customer requirements.
Logistics objective is to allocate resources, like products, services and
people, where they are needed and when they are desired (N.N. 2006f).
Logistics can be differentiated into inbound logistics for purchased goods,
production logistics in production, distribution logistics for finished goods
and disposal and reverse logistics for recycled, returned or disposed goods
as summarized in fig. 12 (Corsten/Gssinger 2001, p. 81; Gn-
ther/Tempelmeier 2003, p. 9):
Inbound/Procure- Production Outbound/Distri-

Supplier ment Logistics Logistics bution Logistics Customer
(For goods (Logistics within (For finished
received) production) goods)
Disposal and Reverse Logistics

(Disposal, recycling, returns)
Fig. 12 Types of logistics
Characteristic is that logistics and logistic management are concentrated on

the physical material flow in warehousing and transportation (Cor-
sten/Gssinger 2001, p. 81). Logistic research investigates the manage-
ment of physical material flow
in warehousing: incl. warehouse layout planning, warehousing systems
such as conveyer belts, automated guided vehicle systems (AGVS) as
well as queuing, stocking systems, commissioning and packaging prob-
lems (Arnold 1995; Gnther/Tempelmeier 2003, p. 9)
in transportation: transport loading, transport routing and scheduling
problems (Gnther/Tempelmeier 2003, pp. 261-274)
Some authors have extended the scope of logistics and used the term lo-
gistics management comparable to the term supply chain management
(Schnsleben 2004, p. 7): Logistics is defined as the organization, plan-
ning and realization of the entire flow of goods, data and information
along the product lifecycle and logistics management has the objective
to effectively and efficiently manage the daily intercompany and intracom-

pany operations.
In this book, logistics and logistics management is focused on the opera-
tive volume management in the physical distribution as part of the value
chain. A clearer differentiation between logistics research targeting spe-
cialized logistic service providers for warehousing and transportation
compared to supply chain management problems can be observed in recent
literature (Baumgarten/Darkow et al. 2004; Gnther et al. 2005).
Production Management
Production management is concentrated on management problems in in-
dustrial production. Industrial production is defined as the creation of
output goods (products) using material and immaterial input goods (pro-
duction factors) based on technical processing methods (Gn-
ther/Tempelmeier 2003, p. 6). Production is characterized by the transfor-
mation of input goods into output goods using resources such as
machineries or assets as well as human resources as illustrated in fig. 13
(Gnther/Tempelmeier 2003, p. 7).
Production working system

Human
Resources
Input Production Output

products = transformation of products
input materials
Machinery
Resources
Fig. 13 Production working system structure
Production management concepts started in the 1960s and 1970s with the
Material Requirement Planning (MRP I) and the Manufacturing Resource
Planning (MRP II) concepts (see for example Gnther/Tempelmeier 2003;
Ltke Entrup 2005, pp. 5-9). The objective of MRP I was to determine the
needs of orders for dependent components in production and raw materials
using a bill-of-material explosion (BOM). MRP I hence supported a multi-
level calculation of secondary demand for the orders, however, did not
consider capacity constraints and did not include feedback loops. MRP II
enhanced the concept towards integrated production planning across plan-
ning horizons from long term to short term and also between demand and
production including feedback loops. Still criticism remains that the as-
sumption of infinite capacity leads to infeasible plans. In addition, the fo-
cus of MRP II was transactional and operational for single production
plans and not for the entire supply chain or value chain network. MRP I
and MRP II are the basis for the evolution towards supply chain manage-
ment (tools) and the so called Advanced Planning Systems (APS) as de-
scribed later.
Procurement and Sourcing
Procurement and sourcing is investigated as a separate function (Large
2000; Humphreys et al. 2000; Chen et al. 2002; Talluri/Narasimhan 2004)
or together with materials (requirements) planning/management (Dobler et
al. 1977; Stadtler 2004b) or supply chain management (Melzer-Ridinger
2004; Monczka et al. 2004).
Procurement covers all company and/or market-oriented activities that
have the purpose to make objects available to the company that are re-
quired but not produced (Large 2000, p. 2). Other terms found in the con-
text of procurement are strategic sourcing, purchasing, supply manage-
ment and/or supplier relationship management.
Two basic procurement functions exist: for resale or purchasing for con-
sumption or conversion (Dobler et al. 1977, p. 4). Procurement is a core
function of the business (Dobler et al. 1977, p. 5). Key objectives in pro-
curement are to procure specified objects at a defined quality from suppli-
ers, achieve cost savings and minimum prices for these objects and ensure
continuous supply and foster joined innovations with suppliers based on
contracts and a supplier relationship management.
Strategic sourcing, the centralization and strategic management of pur-
chasing activities, is a primary cost saving lever for companies by bun-
dling of purchasing volumes, consolidation of many to few suppliers and
long contractual agreements for large volumes leading to increased
economies of scale for selected supplier(s) and lower purchasing prices for
the sourcing company (Talluri/Narasimhan 2004). Strategic sourcing also
includes make or buy decisions, e.g. the outsourcing of non-core activities
of the company to a specialized service provider (Humphreys et al. 2000).
Procurement research also investigates efficient procurement processes
and pricing mechanisms such as reverse auctions and/or marketplaces
(Hartmann 2002). In addition, strategic alliances with suppliers and joined
innovation processes help not only to minimize costs but also to jointly
develop innovative products (A.T. Kearney 2004).
However, the local optimization in procurement can lead to goal con-
flicts with other areas in the value chain: long-term purchasing contracts
with high volumes to reach minimum prices can reduce the flexibility in
the value chain. Typical battles in the value chain are that the purchasing
department has to fulfil volume commitments agreed with the supplier es-
pecially at the end of the year and purchases more raw material volume as
required in the value chain. The effect is the build-up of unnecessary in-
ventory and capital employed. Some authors postulate a strategic reorien-
tation of procurement research towards a stronger cross-functional orienta-
tion in the value chain (van Weele/Rozemeijer 1996).
Supply Chain Management
Supply chain management is next step in supply-oriented concepts towards
cross-functional processes with focus on production and distribution deci-
sions. Main motivation for supply chain management was the bullwhip ef-
fect. The bullwhip effect was observed already in the 1950s and 1960s by
the MIT: small changes in consumer demand led to significant variance in
production and inventories on the following retailer and manufacturer
steps of the supply chain (Alicke 2003, pp. 99-130). Time delays in infor-
mation and material flows between the participants in the supply chain
have been identified as main causes for the bullwhip (Corsten 2001, p. 87).
The bullwhip effect motivated research and practice to focus on cross-
company supply chain optimization of information and material flows be-
tween companies. Several authors specify a set of objectives related to
cross-company supply chain optimization:
minimize total supply chain costs to meet given demand (Shapiro
2001, p. 8)
reduce lead times, reduce inventories and increase delivery reliability
with the overall objective to increase the service level for the end con-
sumer and reduce costs across all value chain steps in the supply chain
(Corsten 2001, p. 95)
increase competitiveness of entire supply chains instead of single com-
panies by fulfilling a pre-specified, generally accepted customer service
level at minimum costs (Stadtler 2004a, p. 9)
maximize the overall value generated (Chopra/Meindl 2004, p. 6).
Besides, Chopra and Meindl point out that a supply chain should be
measured by the entire profitability and not by the profitability of indi-
vidual stages.
Most of the authors except Chopra/Meindl share the objective to mini-
mize costs in the inter-company supply chain between companies with
given demand and customer service level. Chopra/Meindl support the ob-
jective of value maximization, where it is later proposed to distinguish this
objective with the term value chain management.
Definitions for supply chain management reflect these objectives. The

term supply chain management was first created by Oliver and Webber
(1982). Since then, various definitions in literature can be found:
supply chain management is the flow of material, information and fund
across the entire supply chain, from procurement to production to final
distribution to the consumer (Silver et al. 1998)
supply chain management can be defined as the integrated planning,
coordination and control of all material and information flows in the
supply chain to deliver superior consumer value at less cost to the sup-
ply chain as a whole whilst satisfying requirements of other stake-
holders in the supply chain (reviewed by Ltke Entrup 2005, based on
van der Vorst 2000)
Mentzer et al. reviewed SCM definitions and concluded three shared
characteristics of SCM definitions as a management philosophy (Ment-
zer et al. 2001, p. 6):
a system approach viewing supply chain as a whole and to manage the
total flow of goods inventory from the supplier to the ultimate customer;
a strategic orientation toward cooperative efforts to synchronize and
converge intra-firm and inter-firm operational and strategic capabilities
into a unified whole; and
a customer focus to create unique and individualized sources of cus-
tomer value, leading to customer satisfaction
supply chain management involves the management of flows between
and among stages in a supply chain to maximize total supply chain prof-
itability (Chopra/Meindl 2004, p. 6).
Except of the latest definition of Chopra/Meindl, all definitions share
the aspect of cross-company management, the focus on volume manage-
ment to fulfil customer needs.
Significant savings could have been realized in practice thanks to supply
chain management for example minimizing inventory values by postpon-
ing final assembly to the latest stage of the supply chain as in the case of
Hewlett-Packard (Lee/Billington 1980), by improving delivery accuracy to
nearly 100% as in the case of Ericsson (Frerichs 1999) and better utilizing
production resources. Several key supply chain management research re-
sults are presented in the following in more detail.
Supply Chain Planning Matrix: the Supply Chain Planning (SCP) Ma-
trix provides a framework for supply chain management (Rohde et al.
2000, reviewed among others by Fleischmann et al. 2004, pp. 87-92) illus-
trated in fig. 14.
Procurement Production Distribution Sales
product
materials program plant location physical
long- program
supplier selection production distribution
strategic sales
term cooperations systems structure
planning
personnel
master
planning
mid- production
material distribution mid-term
scheduling
term requirements planning sales planning
capacity
planning
planning
contracts
lot-sizing
personnel warehouse
short- machine
planning replenishment short-term
scheduling
term ordering
shop floor
transport sales planning
material planning
control
flow of goods information flows
Fig. 14 Supply chain planning matrix
The supply chain planning matrix provides an integrated management

framework by planning horizon (strategic, tactical and operative) and sup-
ply chain process (Fleischmann et al. 2004, pp. 87). Strategic decisions are
related to plant locations or physical distribution centers also called strate-
gic network planning or network design (Goetschalckx 2004). Tactical de-
cisions are related to planning of volumes in sales, distribution, production
and procurement also called master planning (Miller 2002; Rohde/Wagner
2004; Pibernik/Sucky 2005). Short-term decisions are related to short-term
planning and scheduling of production. This operative and transactional
level is related to the traditional focus of logistics and/or MRP I and MRP
II concepts. Overall the supply chain planning matrix is related to the term
advanced planning emphasizing and enhancement of planning not only on
the operative level but also on a tactical and strategic level. Hence, a pri-
mary research area is related to advanced planning systems (APS) support
advanced planning processes.
Advanced Planning Systems: information systems in supply chain man-
agement play a critical role to support companies effectively in decision
making, handling complex supply chain problems and data (Gun-
asekaran/Ngai 2004). APS research focuses on the planning systems ex-
tending the scope of traditional ERP systems limited to operations
(Bartsch/Bickenbach 2002; Knolmayer/Mertens et al. 2002; Dickersbach

2004; Gnther 2005). While ERP systems focus on the operational and
transactional level of order processing and scheduling as well as on-line
inventory control (Mandal/Gunasekaran 2002), APS are used specifically
for demand and supply network planning and integration of production
planning and production scheduling (Betge/Leisten 2005). APS are subject
to dedicated research evaluating capabilities of developed software pack-
ages (Zeier 2002; Ltke Entrup 2005). Key research deliverable is the
mapping of APS software modules to the supply chain planning matrix as
shown in fig. 15 (Meyer et al. 2004, pp. 110):
long-
term Strategic Network Design
mid- Master Planning
term
Demand
Purchasing Planning
Production Distribution
short- & Planning Planning
term Materials
Requirements Demand
Planning Transport Fulfillment
Scheduling & ATP
Planning
Fig. 15 APS software modules covering the SCP-Matrix
Here, it can bee seen that system modules are not directly matched to
process structures defined in the Supply Chain Planning Matrix. Also, the
asymmetry between market facing parts of procurement and sales are not
intuitive. However, APS extend the perspective on business applications
extending the classical tasks of ERP and transactional systems to a man-
agement and planning level. With APS implemented in multiple industries
and validated specifically in the process industry (Schaub/Zeier 2003) or
also for Small and Medium Enterprises (SME) (Friedrich 2000), impor-
tance will further grow.
Supply Chain Collaboration and Negotiation: since supply chain man-
agement across companies is a key objective, several authors focus on the
management of the interface and collaboration between company supply
chains towards a cross-industry supply chain: the idea is that a collabora-
tion between all companies from natural resource (e.g. metals) to end con-
sumer product (e.g. cars) can lead to lower inventories, lowest costs and
highest efficiency (Zimmer 2001; Hieber 2001). This cross-company sup-

ply chain managements requires a transparent sharing of available invento-
ries, capacities and demand across all companies. Prices and value aspects
are not relevant in this view. This is build on the assumption
that no competition in supply chain between multiple customers for a
limited supplier capacity exists,
no conflict of interests between buyers and sellers in negotiation exists,
and market constellations and purchasing powers have no influence on
the collaboration e.g. large OEM corporations would not use their pur-
chasing power to achieve minimum prices at their SME suppliers.
Main results are negotiation protocols, collaboration rules and collabo-
ration forms to coordinate multiple companies in an inter-company supply
chain. However, it is shown that the ideal world is hard to achieve in prac-
tice. It is difficult or maybe even impossible, to get a large network con-
sisting of independent companies to agree and implement a centralized
planning and control solution (Holstrm et al. 2002, reviewed by Piber-
nick/Sucky 2005, pp. 77). Companies are not always willing to open the
books entirely and share company-internal information e.g. inventories,
capacities or cost structures with customers and suppliers in order to pro-
tect competitive information. Power in the supply chain for example in the
automotive industry with few large OEMs and many mid-size tier suppli-
ers do have an influence on negotiations as well as profitability for the sin-
gle participants in the supply chain (Maloni/Benton 1999). Recent authors
recognize the aspect that companies rather negotiate in a competitive con-
stellation than cooperating with its business partners and propose appropri-
ate negotiation protocols (Homburg/Schneeweiss 2000; Dudek 2004).
Since a centralized planning task for the entire intercompany supply chain
comprising multiple legal entities is rarely realistic in practice, Dudek has
developed a non-hierarchical negotiation-based scheme to synchronize
plans between two independent supply chain partners with offers and
counter-proposals to minimize total costs; prices and competition among
limited supply is not considered (Dudek/Stadtler 2005).
Special SCM Concepts: in addition, some industry-specific terms have
been developed in the context of supply chain management in the last
years:
Just In Time (JIT): time-exact delivery to the customers production
having no own inventory (specifically practiced in the automotive in-
dustry).
Vendor Managed Inventory (VMI): supplier manages the inventory at

the customer site to ensure delivery capability (practiced among others
in the chemical and electronic industry)
Efficient Consumer Response (ECR) and Collaborative Planning, Fore-
casting and Replenishment (CPFR): both are operations models in the
consumer goods industry to ensure delivery capability and avoid stock-
outs based on an automated replenishment of outlets using product in-
ventory, historic and/or planned sales information at the point-of-sales
(POS). CPFR focuses on a close cooperation between retailer and manu-
facturer. ECR focus on the customer-facing reaction on customer re-
sponses in logistics, sales and promotions.
All concepts can be related to the supply chain planning matrix; most of
them are a re-branded description of short-term and operative supply chain
planning problems. Concluding, SCM reached the highest level of cross-
functional and cross-company orientation of management concepts in the
value chain with the emphasis on supply.
Conclusions: Supply-oriented Management Concepts
Supply-oriented concepts have in common to minimize supply costs in or-
der to fulfil given demand. Sales prices and sales quantity decisions are not
subjects of research. Supply-oriented research with its definitions and
frameworks contributes to main parts of the works theoretical back-
ground. The study needs to combine the research results with management
concepts focusing on demand and on values.
2.2.4 Concepts Comparison
Comparing the presented management concepts in the value chain it can be

concluded that concepts focus either on values or volumes and/or certain
steps in the value chain as illustrated in fig. 16.
Supply Demand
Value Procurement Production Distribution Sales

chain
Value chain management scope
Focus on total profits

with given demand and supply
Value
focus
Focus on turnover
Focus on supply cost minimization maximization
with supply volume decisions with sales volume
based on given demand and price
Volume decisions based on
focus given supply
Fig. 16 Comparison of management concepts in the value chain
Supply management concepts focus on supply decisions in order to

minimize costs with a given demand
Demand management concepts focus on sales volume and price deci-
sions to maximize turnover based on a given and/or unlimited supply
Value management concepts focus on total profit analysis with given
demand and supply
There is a lack of having an integrated concept of managing volumes
and values across the entire value chain. The specialized concepts with fo-
cus either on demand and supply decisions or on value analysis have to be
combined to an integrated approach. This integrated approach is required
to manage a global commodity value chain end-to-end by values and vol-
umes.
Some authors already postulate to extend the focus of supply chain
management towards integration with demand management and in some
parts with value management
to coordinate purchasing and production with customers by using quan-
tity discounts on both ends of the value chain to decrease costs (Mun-
son/Rosenblatt 2001),
to integrate logistics into marketing to successfully manage different

channels in the consumer goods and retail sector (Alvarado/Kotzab
2001),
to decide supply chain positioning in a global context driven by demand
rather than by production (Sen et al. 2004),
to integrate supply chain and pricing decisions in Marketing (Christo-
pher/Gattorna 2005),
to tailor customer experiences to increase customer loyalty and growth
by synchronizing supply chain and marketing decisions (Pyke/Johnson
2005),
to synchronize manufacturing, inventory and sales promotions specifi-
cally in industries with seasonal demand (Karmarkar/Lele 2005),
to synchronize procurement, manufacturing with sales pricing consider-
ing specifics such as perishable items, setup costs and demand uncer-
tainty (Yano/Gilbert 2005),
to synchronize new product development with the supply base (Asgekar
2004),
to decide integrated financial planning and evaluation of market oppor-
tunities with production planning using real options (Gupta/Maranas
2004).
Some scholars suggested using demand chain management instead of
SCM (Williams et al. 2002; Heikkil 2002) expressing to shift the focus of
the chain towards demand incl. (prospective) customers (Van
Landeghem/Vanmaele 2002) and the needs of the marketplace, before in-
tegrating the supplier and manufacturer perspective. Specifically, time-to-
market pressure requires to better link product development, sourcing and
sales driving the focus shift towards the ends of the value chain in pro-
curement and sales (Kennedy Information 2005). This shift is suitable for
demand-driven industries with a flexible and less cost-intensive supply as
in the case of mobile devices described by Heikkil (2002) or lightning
manufacturing (Childerhouse et al. 2002). The shift from supply chain to-
wards demand management can be also observed in spending for support-
ing SCM software where understanding end-user demand became key pri-
ority instead of operations efficiency (Frontline Solutions 2005 reviewing
an AMR Research Supply Chain Management Spending Report 2005-
2006).
However, a focus shift from supply to demand would again not consider
the overall profitability of the value chain leaving out supply volumes and
values supply specifically in procurement. Concluding, a focus on either
demand or supply is not sufficient and both have to be managed in an inte-
grated way together with the resulting values. Therefore, the different
management concepts have to be combined in an integrated value chain

management framework and approach.
2.3 Integrated Value Chain Management
In the following integrated value chain management is defined and a

framework is developed as synthesis of management concepts presented in
subchapter 2.2. Key methods used in value chain management such as op-
timization or simulation are presented at the end of the chapter.
2.3.1 Value Chain Management Definition and Framework
Having defined the value chain, Porter does not provide a definition for
value chain management (Porter 1985). The term value chain management
is used in recent research (McGuffog/Wadsley 1999; Teich 2002; Jrns
2004; Kaeseler 2004; Al-Mudimigh et al. 2004) and in industry practice
(Trombly 2000; Harvard Business Review 2000; bitpipe 2007) compared
to Porters initial publishing on the value chain. In addition, a recent dedi-
cated journal International Journal of Value Chain Management has
been launched (Inderscience 2007).
Teich (2002) provides a comprehensive work on extended value chain
management. He defines Extended Value Chain Management (EVCM) as
the holistic consideration of the value chain where starting at the cus-
tomer and depending on the situation in production and procurement or-
ders are generated at the same time under consideration of previous pro-
duction steps (Teich 2002, p. 2). He argues that previous isolated
concepts focused either on advanced planning and scheduling in produc-
tion or on supply chain management for procurement planning (Teich
2002, p. 2). Teichs definition of value chain management covers pro-
curement and production aspects with focus on volumes and schedules.
Value in the value chain as a consideration of sales and prices are not cov-
ered in the definition. His focus is rather the cooperation of different com-
petence cells within a value chain network specifically for small and me-
dium enterprises to improve overall value chain network planning. The
concept is used by some authors e.g. to automate finding and negotiations
of suppliers within a pool of competence cells (Neubert et al. 2004, p. 177)
Kaeseler provides a more comprehensive definition of value chain man-
agement from a consumer goods industry perspective (Kaeseler 2004, pp.
228-229). Value Chain Management is an essence of Supply Chain Man-
2.3 Integrated Value Chain Management 41
agement and Efficient Consumer Response (ECR) with SCM as a renais-

sance of production and logistics planning and ECR as customer orien-
tation and marketing in retail. To overcome the separation of these con-
cepts, Kaeseler proposes Value Chain Management as a holistic redesign
of processes from the retail customer to purchasing from the manufacturer
including Sales, Marketing, Logistics, Production and Purchasing (Kae-
seler 2004, pp. 229). However, Kaeseler limits the concept on the volume
management problems in the value chain e.g. avoidance of the bullwhip ef-
fect, planning of seasonal demand as well as managing returns and variants
in the product portfolio. The value management aspect is not covered in-
cluding purchase and sales prices.
Jrns describes Value Chain Management as a superset of the manage-
ment concepts SCM, Supplier Relationship Management (SRM), Cus-
tomer Relationship Management (CRM) and Enterprise Management.
This perspective reflects a broader scope of VCM compared to SCM with-
out providing an integrated framework (Jrns 2004, pp. 35-36).
Practice-oriented articles as from Trombly (2000) formulate the objec-
tive of value chain management to be full and seamless interaction
among all members of the chain, resulting in lower inventories, higher
customer satisfaction and shorter time to market. Public websites offer
additional definitions for value chain management such as the optimiza-
tion of value chain interactions. Each internal and external operation and
the links between these operations are reviewed in a systematic and stan-
dard way in order to optimize speed, certainty and cost effectiveness (bit-
pipe 2007). Again the term value chain management is used in practice
mirroring objectives, content and concepts already addressed in supply
chain management.
Al-Mudimigh et al. (2004) are among the few authors distinguishing be-
tween supply chain management (SCM) and value chain management
(VCM): they argue that SCM is recognized and practiced in many indus-
tries and has reached high popularity becoming a way of improving com-
petitiveness by reducing uncertainty and enhancing customer service. For
VCM in comparison so far there is little evidence of the development of
an accompanying theory in literature. They propose a VCM model from
suppliers to end-user in order to reduce defects in inventories, reduce the
processed time to market and improve customer satisfaction. The VCM
concept is centered on the value for the customer with four pillars: VCM
vision, process management, partnership approach, IT integrated infra-
structure and agility and speed. They argue for a broader perspective on
the value chain, however, conclude with similar results and concepts com-
pared already in SCM to focus on collaboration and customer service. As-
pects of quantitative value-added and volumes and value management

throughout a value chain from sales to procurement are not considered.
Concluding, existing definitions use value chain management as alterna-
tive term for supply chain management focusing on supply volume deci-
sions to fulfil a given demand and minimize costs. Especially, value and
sales decisions are not covered in an integrated framework.
To continue, an appropriate definition of integrated value chain man-
agement has to combine the characteristics of simultaneously managing
volumes and values throughout the entire value chain in order to ensure
companies profitability. Therefore, value chain management has to be de-
fined in this work.
Value chain management is the integration of
demand, supply and value decisions from sales to procurement
using strategy, planning and operational processes.
This value chain management definition relies on a three-level structure
for strategic, tactical and operative company control introduced by An-
thony (1965) and used in controlling and supply chain management litera-
ture (Rohde et al. 2000).
The key aspect is integration of decisions on each level across the com-
pany value chain with the defined interfaces to suppliers and customers.
But why integrate decisions within the value chain? Why strategic supplier
and procured product prices and volume decisions should for example be
integrated with sales price or market strategy decisions? The answer is
simple: to achieve a global optimum in the value chain instead of a local
optimum in only one area of the value chain. A company for example can
reach a local optimum in procurement negotiating very low raw material
prices for high fixed contracts volumes. This local optimum will not lead
to a global optimum, if sales volumes are more volatile and fixed procured
raw material remains as excess inventory on stock. A company targeting a
local optimum in distribution minimizes inventory and capital costs lead-
ing to lost sales or limited capabilities to hedge risk of volatile raw mate-
rial prices with inventories and hence no global optimum in overall value.
Shapiro et al. support the idea of having one optimum in the value chain
stating that a value chain is a single mathematical model with an optimal
solution (Shapiro et al. 1993 reviewed by Schuster et al. 2000).
Integrated decisions also require simultaneous decision making instead
of iterative or even isolated decision making. Fulfilment of this postulation
was nearly impossible to achieve in former years without real-time infor-
mation technology and decision support methods. Thanks to information
technology and operations research method advances, the objective to syn-
chronize decisions in real-time even in larger organizations is feasible to-

day.
The new aspect in value chain management becomes clear comparing it
to a quotation of Alan Greenspan related to better management of supply
chains: New technologies for supply chain management and flexible
manufacturing imply that business can perceive imbalances in inventories
at an early stage virtually in real time and can cut production promptly
in response to the developing signs of unintended inventory build up 2
(Datta/Betts et al. 2004, p. 4). Compared to this postulated direction of
supply chain management to increase production flexibility in order to fol-
low volatile demand and suppliers (Aprile et al. 2005), value chain man-
agement heads for an opposite direction: it is not about fully increasing
production flexibility and responsiveness in production to avoid invento-
ries; it is about better stabilizing production utilization by better integrating
value and volume decisions in procurement and sales.
The value chain management concept is detailed in a framework being
presented in fig. 17.
Support functions
Value Procure- Distri-
chain Production Sales
ment bution
Processes
Value chain Procurement Production Distribution Sales
strategy Strategy Strategy Strategy Strategy
Business design and business rules

basis
Value chain Procurement Production Distribution Sales

planning Planning Planning Planning Planning
Volumes and values

stable framework
Value chain Purchase Order Production Distribution Sales Order

operations Management Scheduling Scheduling Management
Negotiation & Negotiation &

collaboration collaboration
Methods Analysis &

Reference Optimization Simulation Visualization
Fig. 17 Value chain management framework
2 Alan Greenspan Testimony to the U.S. Senate Committee on Banking, Hous-

ing and Urban Affairs, 13. February 2001.
The framework is mainly based on the supply chain management frame-

work of Rohde et al. (2000). Rohdes work is gradually enhanced to ad-
dress the aspects of synchronized decision making within the value chain
and the integration of supply, demand and value management concepts as
shown in fig. 17. The framework is structured into the areas value chain,
processes and methods.
The area value chain provides the framework structure by procurement,
production, distribution and sales. The framework requires having these
steps under a central control; typically, this is a company organization with
clear interfaces to customer and supplier organizations. The framework
supports the idea of having a network of individually managed value
chains interacting with each other based on clearly defined interfaces and
legal agreements. The framework does not support the idea towards one
cross-company industry value chain, where individual companies cooper-
ate and share e.g. plans, inventories and value results transparently based
on an agreed central planning control authority. This would assume having
only a situation of collaboration between companies without considering
competitive and negotiation elements in company relations such as request
for proposal processes, multi-sourcing or price and service negotiations to
name a few.
Value chain processes are differentiated into strategy, planning and op-
erations according to the structure proposed by Anthony (1965), pp. 15-18.
The strategy, planning and operations processes are further detailed in sec-
tion 2.3.2.
Different methods are applied in the value chain management processes
for decision support. Reference, optimization, simulation and analysis and
visualization methods are distinguished as further detailed in section 2.3.3.
2.3.2 Value Chain Strategy, Planning and Operations
The value chain management processes are presented in a process over-

view initially and then further detailed with respect to process characteris-
tics and compared within the framework.
Value Chain Strategy
Value chain strategy focuses on synchronized decision on business design
and business rules in the value chain as summarized in the following defi-
nition.
Value chain strategy is the integration of business design
and business rule decisions in the value chain.
Business design comprises traditional company network design deci-

sions on production and distribution sites or production resource capacity
design. The term business design also includes market strategy decisions in
sales and procurement as well as product strategy and life cycle decisions.
Shapiro criticizes in supply chain strategy studies that these are often too
narrowly defined not covering the company strategy as a whole (Shapiro
2004, pp. 855-856).
Business rules define upper and lower boundaries and service levels
agreed in contracts or given by physical structures of the value chain. The
objective is to integrate business design and business rule decisions
throughout the global value chain network already on the strategic level to
enable global value optima in planning and operations. The scope of the
value chain strategy is illustrated in fig. 18.
Integrated decisions on global business design and business rules

Strategy Strategy Strategy Strategy
Business design
Locations Locations Locations Locations
Products Resources Transport lanes Products
Business rules
Procurement Production Inventory Sales
max max max
flexible max flexible
min target min
Negotiation & throughput Negotiation &
Collaboration min min fixed Collaboration
fixed
Fig. 18 Value chain strategy
The sales strategy needs to decide what product to be sold in which sales
market representing the sales location in the value chain network. New
markets needs to be evaluated for their attractiveness and the own competi-
tive position with respect to existing products or the capabilities in the de-
velopment of new products for the respective demand. Sales business rules
include decisions on the strategic share of contracted business volumes vs.
flexible spot business volumes. These business rules often depend on sales
channels and frame contracts with customers. The sales strategy can be
matched with classical marketing mix decisions on products, prices, pro-
motion and communication, as well as sales channel decisions.
The distribution strategy needs to support the sales strategy in distribu-
tion location and transportation design decisions specifically to balance the
market requirements of lead times and delivery capability with distribution

costs. Examples for distribution strategy projects are regularly found in
practice specifically when restructuring a comprehensive distribution net-
work (Sery et al. 2001). Hence, distribution business rules are mainly re-
lated to inventory and transportation boundaries effecting the delivery ser-
vice and support of sales strategies.
The production strategy is the most investment-critical decision affect-
ing the opening of new production sites and specifically investments and
divestments in resource capacities and technologies. The production strat-
egy is mainly covered by typical supply chain network design models fo-
cusing on production site and resource network design decisions (Lakhal et
al. 2001). Production business rules are related to the flexibility of the re-
sources with terms of throughputs, multi-purpose capabilities or change-
overs to name a few.
The procurement strategy needs to decide strategic sourcing regions and
suppliers as well as strategic raw materials and products included in cur-
rent and also new products. Request for proposal (RFP) and reverse auc-
tion processes as well as contract negotiations are key elements of the stra-
tegic sourcing process. As a mirror compared to the sales strategy, again
the company needs to decide, how much volume is procured based on
fixed contracts and much volume flexibility is required in order to benefit
from lower prices or to reduce the risk not to be able to sell the corre-
sponding volumes of finished products. Procurement strategies in large
corporations are often coordinated by a corporate procurement unit in or-
der to bundle corporate-wide volumes for shared products to achieve better
prices.
As already mentioned, negotiation and collaboration in value chain
strategy is firstly related to contract negotiations with customer and suppli-
ers to agree on business rules. Secondly, acquisitions and divestitures
representing a network change in the company value chain network are
important areas of negotiation and collaboration. Thirdly, joined product
strategies and development with customers and suppliers e.g. agreeing
on specifications and standards are important areas of negotiation and
collaboration.
Value Chain Planning
Value chain planning is defined in the following.
Value chain planning is the integration of volume and value
decisions in the value chain based on the value chain strategy.
Volume and values in the defined business design with the given busi-
ness rules are optimized jointly in sales, distribution, production and pro-
curement plans as illustrated in fig. 19.
Integrated decisions on global volumes and values

Planning Planning Planning Planning
Production
Planning
Volumes Values
Negotiation & Procurement Inventory Transport Sales Negotiation &

Collaboration Planning Planning Planning Planning Collaboration
Fig. 19 Value chain planning
Volume and values in all global network nodes are planned as well as the
transportation volumes and values between the nodes. Main difference
compared to traditional supply chain and master planning approaches is
the joined planning of volumes and values throughout the global value
chain network with the intention to manage the overall profitability of the
company ex-ante based on planned volumes and values for the chosen
planning buckets e.g. months. Specifically, the integration of sales volume
and price planning with supply planning decisions is an aspect in the value
chain planning process different to traditional supply planning as shown in
fig. 20.
Demand is forecasted with price and quantity in a first step and aggre-
gated to a total demand volume with an average price.
Then, consolidated demand is matched with available supply by volume
and value. If demand exceeds supply, sales volumes needs to be lower
than the supply. If demand is not profitable since prices are too low in
selective businesses, the company also reduces sales volumes where
possible to ensure profitability.
Result is a sales plan to be disaggregated on the individual customer ba-
sis. Sales volumes different to demand volumes are possible if sales fle-
xibility in spot businesses exists compared to sales contracts that need to
be fulfilled.
1 Demand
Consolidated demand Demand quantity Bid
quantity and price plan and price forecast
1,100 150 t Customer 1

2 Supply 1,092
Clearing 600 t
available
Sales location
profit- 600 t 3 Sales
450 t optimal Consolidated sales Sales quantity
quantity and price plan and price plan
Supply Demand
1.122
450 t
Sales location
Fig. 20 Integration of sales and supply decisions in the value chain
In this case, the aggregate average sales price increases due to the reduced
volumes, since low-price spot customers are rejected. Thinking one step
ahead, this sales planning process has many similarities to auction and fi-
nancial market clearing processes: the demand forecast of the customers
has the character of an ask bid. The volume and price clearing mechanism
is not based on multiple offers as in double auctions or many-to-many ex-
changes, but is comparable to single-sided auctions. Multiple customers
compete among a single product supply of the company. The company
uses the competition to utilize supply in a profitable way. The result is
again similar to financial markets that demand forecast bid not fulfilling
the clearing conditions are not successful and not supplied.
Distribution planning covers planning of inventories and transportation
volumes and values. Both needs to comply with volume boundaries from
the value chain strategy to ensure delivery capability and comply with
structural and delivery constraints. Distribution planning is one core com-
petence for retailers focusing on buying, distributing and selling without
having own production.
Production planning decides on production volumes and values by site
and production resource. Production planning normally considers total
volumes only, while production scheduling in operations decides on the re-
spective schedule. However, cases exist where production lead times and
change-over constraints may require also considering the sequence of
products in production master planning.
Procurement planning, finally, decides on spot and contract procure-

ment volumes and values based on the negotiated and/or offered market
respectively supplier prices. Procurement planning is based on the sourc-
ing strategy and frame contracts agreed with suppliers. Here, the discrep-
ancy between local optima and the global optimum in the value chain often
gets transparent: procurement tends to bundle volumes in fixed contracts to
minimize procurement costs. This can lead to the situation that volumes
are not consumed due to a lack of sales; however, the company must take
the material leading to high and undesired inventories especially at the end
of the year.
Negotiation and collaboration in planning is a key aspect of recent re-
search. The negotiation aspect may be less formalized since main negotia-
tions of frame contracts already happened on the strategic level. However,
contracts can also be and become more short-term in case of increasingly
volatile prices and markets. Here, negotiations specifically on prices and
volumes can become integral part of the planning process. If an agreement
is achieved, collaborative planning focuses on exchanging planning infor-
mation to improve planning quality to jointly lower inventory and ensure
delivery service. Collaborative planning requires a further integration of
planning processes with respect to organization, process and information
technologies.
Overall the integrated planning of volumes and values in the value chain
planning process continuously reacts on changes on procurement and sales
markets and ensures ex-ante the profitability of the company. Therefore,
limited supply chain planning processes further evolve by integrating pro-
curement and sales volume and value planning into the process. The com-
pany value chains transforms into a marketplace where the company oper-
ates as market maker clearing supplier offering in procurement with
customer demand in sales through the value chain. This recognition is an
interesting change of perspective on the role of large industry companies
with many suppliers and many customers: these companies do not have to
participate in marketplaces hosted by third party providers but they have a
large marketplace already inside their company with suppliers and custom-
ers participating.
Value Chain Operations
The volume and value plan is the stable framework for value chain opera-
tions as formulated in the following definition.
Value chain operation is the integration of order schedule
decisions in the value chain based on the value chain plan.
Customer order schedules need to be integrated with deliveries, produc-

tion orders and procurement orders. Volumes and values are already de-
fined. Therefore, the focus is on a time schedule of orders considering pro-
duction and distribution lead times. Fig. 21 illustrates the main task in
value chain operations also now focused on a geographical region such as
Europe. The individual schedules of sales orders and purchase orders have
to be integrated with distribution and production schedules.
Integrated decisions on regional order schedules and availability
Purchase
Order Production Distribution Sales Order
Management Scheduling Scheduling Management
Planning values and volumes as stable framework
Purchase Production Distribution Sales

order schedule schedule schedule order schedule
outbound inbound
minimum inventory
Negotiation & available required inventory available required Negotiation &
Collaboration Collaboration
Fig. 21 Value chain operations
The purchase orders, sales and distribution order quantities can be higher
or lower each day depending on the available number of transportation
units e.g. trucks or ships. The production quantity, however, each day is
limited by production capacity and cannot be so easily changed day-by-
day. These different volume structures need to be matched by integrating
order schedules and availabilities of materials.
Sales order management deals with order entry, order change, availabil-
ity check and confirmations to the customer. Availability check as a con-
cept and as part of Advanced Planning Systems (APS) is also summarized
under the term Available-To-Promise (Kilger/Schneeweiss 2004; Pibernick
2005). The availability has to be checked against the sales plan as stable
framework for the overall period and the physically available material at
the specific point in time.
Distribution scheduling covers warehouse scheduling incl. picking and
packing as well as transport scheduling. Transportation route optimization
and bundling of transportation volumes have to match the customer order
schedule.
Production scheduling of resources and detailed production orders as

well as change-overs and throughputs is one of the most challenging prob-
lems specifically when multi-purpose resources and production changes
have to be considered. Production scheduling can be decoupled from or-
ders using inventories and make-to-stock production.
Purchase order management needs to ensure stable replenishment with
raw materials or other procured products for production or trading purpose
executing negotiated contracts or spot plans.
Negotiation and collaboration in value chain operations is focused on
electronic and automated exchange of orders and further business docu-
ments like as invoices, quality certificates or delivery documents using
electronic shops, portals or marketplaces.
Special concepts such as VMI or CPFR share the characteristic to be
volume and supply-focused as in supply chain management. Although the
terms may differ, the detailed processes and tasks match the overall value
chain management framework, since the anatomy of the value chain is
considered not to be different.
Process Characteristics and Comparison
The processes can be further systematized and compared by process level,
decision supported, time buckets, planning horizon, frequency and granu-
larity (s. table 5).
Table 5 Value chain management process characteristics and attributes

Characteristic Strategy Planning Operations
Level Strategic Tactical Operative
Decision Business design Volumes Schedule
Business rules Values
Time bucket Year, quarter Month, week Day, real time

Horizon Years (1-10) Months (1-12) Days (1-90)
Frequency Yearly, quarterly Monthly, weekly Daily, continuously
Granularity High aggregation Medium aggregation Detailed
The value chain strategy process focuses on long-term strategic business

design and business rule decisions. Decisions are based on yearly and
quarterly buckets with a horizon of multiple years. This process is con-
ducted or updated yearly with a new or an updated strategy; in case of very
dynamic markets, a review could also be quarterly. In decision making a
high aggregation level is used not focusing on single customers or articles

but rather entire markets and product lines or technologies.
In comparison, the value chain planning process is the bridge between
the strategic and the operative level deciding all volumes and values in the
network. The planning process is conducted by default on a monthly basis,
in businesses with short manufacturing lead times also on a weekly basis.
Decisions are based on monthly respectively weekly buckets for the next 1
to 12 months at a medium aggregation level. The volume and value deci-
sion has to be made on the tactical level. The long horizon of the strategy
process does not allow predicting the future volumes and values exactly
being influenced by many internal and external factors like raw material
prices, changes in demand patterns or geopolitical factors or natural catas-
trophes. The short horizon on the operations level does not allow a stable
volume and value plan, since geographical distances and production re-
sources structure have limited flexibility to react on short-term order
scheduling.
Operations processes are on the operative level focusing on order
scheduling for a specific day or point in time. The schedules have a shorter
horizon than the planning processes focusing on days. The schedule is
monitored and updated continuously daily to weekly. Orders are man-
aged on the most detailed level for single customer respectively suppliers
and articles.
Key framework characteristic is the linkage between strategy, planning
and operations: the strategy process defines the network to be planned as
well as business rules to be considered as constraints in planning. Agreed
volume and value plans are the stable framework for operations schedule
requiring participants to meet the agreed plans. It is important to mention
that decisions are clearly associated only to one process. For example, an-
nual budget plans of volumes and values often are used for individual or
organizational target setting. Given the strategic character, these volumes
should support business rules or business design decisions e.g. investment
decisions in locations or production resources as well as market entry
strategies or strategic alliances with suppliers, but they are less suitable for
target setting specifically when operating in a volatile business environ-
ment. Therefore, actual volume and value decisions as well as target set-
ting should be made in the tactical planning process. Same is true for op-
erations, where it is not be the objective to optimize the overall volumes
but the schedule of already agreed volumes and values in the plan. This is
often a complex operations research problem, however, the volume and
value optimization potential and degree of freedom is given by the plan.
As shown in the framework, there is one strategy and one planning
process as well as multiple operations processes for volumes and values.
Typically, multiple functions-oriented processes can be found, where the

same volumes and values are planned several times from different perspec-
tives. Here, all functional units in sales, controlling, marketing, supply
chain management, logistics, production and procurement should agree on
one strategy and one planning process. Theses processes interact with the
respective multiple processes of multiple customers and multiple suppliers.
This is also important to mention, since collaborative supply chain man-
agement concepts often rely on the assumption that the company collabo-
rates only with one supplier or one customer not considering the competi-
tion of multiple customers and suppliers for company products and
production resource capacities as well as procurement volumes, respec-
tively. This is a main obstacle to collaboration requiring 1:1 partnerships
while the real world is a many-to-many market system.
Decisions in value chain processes and the processes itself have always
a conceptual and quantitative basis, which is complex and comprehensive
considering the entire value chain. Several methods have been developed
to support decision-making as shown in section 2.3.3.
2.3.3 Value Chain Management Methods
Different methods exist to support value chain management decisions in

strategy, planning and operations that are applied in respective decision
support models. A basic definition of method and model can be found in a
review by Teich (2002), pp. 219-220.
Method is based on the Greek term methodos meaning way towards
something or way or process of examination. A method can be defined as
systematic approach with respect to means and objectives that leads to
technical skills in soling theoretical and practical tasks. Methods and
methodological approaches are characteristic for scientific work and solu-
tion of theoretical as well as practical problems. Primary decision support
method categories are shown in fig. 22 (Specker 2001, p.39) reviewed by
Nienhaus (2005): reference, simulation, optimization as well as analysis
and visualization.
Value Chain Management

Method Categories
Analysis and
Reference Simulation Optimization
Visualization
Compare with Comparison of Calculation of Analyze and

a good state different future best future state visualize
states future states to
support decisions
Fig. 22 Value chain management method categories
Reference
The reference method develops good states as comparison for decision
support on concept design (Nienhaus 2005, pp. 24). Reference models in
industry also often called best practices can be found e.g. for processes,
organization, performance management or information technology (IT)
concepts. Business process reference models have been developed in the
context of process-supporting applications specifically Enterprise Re-
source Planning (ERP) applications (Brenner/Keller 1994; Keller/Teufel
1997; Curran/Keller 1998). These process models used specific process
modeling methods such as the Event-driven Process Chain (EPC) or Petri
networks. ERP application suppliers such as SAP developed process refer-
ence models to support the introduction and training of their software in a
business-oriented way and use the reference for optimization of processes.
These reference models provide processes combined with IT and organiza-
tion reference, since processes are modeled together with IT functions and
organizational roles or units. However, reference processes are often on a
very detailed transaction level limited to operations and administration
processes in the company. The aspect of volume and value management in
the value chain and concentration on these fundamentals is often over-
whelmed by a significant complexity and number of processes in the refer-
ence models.
The Supply Chain Operations Reference (SCOR) model is a reference
model for supply chain planning and operations processes as well as per-
formance management developed by the cross-industry organization Sup-
ply Chain Council (SCC) started in 1996 (Supply Chain Council 2006; re-
viewed by Srie/Wagner 2004, pp. 41-49). The SCOR model structures
the value chain in make (production), source (procurement) and deliver

(sales & distribution) processes as well as the planning and operations
level. The SCOR model also includes a set of best-practices supply chain
measures called Key Performance Indicators (KPIs) to share common
definitions. The SCOR model is specialized on supply chain management
excluding value and pricing in sales and procurement as well as the strat-
egy level in the value chain.
Specialized performance management reference exclusively concentrate
on key performance indicators and reference definitions. In addition, inte-
grate performance management framework such as the balanced scorecard
structure performance indicators into different performance categories
such as customers, processes, human resources and financials (Kap-
lan/Norton 1997; Zimmermann 2003). Several KPIs such as production
utilization, delivery reliability, inventory ranges and planning quality are
key measures in supply chain management (Nienhaus et al. 2003) and also
in value chain management. However, these KPIs need to be extended to
cover the entire value chain including the value aspect of the management.
Consistent KPI definitions in Sales, Marketing, Controlling, Supply Chain
Management, Production and Procurement are required. Process reference
model in this work influences the Value Chain Management Framework
with respect to Strategy, Planning and Operations Processes.
Simulation
Simulation methods compare different future states serving as basis for
sensitivity analysis and system design decisions. Simulation can be used as
prescriptive method in decision support (Tekin/Sabuncuoglu 2004) and is
used for example in the area of production and logistics (Rabe 1998). Ma-
terial flow simulation in physical logistics facilities are one example,
where simulation of future running operations is used to design capacities
and material flows as decision support for an investment. Simulation
methods in value chain management can be used to compare different sce-
narios in strategy, planning and/or operations e.g. to simulate decision out-
come including uncertainty of volumes and prices. Simulation results are
analyzed with respect to sensitivity considering risks, validity and optimi-
zation criteria (Kleijnen 2005a). Kleijnen distinguishes spreadsheet simu-
lation, system dynamics (SD), discrete-event simulation and business
games (Kleijnen 2005b, p.82):
spreadsheet simulation provides simple and easy to use test beds to
simulate e.g. focused production and distribution systems
(Enns/Suwanruji 2003)
system dynamics (SD) developed by Forrester (1961) initially under the
term industrial dynamics consider entire industry systems from an ag-
gregate perspective and simulate change of key system parameters

based on quantitative cause-effect relations between the parameters; in
supply chains, system dynamics is used e.g. to simulate cause-effect re-
lations between orders, production and inventory quantities (Anger-
hofer/Angelides 2000, Reiner 2005)
discrete-event simulation simulates individual events such as arrivals of
customer orders incorporating uncertainties
business games includes human behavior into simulation letting human
participants interact based on a defined game or business setup as for
example in game theory
Simulation methods are embedded in simulation tools supporting to
model simulation problems and partly supporting comprehensive visuali-
zation of simulation results (Fu 2002; Mason 2002).
Uncertainty in value chain management is a key motivation to use simu-
lation comparing different scenarios, e.g. of demand quantities and prices,
in order to simulate capacity planning in the automotive industry (Eppen et
al. 1989)
Optimization
Optimization methods calculate one best future state as optimal result.
Mathematical algorithms e.g. SIMPLEX or Branch & Bound are used to
solve optimization problems. Optimization problems have a basic structure
with an objective function H(X) to be maximized or minimized varying the
decision variable vector X with X subject to a set of defined constraints
leading to max(min) H ( X ), X (Tekin/Sabuncuoglu 2004, p. 1067).
Optimization can be classified by a set of characteristics:
Local vs. global optimization addresses the computation and characteri-
zation of global optima (i.e. minima and maxima) of non-convex func-
tions constrained in a specified domain. Global optimization focuses on
finding a global optimum of the objective function f subject to the con-
straints S (Floudas et al. 2005, pp. 1185-1186) ensuring that no other
global optimum exists within other local optima; in value chain man-
agement, a global value optimum should be reached instead of local op-
tima in the individual functions procurement, distribution, production
and sales.
Single v. multiple objectives is related to having a single objective to be
maximized or minimized or if multiple also competing objectives have
to be balanced; in value chain there can be a single global objective e.g.
to maximize profit or multiple objectives addressing different stake-
holders such as customers, employees and the public. Multi-objective
optimization often requires a subjective evaluation of objectives e.g.
customer satisfaction vs. profits. Therefore, it is easier and more prag-

matic to optimize one objective and to ensure the compliance with other
objectives in constraints.
Discrete vs. continuous space is related to the possible values of the de-
cision variables: deciding production quantities for instance is reflected
by a continuous decision variable while deciding to make a change-over
or not is a binary decision requiring a discrete decision reflected by in-
teger variables in this case 0 or 1.
Deterministic vs. stochastic: an optimization problem can be based on
deterministic parameters assuming certain input data or reflect uncer-
tainty including random variables in the model; in value chain manage-
ment deterministic parameters are the basic assumptions; extended
models also model specifically uncertain market parameters such as
demand and prices as stochastic parameters based on historic distribu-
tions; in chemical commodities, this approach has some limitations
since prices and demand are not normally distributed but depend on
many factors such as crude oil prices (also later fig. 37).
Optimization models are also classified by the mathematical problem to
be solved:
Linear Programming (LP) for continuous variables based on the
SIMPLEX algorithm
Mixed Integer Linear Programming (MILP) including continuous and
integer variables using e.g. the Branch & Bound Algorithm for finding a
solution near to optimum defined by the optimization tolerance called
MIP gap
Quadratic programming (QP) is a special problem including a product
of two decision variables in the objective function e.g. maximization of
turnover max p x with p and x both variable requiring a concave objec-
tive function and that can be solved if the so-called Kuhn-Tucker-
Conditions are fulfilled, e.g. by use of the Wolf algorithm (Dom-
schke/Drexl 2004, p.192)
Constraint Programming (CP) is a further optimization approach where
relations between variables are stated in form of constraints in order to
better solve specifically hard bounded integer optimization problems
such as production scheduling
Genetic Algorithms (GA) are used in case of large combinatorial prob-
lems and can be applied e.g. for example in complex value chain net-
work design decisions (Chan/Chung 2004)
Where mathematical programming promises exact optimal solutions,
heuristics can find solutions that come close to optimal solutions. The ad-
vantage of heuristics used to lie in simplicity and speed of solutions find-

ing a solution that is close or even match the optimal solution (Schuster et
al. 2000, pp. 176). However, today, exact optimization is capable also to
solve many complex industry-scale optimization problems in acceptable
time thanks to the advance of computer technology and progress has made
in improving optimization algorithms since 1950s: large scale problems
e.g. of 10 million constraints and 19 million variables can be solved within
1.5 hours (Bixby 2005). Therefore, optimization is widely used in practice
e.g. in production scheduling, transportation route optimization or strategic
network design problems. Challenges in practices are more the level of
specialized knowledge required to operate optimization systems in indus-
try application (Schuster et al. 2000).
Analysis and Visualization Methods
Analysis and visualization methods focus on direct decision support to
bridge the gap between comprehensive data results from simulation or op-
timization towards focused condensation, analysis and visualization sup-
porting action-orientation and decision making. They also target to support
the modeling of value chain structures and networks to make processes and
network structures transparent and ease the understanding of planning as
well as supporting to use optimization and simulation methods without
having a profound know-how in these methods (nal et al. 2002)
Key Performance Indicators (KPIs) in supply chain balanced scorecards
and performance management are one example for analysis methods.
Beamon (1998) and Chan (2003) distinguish qualitative performance
measures such as customer satisfaction, on-time delivery, fill rate or flexi-
bility as well as quantitative measures based on costs in distribution,
manufacturing and inventory or warehousing.
Besides combined methods exist such as search algorithms or simulated
annealing that are applied to analyze optimization or simulation results as
presented in the following.
Simulation-based Optimization as Combined Method
Presented methods can be combined to provide advanced decision support.
Simulation-based optimization combines simulation and optimization in
order to use simulation no longer as descriptive but as a prescriptive
method and decision support (Tekin/Sabuncuoglu 2004). Tekin and
Sabuncuoglu provide a classification on advanced simulation-based opti-
mization methods (Tekin/Sabuncuoglu 2004, p. 1068) as illustrated in fig.
23.
Optimization
Problems
Local Global
Optimization Optimization
Evolutionary Algorithms
Tabu Search
Simulated Annealing
Discrete Continuous Bayesian/Sampling Algorithms
Decision Space Decision Space Gradient Surface Methods
Ranking and Selection Response Surface Methodology
Multiple Comparison Finite Difference Estimates
Ordinal Optimization Perturbation Analysis
Random Search Frequency Domain Analysis
Simplex/Complex Search Likelihood Ratio Estimates
Single Factor Method Stochastic Approximation
Hooke-Jeeves Pattern Search
Fig. 23 Simulation-based optimization method classification
In addition to the basic methods such as SIMPLEX, other key methods for
value chain management are the response surface methodology (RSM) to
find a global optimum in a multi-dimensional simulation result surface
(Merkuryeva 2005) or simulated annealing applied in the chemical produc-
tion to find optima e.g. for reaction temperatures (Faber et al. 2005).
Several simulation-based optimization models in the context of supply
chain management can be found e.g. in the area of supply chain network
optimization (Preusser et al. 2005) or to simulate rescheduling of produc-
tion facing demand uncertainty or unplanned shut-downs
(Tang/Grubbstrm 2002; Neuhaus/Gnther 2006). A basic approach of
simulation-based optimization is presented by Preusser et al. 2005, p. 98 il-
lustrated in fig. 24.
Solutions of simulation linearize

simulate experiments
Decision rules in Linear programming

discrete-event model model
interpret Linear programming optimize

solution
Fig. 24 Interaction between simulation and optimization
By combining simulation and optimization, benefits of both methods can

be combined e.g. to simulated different input data scenarios such as price
scenarios and analyze the resulting optimal plans in comparison. This
approach is specifically relevant for planning volatile and uncertain prices
of chemical commodities.
Methods used in Models
The introduced methods can be used in a value chain planning model. A
model derived from the Latin word modellus meaning measure is a fo-
cused representation of reality focusing on problem-relevant aspects and
their functional relations (Teich 2002, p. 219). The model applies refer-
ence, optimization, simulation and/or analysis and visualization methods to
support decisions based on formulated requirements.
2.4 Conclusions
Integrated value chain management framework is an essence of so far

separated concepts in the value chains either focusing on managing supply,
demand or values:
Value chain management is the integration of strategy, planning and op-
erations decisions in the value chain to reach a global value optimum
In this context, value chain planning is the integration of volume and va-
lue decisions based on the value chain strategy transforming the com-
pany into a marketplace clearing supplier offers in procurement with
customer demand in sales
2.4 Conclusions 61
Value chain management is based on models using appropriate methods

like reference, simulation, optimization and/or analysis and visualiza-
tion.
The value chain management framework is used as conceptual basis for
developing a global value chain planning model for the specific scope of a
global commodity value chain in the chemical industry.
http://www.springer.com/978-3-7908-2031-7

2 Value Chain Management

Uploaded by

Copyright:

Available Formats

2 Value Chain Management

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

2 Value Chain Management

Uploaded by

Copyright:

Available Formats

2 Value Chain Management

2.1 Value Chain

Human Resource Management

a better collaboration between companies in the same supply chain will

Raw material exploration

Supplier Manufacturer Distributor Retailer Customer

Fig. 4 Supply chain illustrations in literature

and the one-directional flow of information similar to Corsten. Stadtler

Supplier Company Customer

Procure- Produc- Distri- Procure-

Fig. 5 Company-internal supply chain structures

Here, the focus is on the primary value-creating activities influencing di-

Support functions Support functions Support functions

Fig. 6 Value chain considered in the study

The considered value chain is characterized by

Procurement Production Sales

Fig. 7 Value chain network structures

The network is composed by locations and transportation lanes between

APS (Dickersbach 2004, pp. 13-15). The company-internal value chain

financial markets, electronic marketplaces and exchanges with multiple

2.2 Concepts to Manage the Value Chain

Fig. 8 Management concepts in the value chain

The management concepts focus on the primary activities in the value

2.2.1 Concepts to Manage Values

Values in the industry value chain are subjects of financial accounting,

Table 2 Income statement structure

Different earning results are reported supporting different perspectives on

volume decisions. Recently value-based management concepts extended

Table 3 Value-based management indicators

NOPAT Profit indicator deducting capital costs from net

Value-based management indicators target an improved and more mean-

the value definitions from value-oriented management concepts and have

2.2.2 Concepts to Manage Demand

Demand management concepts consider demand and sales as active areas

Oligopoly Demand Bilateral Limited offer

Fig. 9 Market constellations

Depending on the market constellations, market participants can domi-

Fig. 10 Price-quantity functions

Price-quantity functions reflect the negative correlation between market

Buyers Sellers Buyers Sellers Buyers Sellers

= main communcation direction

Fig. 11 Pricing mechanisms relations between buyers and sellers

A negotiation is a one-to-one pricing mechanism, where a single buyer and

(McAfee/McMillan 1987; Milgrom 1989). Sales price and quantity deci-

Table 4 Focus areas of Marketing vs. Sales

Marketing has a more strategic orientation towards overall product portfo-

develop specific approaches such as overbooking, seat inventory control

nue maximization based on pricing and decisions to influence the demand

2.2.3 Concepts to Manage Supply

Inbound/Procure- Production Outbound/Distri-

Disposal and Reverse Logistics

Fig. 12 Types of logistics

Characteristic is that logistics and logistic management are concentrated on

to effectively and efficiently manage the daily intercompany and intracom-

Production working system

Input Production Output

Fig. 13 Production working system structure

Definitions for supply chain management reflect these objectives. The

Procurement Production Distribution Sales