Exploring the Impact of Delivery Performance on Customer Transaction Volume and Unit Price: Evidence from an Assembly Manufacturing Supply Chain
研究了配送绩效（准时率、提前/延迟偏差、速度）如何影响客户未来交易量和单价，并发现贸易客户与OEM客户对这些指标的反应不同，有助于企业调整配送策略以提升销量或价格。
This study examines the effect of delivery performance on customer transactions. We propose that different delivery performance dimensions (on‐time delivery rate, early delivery inaccuracy, late delivery inaccuracy, and delivery speed) have varying impacts on future customer transaction quantities and unit prices. We further explore the effect of customer types on the proposed relationships. Trade customers (resellers) and Original Equipment Manufacturer (OEM) customers generally have different operational needs for deliveries and therefore may value these metrics differently. Using instrumental variable regression, we analyze a proprietary transaction‐level dataset. The information was compiled by a Fortune 500 manufacturer from its Heating, Ventilation and Air Conditioning (HVAC) control product supply chain, consisting of the manufacturer and its customers. The results indicate that measures of delivery performance affect customer transaction quantity and unit price differently. Furthermore, these impacts can differ significantly between trade customers and OEM customers. These findings provide fine‐grained insights about tuning delivery capabilities to increase sales volume or boost price.