Journal of the Academy of Marketing Science

, Volume 38, Issue 1, pp 5–18 | Cite as

Demand and supply integration: a conceptual framework of value creation through knowledge management

  • Terry L. Esper
  • Alexander E. Ellinger
  • Theodore P. Stank
  • Daniel J. Flint
  • Mark Moon


Strategy identifies two primary sets of processes through which the firm creates value for its customers by moving goods and information through marketing channels: demand-focused and supply-focused processes. Historically, firms have invested resources to develop a core differential advantage in one or other of these areas—but rarely in both—often resulting in mismatches between demand (what customers want) and supply (what is available in the marketplace). This paper suggests that successfully managing the supply chain to create customer value requires extensive integration between demand-focused processes and supply-focused processes that is based on a foundation of value creation through intraorganizational knowledge management. Integrating demand and supply processes helps firms prioritize and ensure fulfillment based upon the shared generation, dissemination, interpretation and application of real-time customer demand as well as ongoing supply capacity constraints. We draw upon literature in marketing, logistics, supply chain management and strategy to introduce a conceptual framework of demand and supply integration (DSI). We also offer insights for managerial practice and an agenda for future research in the relatively under-researched, but strategically important, area of demand and supply integration.


Supply chain management Demand and supply integration Customer value Knowledge management 


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Copyright information

© Academy of Marketing Science 2009

Authors and Affiliations

  • Terry L. Esper
    • 1
  • Alexander E. Ellinger
    • 2
  • Theodore P. Stank
    • 1
  • Daniel J. Flint
    • 1
  • Mark Moon
    • 1
  1. 1.Department of Marketing and LogisticsUniversity of TennesseeKnoxvilleUSA
  2. 2.Department of Management and MarketingUniversity of AlabamaTuscaloosaUSA

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