| 1. |
- Kaipia, Riikka, 1964, et al.
(författare)
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Information sharing for sales and operations planning: Contextualized solutions and mechanisms
- 2017
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Ingår i: Journal of Operations Management. - : Wiley. - 1873-1317 .- 0272-6963. ; 52, s. 15-29
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Tidskriftsartikel (refereegranskat)abstract
- We develop actionable design propositions for collaborative sales and operations planning (S&OP) based on the observation of contexts in which benefits are generated — or are absent — from retail information sharing for a manufacturer. An information sharing pilot project in a real-life setting of two product manufacturers and one retailer was designed. The project resulted in one manufacturer, serving a retailer from its local factory, developing a process for collaborative S&OP, while the other manufacturer serving a retailer from more distant regional factories abandoned the process. The evaluation of the outcomes experienced by the two manufacturers allows us to examine contexts in fine-grained detail and explain why introducing information sharing in the S&OP processes produce — or fail to produce — benefits. The paper contributes to the supply chain information sharing literature by presenting a field tested and evolved S&OP design for non-standard demand situations, and by a contextual analysis of the mechanisms that produce the benefits of retailer collaboration and information sharing in the S&OP process.
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| 2. |
- Kienzler, Mario
(författare)
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Pricing value and selling value : A view on individuals within organizations
- 2016
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Licentiatavhandling (övrigt vetenskapligt/konstnärligt)abstract
- At the heart of long-term success lies firms’ ability to provide customers with products and services that enable customer value creation and firms’ ability to capture value in the form of profits. To this effect, managers and salespeople have an impact on a firm’s value creation and value capture ability through their pricing and selling behavior and decisions. Value-based pricing and value-based selling are two practices that allow firms to create customer value and capture value for the firm that have witnessed a recent surge in interest. Despite this growing interest, many investigations reside on the firm level, and thus, factors influencing individual managers and salespeople in the usage of both practices have been rather overlooked. The purpose of this licentiate thesis is to investigate factors influencing those individuals’ practice of pricing and selling value.The research is based on three articles that investigate pricing and selling value from different vantage points. The articles include a literature review that shows developments in and the current state of pricing strategy research; a study investigating the effects of managerial personality on the usage of value-based pricing for a new industrial service; and a survey that explores salesperson’s usage of value-based selling in the steel industry.The thesis finds that pricing strategy research increasingly considers customer value by investigating strategies grounded in value-based pricing practices and increasing focus on customer value through more research on services. Further, the magnitude of internal and external factors influences managers and salespersons’ use of value-based pricing and selling. Finally, the research outlines approaches for managers responsible for pricing and selling to deal with the effects of the identified factors on value-based pricing and selling.The research contributes with an exploration and assessment of factors influencing managers and salespeople in using value-based pricing and selling and discusses how firms can deal with these factors. In doing so, the research contributes to pricing and selling literature and the evolving focus on individual aspects in pricing and selling value.
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| 3. |
- Kohtamäki, Marko, et al.
(författare)
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Theory and practice of value co-creation in B2B systems
- 2016
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Ingår i: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 56, s. 4-13
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Tidskriftsartikel (refereegranskat)abstract
- The co-creation of value and the coproduction of value proposition have attracted enormous interest in the B2B service and solutions research. To analyze this body of knowledge, we searched for published studies on co-creation and coproduction in top-tier journals in the areas of management, marketing, strategy, and operations. We selected 54 papers for further analysis. Our review demonstrates that research of value co-creation and the coproduction of value proposition covers a myriad of viewpoints to the economic and social exchange among actors in multi-actor service ecosystems. We identify a variety of definitions and meanings associated with value co-creation. Our analysis provides insight into the theories and methods used in the area. We also discuss the need to study the co-creation of value in the B2B context from the institutional and practice theory perspectives, and suggest some avenues for future research.
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| 4. |
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| 5. |
- Talaoui, Yassine, et al.
(författare)
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Seeking 'Strategy' in Business Intelligence Literature : Theorizing BI as part of strategy research
- 2020
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Ingår i: Technology Innovation Management Review. - : Talent First Network. - 1927-0321. ; 10:9, s. 27-37
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Tidskriftsartikel (refereegranskat)abstract
- This paper connects the business intelligence (BI) literature with research in strategic management by plotting the existing research strands on BI: environmental scanning, competitive intelligence, executive information systems, and business intelligence, against the strategic dimensions of a) orientation (External vs. Internal), b) focus (Content vs. Process), and c) practice realms. The article accordingly offers a new re-conceptualization of BI as a strategic artifact across four strategic clusters: BI as a system, BI as a planned process, BI as a product, and BI as a decisional paradigm. This conceptual article contributes to the literature by integrating disparate views on BI and placing them within the content, process, and practice streams of strategy research.
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