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Article
Publication date: 1 March 2017

Przemyslaw S. Stilger, Jan Siderius and Erik M. Van Raaij

Choosing the best bid is a central step in any tendering process. If the award criterion is the economically most advantageous tender (EMAT), this involves scoring bids on…

Abstract

Choosing the best bid is a central step in any tendering process. If the award criterion is the economically most advantageous tender (EMAT), this involves scoring bids on price and quality and ranking them. Scores are calculated using a bid evaluation formula that takes as inputs price and quality, and their respective weights. The choice of formula critically affects which bid wins. We study 38 such formulas and discuss several of their aspects, such as how much the outcome of a tender depends on which formula is being used, relative versus absolute scoring, ranking paradox, iso-utility curves, protection against a winner with an extremely high price, and how a formula reflects the weights of price and quality. Based on these analyses, we summarize the (dis)advantages and risks of certain formulas and provide associated warnings when applying certain formulas in practice.

Details

Journal of Public Procurement, vol. 17 no. 1
Type: Research Article
ISSN: 1535-0118

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Article
Publication date: 14 November 2008

Erik M. van Raaij and J.W. Stoelhorst

The purpose of this paper is to review the market orientation literature from a managerial perspective and to discuss and integrate the implementation lessons that can be…

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6419

Abstract

Purpose

The purpose of this paper is to review the market orientation literature from a managerial perspective and to discuss and integrate the implementation lessons that can be drawn from it.

Design/methodology/approach

The paper starts with a review of the managerial implications of the market orientation literature. It then provides an overview of nine implementation approaches. It draws on an integrative model of marketing orientation to organize the implementation lessons from the literature into an actionable approach to implementing a market orientation.

Findings

The paper finds that the literature offers a rich, yet fragmented, picture of what market orientation is, and how it can be improved.

Research limitations/implications

The paper identifies a conceptual gap in the literature between market orientation and customer value generation and offers a model to bridge this gap that can serve as a guide for future theory development and empirical research.

Practical implications

The paper identifies four design enablers and three development enablers that can guide managerial action to improve market orientation and offers practitioners a structured way to go about the implementation of a market orientation.

Originality/value

Despite significant advances in the development of market orientation theory, there is still a void in the literature with respect to the implementation of a market orientation. This paper is the first to review the market orientation literature from a managerial perspective, to provide an overview of the implementation approaches published to date, and to integrate the managerial implications of the market orientation literature.

Details

European Journal of Marketing, vol. 42 no. 11/12
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 14 June 2013

Katri Kauppi, Alistair Brandon‐Jones, Stefano Ronchi and Erik M. van Raaij

The paper examines the moderating role of a purchasing function's absorptive capacity (AC) on the relationship between the use of electronic purchasing tools and category…

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1797

Abstract

Purpose

The paper examines the moderating role of a purchasing function's absorptive capacity (AC) on the relationship between the use of electronic purchasing tools and category level purchasing performance. The authors argue that an e‐purchasing tool may not in itself positively influence performance unless combined with AC as a human interface to maximise its information and transactional improvement potential.

Design/methodology/approach

Survey data collected from 297 procurement executives of large companies in ten countries are analysed using confirmatory factor analysis (CFA) and hierarchical moderated regression.

Findings

The results demonstrate few significant direct effects of e‐purchasing tools on category performance. All performance measures studied are enhanced when dimensions of AC and their interactions with the e‐purchasing tools are added. Specifically, buyer competence, manager competence and communications climate have performance‐enhancing effects. In some cases, AC on its own appears to increase performance more than e‐tools.

Originality/value

This paper is the first to study the moderating effects of AC on the relationship between e‐purchasing tool usage and category performance. Its findings support the view that simply implementing technology does not lead to performance improvements, but that a human interface is required to maximise the information and transactional improvement potential of e‐purchasing tools.

Details

International Journal of Operations & Production Management, vol. 33 no. 7
Type: Research Article
ISSN: 0144-3577

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Article
Publication date: 26 September 2008

Marloes J.T. Claassen, Arjan J. van Weele and Erik M. van Raaij

The purpose of this paper is to seek to investigate performance outcomes of vendor managed inventory (VMI) from a buyer's perspective and enablers for its successful application.

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10314

Abstract

Purpose

The purpose of this paper is to seek to investigate performance outcomes of vendor managed inventory (VMI) from a buyer's perspective and enablers for its successful application.

Design/methodology/approach

Structural equation modelling through Partial Least Squares (PLS) is used to identify relationships between four enablers (information systems, information sharing, information quality, and relationship quality), perceived VMI success, and three outcomes (cost reductions, customer service, and supply chain control).

Findings

Buyer‐perceived VMI success is impacted by the quality of the buyer‐supplier relationship, the quality of the IT‐system and the intensity of information sharing, but not by the actual quality of the information shared. Furthermore, VMI leads to three performance outcomes: higher customer service levels, improved supply chain control and, to a lesser extent, cost reduction.

Research limitations/implications

Although theory stipulates a positive impact of high quality information on the success of VMI, this study shows that the effect of information quality is limited in practice.

Practical implications

The results of the survey show that purchasing managers who invest in the relationship with their suppliers and a good IT infrastructure are more likely to get better results from a VMI implementation. Furthermore, this paper shows that while most managers expect major cost reductions when implementing VMI, benefits primarily come from improved service levels.

Originality/value

The study provides empirical evidence of why VMI in practice does not achieve all the benefits claimed in theory.

Details

Supply Chain Management: An International Journal, vol. 13 no. 6
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 1 June 2005

Erik M. van Raaij

The aim of the paper is to show how intelligence emanating from customer profitability analysis (CPA) can help improve strategic marketing planning. Insights into the…

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13459

Abstract

Purpose

The aim of the paper is to show how intelligence emanating from customer profitability analysis (CPA) can help improve strategic marketing planning. Insights into the profitability of individual customers, as well as the distribution of profitability across the customer base, can lead to better decisions in the areas of managing costs and revenues, managing risks and strategic market positioning.

Design/methodology/approach

The concept and process of CPA are first explained. The heart of the paper then discusses how the outcomes permit novel analyses related to costs and revenues, risk, and strategic positioning. Finally, the paper explains what is needed to make the shift from retrospective CPA to prospective CPA.

Findings

CPA delivers two types of insights: the degree of profitability for each individual customer, and the distribution of profitability among customers within the customer base. Profitability data at the level of the individual customer support better decision making about service levels, marketing investments and pricing strategies. The profitability distribution curve yields information about the vulnerability of future cash flows from customers. Further, DPA data permit segmentation and targeting on the basis of profitability and the development of different value propositions for different profitability segments.

Practical implications

Shareholder value is created through cash flows from customers. CPA uncovers where these cash flows are generated. Armed with customer profitability data, marketers can really develop and implement value‐driven differentiated customer service strategies.

Originality/value

While quite a number of published papers have discussed the technicalities of calculating customer profitability, this paper adds to the literature an overview of how the outcomes of such calculations can help planners make better decisions, to increase the magnitude of cash flows from customers and/or reduce the volatility and vulnerability of such cash flows.

Details

Marketing Intelligence & Planning, vol. 23 no. 4
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 12 September 2008

Pervez N. Ghauri, Veronika Tarnovskaya and Ulf Elg

The purpose of this paper is to explore how a global supplier network can support and contribute to a market driving strategy. Theoretically, the paper contributes by…

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5652

Abstract

Purpose

The purpose of this paper is to explore how a global supplier network can support and contribute to a market driving strategy. Theoretically, the paper contributes by integrating the market driving strategy and the network approach. IKEA is considered one of the leading market driving firms. The paper studies its activities in establishing supplier networks in Russia and Poland.

Design/methodology/approach

This is an exploratory study of four suppliers of IKEA in Poland and Russia. Data are collected through 11 in‐depth interviews with IKEA's corporate and middle level managers and with managers and technicians from its suppliers in Russia and Poland. Results are drawn through matrix coding techniques and pattern matching.

Findings

Findings confirm IKEA's market driving strategy and how it has been able to restructure the market and successfully develop an efficient supplier network as a part of its market driving strategy.

Originality/value

Market driving approach has been suggested as a more pro‐active form of market orientation. It is characterised by an ability of the firm to shape the market conditions, to influence customers and offer completely new value propositions through its unique business process.

Details

International Marketing Review, vol. 25 no. 5
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 June 1985

The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III…

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11143

Abstract

The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III, contains features to help the reader to retrieve relevant literature from MCB University Press' considerable output. Each entry within has been indexed according to author(s) and the Fifth Edition of the SCIMP/SCAMP Thesaurus. The latter thus provides a full subject index to facilitate rapid retrieval. Each article or book is assigned its own unique number and this is used in both the subject and author index. This Volume indexes 29 journals indicating the depth, coverage and expansion of MCB's portfolio.

Details

Management Decision, vol. 23 no. 6
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 January 1985

Since the first Volume of this Bibliography there has been an explosion of literature in all the main areas of business. The researcher and librarian have to be able to…

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15285

Abstract

Since the first Volume of this Bibliography there has been an explosion of literature in all the main areas of business. The researcher and librarian have to be able to uncover specific articles devoted to certain topics. This Bibliography is designed to help. Volume III, in addition to the annotated list of articles as the two previous volumes, contains further features to help the reader. Each entry within has been indexed according to the Fifth Edition of the SCIMP/SCAMP Thesaurus and thus provides a full subject index to facilitate rapid information retrieval. Each article has its own unique number and this is used in both the subject and author index. The first Volume of the Bibliography covered seven journals published by MCB University Press. This Volume now indexes 25 journals, indicating the greater depth, coverage and expansion of the subject areas concerned.

Details

Management Decision, vol. 23 no. 1
Type: Research Article
ISSN: 0025-1747

Keywords

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Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1306-6

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Article
Publication date: 1 August 1986

Johan Arndt

Claims that the consumer behaviour field, during the last two decades, has become both multinational and multidisciplinary. States that marketing with its consumer…

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1717

Abstract

Claims that the consumer behaviour field, during the last two decades, has become both multinational and multidisciplinary. States that marketing with its consumer behaviour, has become the most import sub‐field, while significant contributions to its understanding have been made by economists, psychologists, sociologists and political scientists. Attempts to prove that integrating the field into comprehensive models has not been very successful thus far, by using a different track. Organizes into 9 sections and addresses, finally, the further development of consumer theory and research. Posits that the majority of studies on consumer behaviour have approached the subject matter at the individual, rather than the group, level. Summarizes that the ‘gospel’ preached is that of individual, proactive, foresightful choice ‐ which is compatible with rationalistic culture, stressing volition and personal responsibility by broadening the field of consumer behaviour

Details

European Journal of Marketing, vol. 20 no. 8
Type: Research Article
ISSN: 0309-0566

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