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The purpose of this paper is to understand better the formation of an industry and the movement toward agglomeration by examining the development of the furniture manufacturing industry of Western North Carolina and Virginia.

In this general review, the initiation and growth of the furniture industry is traced, applying the theory of agglomeration and noting isomorphic tendencies and the primacy of the search for legitimacy among constituents.

The paper finds first of all, the pioneering efforts of Thomas Wrenn in High Point brought the industry to the region. An initial wave of furniture manufacturers followed closely behind Wrenn as the industry gained legitimacy and status in North Carolina. Important elements in building the industry included the establishment of the Southern Furniture Manufacturers Association and the Southern Furniture Market in High Point. A second wave of furniture producers arrived on the scene after the First World War. This group benefited from cooperative actions of the survivors of the first wave and brought the Western North Carolina and Virginia area to the forefront of the furniture manufacturing industry in the USA. Finally, the paper comments on the current state of the industry in relation to the threat of foreign competition.

The furniture industry is not alone in the need to understand the impact of globalization. Practitioners and researchers alike should be aware of the costs to stakeholder groups, such as employees and local communities.

The strategic aim of this paper is to investigate whether time‐based competition (TBC) strategies are related to cultural aspects. In addition, the influences of company decision‐making and the success of competitive strategies in diverse globalised markets will be examined. Based on a multicultural perspective, the way time is considered depends on different assumptions among countries and cultures, as well as organisational patterns of decision‐making for a variety of business areas and services. TBC and its relationship to logistics and multiculturalism through the international benchmarking of furniture companies are then explored.

TBC and cultural perceptions in furniture manufacturing companies located in Brazil and Scandinavia were investigated. Data were collected from furniture companies by questionnaires and were analysed through descriptive statistics and multivariate techniques. The research presented here is part of a larger study that focuses on TBC strategies and multiculturalism in the furniture industry.

Data were collected from furniture companies located in different countries. The findings illustrate that there is a correlation between TBC strategies and cultural variables, as well as between TBC and seeking for local partnerships.

The originality of the paper lies in addressing relationships between TBC strategies, cultural aspects and the role of partnerships to improve logistics management competitiveness. To date, this area has received little attention in the literature. Likewise, the results point to partnerships being necessary to improve TBC and logistics strategies.

The purpose of this paper is to show that time‐based competition (TBC) strategies aligned to logistics and to multicultural awareness can help organisations respond appropriately and more quickly to the different needs and expectations of customers located around the globe. In a globalised market, where organisations are located in many different countries, establishing competitive advantages that result in sustainable leadership has become a goal to be reached.

TBC was studied in furniture companies in Finland, Sweden, Denmark and Brazil by conducting case studies. The research presented here is part of a larger study that focuses on TBC strategies and multiculturalism in the furniture industry.

Data were collected from various furniture companies located in countries targeted in this study in order to gauge the extent to which TBC in a multicultural and logistic‐oriented approach has been taken on board, and how important it seems to be perceived in national contexts.

The paper presents some comparison on logistics management practices between the countries and suggests managerial implication for development and discusses about connection between cultural aspects and time based management.

The purpose of this paper is to explore the viability of the ecological furniture niche markets in Greece and Cyprus. More specifically, the authors investigate the current demand on ecological furniture, business strategy and planning in introducing eco-furniture products in Greek and Cypriot market. Finally, particular emphasis lays on the analysis of the barriers regarding decision making of Greek and Cypriot enterprises in order to incorporate ecological furniture into their current activities.

Based on three distinguished hypotheses, the study seeks to draw attention to the critical factors which will impact decision making on such products development within the severe crisis. Using a prototype questionnaire, specifically structured for the aim of the research, the authors collected data from 36 Greek furniture enterprises, 25 Cypriot ones and 24 sectoral experts and relevant institutes in Greece and Cyprus. The questionnaires were selected in 2012, which were further elaborated and statistically analyzed with SPSS ver 17.0 after they were tested for their content and construct validity, managing to verify the hypotheses.

The study reveals an increasing sensitivity for environmental issues and an effort to combine it with the emergent green markets. Green strategies can lead to significant competitive advantages for Greek and Cypriot furniture firms, especially after the recovery of the long-lasting recession. Furniture manufacturers believe that environmental issues are tightly related to consumer behaviors and social image, expose a real interest for the environment and consider green strategies as a major way to differentiate. The firms of the sample focus on raw material and processes adapted to suit environmental requirements. On the other hand, these issues constitute major barriers to apply such strategies together with business risk and the lack of knowledge regarding the requirements of environmental sustainability.

The research bears certain limitations such as the sample size and the fact that results are based mainly on perceptions of entrepreneurs/managers. Thus, there are certain questions on objectivity and generalizability. Furthermore, the market aspect is examined through the lens of the entrepreneurs and experts and not the consumers themselves.

The present research explores the why and how furniture companies turn green constituting a useful basis to encourage close collaborations of companies to academia, design and research centers introducing eco-friendly practices and relevant innovations. It contributes to the field of sustainable entrepreneurship and the micro-level understanding of micro- and small companies’ reaction to this phenomenon focussing on the furniture industry. It can act as a catalyst toward the development of extensive networking among the furniture sector in both countries, which assists the diffusion of information as well as of a pertinent culture on eco-products and the development of new business models in the sector.

A major contribution is that it can constitute a useful basis for policy makers at governmental and institutional level in both Greece and Cyprus to propose solutions to critical issues such as sector survival, crisis – survival, unemployment, along with environmental care and awareness. It can further encourage close collaborations of companies to academia, design and research centers for the sustainable development of the sector through eco-friendly practices and relevant innovations.

The research is the first to question the significance of eco-conscious strategies for furniture firms at national level in Greece and Cyprus. It seems that it has indirectly contributed to eco-furniture culture development, since it has caused a fruitful brainstorming among sectoral entrepreneurs and offers solutions to the existing “cul-de-sac.”

After reading and discussing the case, the participants would be able to: apply 7S and VRIO framework for online furniture retail; evaluate the profitability of horizontal versus vertical marketplaces for selling furniture online; articulate the challenges faced by online furniture retailers; discuss the applicability of technology to enhance customer experience in online furniture retail; and discuss the omni-channel strategy which online furniture companies can adopt.

Although furniture has traditionally been an unorganized category, the online furniture platforms have been on an upward curve since past few years. Digitization of economy and usage of smartphones to access internet had given a thrust to online purchases. This case on Wakefit Innovations Private Limited is intended to provide the readers with the business and marketing insights of selling furniture using online platform. The readers will be able to understand how retailing furniture using e-commerce is full of challenges and how various marketing activities have helped Wakefit improve their customer base. The readers can discuss the advantages and disadvantages of horizontal versus vertical e-commerce marketplaces and various challenges associated with online furniture retailing. Whether Wakefit should continue setting up experience centres and the benefits that could accrue by usage of virtual reality, augmented reality and data analytics are additional dimensions which can be discussed by the readers. The case will benefit the professionals in understanding the challenges and marketing strategies used by online furniture retailers and the same can be replicated by other players in this sector.

This case is suitable for students enrolled for full credit course on e-commerce at post graduate level. The case can be discussed towards the middle of the course once the students have studied different formats of e-commerce marketplace.

Teaching notes are available for educators only.

CSS 8: Marketing.

This paper aims to investigate the phases of new product development within the design-driven innovation (DDI) process, the role of designers and collaborators in the process and how this process relates to some quality principles.

This study adopted a qualitative approach using Gioia methodology. In particular, four Italian manufacturing companies in the home appliances and furniture industry were selected, and data mainly collected through direct interviews were analysed through content analysis.

The new product development related to DDI includes the following phases: the company brief, the designer research, the concept of the designer, the design, legal protection, prototyping, production and the market launch. Designers play a strategic role in the above phases of DDI, but other actors also cooperate and some quality principles affect positively on the process. This study proposes a model for a DDI process in the home appliances and furniture sector.

Although this exploratory study was conducted on only four companies, it advances the DDI research in relation to new product development.

This study makes recommendations to entrepreneurs and managers on how to innovate successfully and to effectively manage designers and collaborators to ensure competition.

This analysis highlights that design-based innovation contributes to improving the quality of life of consumers.

To the best of the authors' knowledge, this is the first qualitative study to examine the phases of new product development in DDI process, the actors involved and relationship to quality principles for the Italian home appliances and furniture sector.

This study aims to examine the relationship between top‐performing US furniture manufacturers and industry's best manufacturing practices.

In the past studies, best manufacturing practices were mostly determined using qualitative methods. In this paper, a quantitative evaluating method to determine best manufacturing practices was designed by taking into consideration qualitative criterions. A sample of 122 manufacturing practices was observed in six US furniture companies, two of them considered world‐class performers and the other four considered average. A logistic regression was used to examine the relationship between best manufacturing practices and top‐performing companies.

Statistical analyses showed a positive relationship between top‐performing companies and use of best manufacturing practices by these companies. A database of best manufacturing practices was created and shared with the participant companies.

One limitation of this study is that the causal relationship between performance and best practices was not considered. Future studies could employ statistical methods such as structural equation model to better understand this causality. Other methods could possibly be developed to audit and classify manufacturing practices.

It is believed that the database of best manufacturing practices will help average or below‐average performing companies to identify and adopt best manufacturing practices. It will also help top‐performing companies in the cycle of continuous improvement.

The purpose of this paper is to form an understanding of how new product development (NPD) relates to supply chain management (SCM), why the two fields should be coordinated, and how this may be done.

This research uses a literature review and case study research. The case study considers a Swedish company that operates on a global basis in the furniture industry. Empirical data have been collected mainly from in‐depth interviews with key persons representing senior and middle management in the case company.

This paper stresses the need to produce innovative, value‐adding products, as well as the necessity to quickly deliver them to the market. Companies that face mature business environments may encounter problems due to a high emphasis on either the value‐creation processes, or on the value delivery processes. Therefore, NPD activities need to be coordinated with SCM activities on a strategic level, lest competitiveness will be lost.

The research is limited to one case company; replication studies would enhance understanding of the studied phenomenon. There is a wide need for research exploring how various parts of demand and supply chains should be managed in order to fully utilize the advantages of the consumer‐oriented enterprise.

This paper provides insights for researchers and practitioners on how to coordinate and balance NPD (demand side) with SCM (supply side) activities. It highlights that companies should organize themselves around understanding how consumer value is created and how these processes may be coordinated to provide that value. The two processes must be given equal attention and importance to avoid sub‐optimization.

The need for coordinating NPD and SCM activities has been emphasized in the literature but still remains relatively unexplored. This paper contributes by investigating this issue further.

The purpose of this paper is to draw a picture on the reality of furniture industries in relation to management practices for project design of new products.

In order to do so it was developed a multiple case study in three companies of the sector located in Santa Maria, Rio Grande do Sul. This study was based on verification criteria focussing on project’s lifecycle.

As a result, it was possible to detect major faults from the organizations examined, it was found that processes are analyzed in a non-formalized and non-standardized way and, thus, restricting the integration of the projective stages, which reduced the quality of the final product.

From the results obtained in the multiple case study, it was possible to propose actions managerial characteristics that demonstrate the process of design of new products as a result of an operational standard, integrated with the management practices of the organization.

In the premium price range, retailer collaboration and showroom decoration as well as information dissemination play an important role in the consumer sector, particularly in furniture sales. The purpose of this research is to report findings from Swedish wholesaler and its process to improve sales of order driven furniture business.

A large case study including 26 companies follows in longitudinal manner the retailers' contribution to value creation based on a value gaps model. Both qualitative and quantitative data are used. Approach was chosen as wholesaler needed to change its business strategy due to high competition.

Innovative products may lose consumer perceived value, if information of the product is distorted by the retailers. It is of course so that the number of display pieces in retailer outlets play important role, but actually the way these are presented is most critical. Only one retailer in this study followed wholesaler's guidance, but again this retailer was able to show best sales. In turn, some retailers performed much lower than expected, as they were not interested from new sales concept implemented due to strategy change at wholesaler.

The service quality gaps model has been adjusted and is presented as a value gaps model that may be used to understand, how value creation is not limited to a single company in a supply chain. However, the authors would like to emphasize that the observations are not necessarily enough as only one wholesale company and its retailer network in Sweden was followed.

The common practice for wholesalers to focus on display pieces is not sufficient. The retailers' ability to contribute to value creation needs to be considered, and this starts from collaboration at showroom level. This particularly concerns items in other than low cost product groups.

The research introduces information distortion as a concept to understand, how consumer perceived value might be reduced by value gaps in a supply chain. Research is also unique in a way that it reports business strategy in other than low end segment (lowest costs), but still wholesaler procures products from Asia (China), and develops models in Sweden.