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Article

Jesús F. Lampón, Guillermo Pérez-Elizundia and José Alfredo Delgado‐Guzmán

This study examines the motives and enabling factors regarding reverse factoring (RF) adoption in the automobile industry's supply chain.

Abstract

Purpose

This study examines the motives and enabling factors regarding reverse factoring (RF) adoption in the automobile industry's supply chain.

Design/methodology/approach

This is a qualitative case study based on in-depth interviews with financial institutions in two countries having different statuses within the automobile industry global value chain: Mexico as a peripheral and Spain as a semi-peripheral country.

Findings

The RF is more widely deployed in Spain than in Mexico. The differences in the adoption of RF between the two countries stem from the availability of programs for suppliers at different supply levels, their efficient implementation and a robust regulatory framework, but especially from the cooperative approach adopted. The motives and enablers of RF adoption in the automobile industry can be explained under a framework of different supply chain management models. The RF programs driven by self-interest financial motives are characterized by an asymmetric distribution of benefits among supply chain participants. The RF programs that combine self-interest with cooperative motives are partially characterized by balanced benefits. In addition, they favor involvement practices and strengthen long-term relationships among supply chain participants. In this cooperative approach, trust, transparency and especially sharing information are considered relevant enablers. Finally, the specific automobile industry's features that determine RF adoption are linked to the structure and governance mode of the supply chain. The structure in terms of length – multiple supply levels – conditions the design of RF programs based on the buyer's position in the supply chain. The governance mode, particularly how the relationships are established, conditions the factors and requisites for efficient adoption of the RF programs.

Originality/value

This research analyzes the RF framed in the dynamics of buyer–supplier relationships and different models of supply chain management, allowing us to identify cooperation motives and their impact on RF adoption, beyond the traditional economic and financial motives highlighted by previous literature.

Details

Journal of Manufacturing Technology Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1741-038X

Keywords

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Article

Jesús F. Lampón, Vincent Frigant and Pablo Cabanelas

The purpose of this paper is to analyse the key factors behind the adoption of new automobile modular platforms from the perspectives of product design, manufacturing…

Abstract

Purpose

The purpose of this paper is to analyse the key factors behind the adoption of new automobile modular platforms from the perspectives of product design, manufacturing network and production systems.

Design/methodology/approach

An in-depth and qualitative cross-case analysis of European manufacturing networks was performed based on the modular platforms of seven automobile manufacturers.

Findings

The adoption of modular platforms has changed automobile product architecture helping automobile manufacturers to improve their manufacturing network outputs. The results show that operational flexibility and scope and scale economies at manufacturing network level depend on the platform design – degree of modularity – and the manufacturer’s product and manufacturing network conditions. This new product architecture allows for the new production systems to be efficient in terms of flexibility and versatility without overinvestment.

Originality/value

The main contribution to the research literature is the combination of traditional product architecture with the manufacturing network approach to analyse the influence of product design on production systems, especially regarding the adoption of new automobile modular platforms.

Details

Journal of Manufacturing Technology Management, vol. 30 no. 4
Type: Research Article
ISSN: 1741-038X

Keywords

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Article

José Sánchez-Gutiérrez, Pablo Cabanelas, Jesús F. Lampón and Tania E. González-Alvarado

The identification of customer needs through relationship management and their transformation into marketing innovation are two key processes in customer value creation…

Abstract

Purpose

The identification of customer needs through relationship management and their transformation into marketing innovation are two key processes in customer value creation. When combined, they can improve a firm’s competitive position, not only in terms of profitability but also by reducing costs and promoting the use of technology. The purpose of this paper is to analyze the link between managerial relational capability and marketing innovation in customer value creation, and to look at how that value creation affects competitiveness.

Design/methodology/approach

We analyze 450 small- and medium-sized enterprises (SMEs) in the furniture industry in the metropolitan area of Guadalajara (Mexico). To this sample is applied a confirmatory factor analysis and a structural equation model to analyze the impact of management capabilities in relationships and marketing innovation on customer value creation and to determine how the value created affects competitiveness.

Findings

The results show that management capabilities in customer relationships and in the way they convert knowledge of customer needs into specific choices in the market have a positive effect on customer value creation, as well as on financial performance, cost optimization and the use of technology, all of which can be used as indicators of competitiveness.

Originality/value

The study covers customer value creation in an emerging economy, that of Mexico, and relates it to business competitiveness from a holistic point of view which goes beyond profitability by also including cost reduction and the use of technology.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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Article

Pablo Cabanelas, Luciana C. Manfredi, Juan M. González-Sánchez and Jesús F. Lampón

Multimarket competition is an area of competitive dynamics focused on studying situations where firms compete against each other simultaneously in more than one market…

Abstract

Purpose

Multimarket competition is an area of competitive dynamics focused on studying situations where firms compete against each other simultaneously in more than one market. The intensity of competition depends on the aggressiveness and the market contingencies, influencing the competitive strategies. Particularly, the purpose of this paper is to explore the influence of multimarket competition and market contingencies on innovation.

Design/methodology/approach

An exploratory qualitative approach using the Grounded Theory is applied with conceptual purposes. The data were collected through in-depth semi-structured interviews and additional observations with senior strategies and decision-makers. The paper follows an extensive narrative to understand decision-taking processes on competitive strategy with the support of analytical software. The paper was performed in the automotive components industry making seats in two different countries to acknowledge the influence of market contingencies.

Findings

The results suggest that multimarket competition does not reduce the level of aggressiveness, but it offers a background that favors opportunities for companies and new business in circumstances of crisis associated to innovation. Depending on the market contingencies, strategies can foster a higher technological innovation, in those cases of high development in the industry, or diversification, when the development is lower.

Originality/value

This paper contributes to enrich multimarket competition theory with the study of innovation strategies in different market conditions, a topic not much explored in multimarket literature. Additionally, it suggests implications for managers attending to different market contingencies.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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Article

Michael W. Preikschas, Pablo Cabanelas, Klaus Rüdiger and Jesús F. Lampón

This paper aims to explore how value co-creation processes can influence the generation of dynamic capabilities and the retention of industrial customers. The authors…

Abstract

Purpose

This paper aims to explore how value co-creation processes can influence the generation of dynamic capabilities and the retention of industrial customers. The authors explore this influence with the support of social exchange theory and resource-based view.

Design/methodology/approach

The methodology applied was qualitative research, based on 29 semi-structured in-depth interviews with owners, managing directors and technical managers with previous experience in co-creation processes. The research was performed in four different European countries and is focused on the mobile crane industry.

Findings

The findings suggest that co-creation processes promote the generation of dynamic capabilities linked to adaptation, knowledge, innovation and relationship management. In addition, the closer contact with customers and the availability of their expertise favour the development of solutions that better meet their needs, bridging the cognitive gap which often exists between partners. Regarding customer retention, the results show that co-creation processes foster customer predisposition to buy and cross-sell.

Originality/value

Although value co-creation is a topical subject, research in industrial marketing literature analysing the effects of co-creation processes has been scarce up to now. This paper aims to contribute to the debate by analysing how the co-creation of value can influence the generation of dynamic capabilities in companies and how it affects the retention of industrial customers. Based on social exchange theory and dynamic capabilities, the researchers have been able to address how value is developed and its influence in customer retention proxies.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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Article

Paula Álvarez-González, María Jesús López-Miguens and Gloria Caballero

The purpose of this paper is to develop an integrated model on perceived employability in university students, based on personal and contextual factors.

Abstract

Purpose

The purpose of this paper is to develop an integrated model on perceived employability in university students, based on personal and contextual factors.

Design/methodology/approach

The authors use structural equation modelling to estimate a model that includes a set of variables, previously validated at exploratory and confirmatory levels, in order to measure personal and contextual factors involved in perceived employability. The sample comprises 816 university students selected by a stratified procedure.

Findings

The model explains how perceived employability in university students is built up. It identifies the involved factors and their level of influence and provides statistically valid and reliable measures for these factors.

Research limitations/implications

This study develops an integrated model which explains more than previous ones to know perceived employability of university students by combining personal and contextual factors. A limitation of the study lies in the use of a cross-sectional design, and the specificities of the cultural context as well as consideration of the labour market situation. Generalizing the results to other cultural contexts requires caution.

Practical implications

The model explains perceived employability in university students and provides validated scales at confirmatory level that can be used for futures studies in sociology, behavioural psychology, human resources management or education. The model and scales also serve as tools for evaluation that can be used by those responsible for such personal or contextual factors.

Originality/value

The development of an integrated model that explains perceived employability to a much higher degree than previous models.

Details

Career Development International, vol. 22 no. 3
Type: Research Article
ISSN: 1362-0436

Keywords

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