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Article
Publication date: 17 April 2007

Per V. Freytag and Ole S. Mikkelsen

As companies become more aware of their role in the business network and their own value contribution hereto, the question of the companies’ sourcing strategy and use of suppliers…

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Abstract

Purpose

As companies become more aware of their role in the business network and their own value contribution hereto, the question of the companies’ sourcing strategy and use of suppliers has simultaneously come more and more into focus of their decision making. The purpose of this paper is to describe some managerial challenges on the sourcing side, which companies must address in order to be able to act appropriately in relation to their own role and the cooperation with others in the network. The paper aims to focus on managerial implications of deliberate strategic sourcing.

Design/methodology/approach

Based on empirical observations, discussions with managers, and previous research the paper discusses six significant strategic managerial challenges that companies must address in their quest to form their role in the network.

Findings

Strategic sourcing is not a stand alone activity, but an activity impacting the whole network. The paper pinpoints how important it is to address the raised managerial challenges when relationships are to be terminated, maintained or developed.

Originality/value

The paper helps managers to navigate and focus in discussing their strategic sourcing process.

Details

Journal of Business & Industrial Marketing, vol. 22 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 February 2001

Per V. Freytag and Svend Hollensen

Benchmarking is more than giving marks. It is a way of measuring a firm’s strategies and performance against "best‐in‐class” firms, both inside and outside the industry. The aim…

9897

Abstract

Benchmarking is more than giving marks. It is a way of measuring a firm’s strategies and performance against "best‐in‐class” firms, both inside and outside the industry. The aim is to identify best practices that can be adopted and implemented by the organization with the purpose of improving a company’s performance. The process of benchmarking is divided into seven phases: which functions to benchmark; importance of each subject area; whom to benchmark against; gather the benchmarking information; identify performance gaps; how to learn from the “best‐in‐class” (benchlearning); and implementation of the changes (benchaction). Benchmarking, benchlearning and benchaction is not a one‐time project. It is a continuous improvement strategy and a change management process. Thus benchmarking is a part of the total quality management (TQM) system, and it relates well to other TQM initiatives.

Details

The TQM Magazine, vol. 13 no. 1
Type: Research Article
ISSN: 0954-478X

Keywords

Book part
Publication date: 16 April 2012

Ann H. Clarke and Per V. Freytag

Segmentation is an important marketing concept that identifies and analyzes different needs and wants of buyers as well as their buying behavior. Two different perspectives on how…

Abstract

Segmentation is an important marketing concept that identifies and analyzes different needs and wants of buyers as well as their buying behavior. Two different perspectives on how buyers and potential customers should be approached have emerged over the last two decades: the transactional perspective and the relational perspective. The two approaches differ in their overall understanding of the customer and how to address the customer. The two approaches therefore hold different implications for how segmentation should take place and how markets should be monitored.

Details

Business-to-Business Marketing Management: Strategies, Cases, and Solutions
Type: Book
ISBN: 978-1-78052-576-1

Book part
Publication date: 2 February 2001

Torben Damgaard, Per V. Freytag and Per Darmer

This paper focuses on the use of qualitative studies in business to business research. It highlights some of the differences and similarities between qualitative methods to…

Abstract

This paper focuses on the use of qualitative studies in business to business research. It highlights some of the differences and similarities between qualitative methods to illustrate the methodological consequences of choosing one method in preference to another. Three methods are presented: The Case Study Method, Grounded Theory, and the Humanistic Inquiry. A general presentation of each of the methods is followed by a description of their use in practice—how is research planned and performed according to each method? Finally, a critical review of the three methods is made. it is emphasized that choice and use of qualitative method must be consistent with the problem, the type of explanation to be used, and the theory in use. Further, it is demonstrated how the choice of method will have crucial consequences for the direction and conclusion of a study. To use qualitative methods in business to business studies the researcher must meet critical methodological demands; why a method is chosen, how it can be used, and in which way it is possible to triangulate with other methods.

Details

Getting Better at Sensemaking
Type: Book
ISBN: 978-1-84950-043-2

Article
Publication date: 19 September 2008

Ann H. Clarke and Per V. Freytag

The purpose of this paper is to introduce and discuss a contextual framework, which is based on different purposes of segmentation. A matrix is proposed for segmentation that…

4694

Abstract

Purpose

The purpose of this paper is to introduce and discuss a contextual framework, which is based on different purposes of segmentation. A matrix is proposed for segmentation that distinguishes between strategic and operational levels and the degree to which new value is created.

Design/methodology/approach

The conceptual discussion aims at contributing to development of the discussion of segmentation purpose.

Findings

Several models have emerged in the segmentation literature, but the purposes of many segmentation models are not explicitly addressed. However, the purpose of a model affects the segmentation process and has ramifications to the subsequent implementation. This paper links segmentation to the purpose of segmenting and discusses the degree to which previous choices have impact on a firm's possibility to select and implement new segments.

Research limitations/implications

This paper contributes to a more extensive discussion on segmentation. It adds to the discussion on segmentation purpose and implementation problems.

Originality/value

The proposed matrix sheds new light on the importance of having a clear purpose with a model. Furthermore, it is shown that different purposes may have different ramifications to the firm and be more or less simple to implement, depending on the degree to which changes in the firms' activities, actors and resources are needed. Likewise, changes in established relationships have to be implemented or new ones created.

Details

European Journal of Marketing, vol. 42 no. 9/10
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 12 April 2011

Kristin B. Munksgaard and Per V. Freytag

The involvement of lead‐users in product development has been emphasised as a rewarding method for companies in various industries to strengthen their development efforts. The…

3213

Abstract

Purpose

The involvement of lead‐users in product development has been emphasised as a rewarding method for companies in various industries to strengthen their development efforts. The argument is that these leading edge customers can generate innovative and appealing new product concepts. In some industries, however, companies may not be able to make use of lead‐users. In such situations, a complementor may be a valuable alternative. Complementors may be defined as development partners “whose outputs or functions increase the value” of the company's own innovations. The purpose of this article is to compare and contrast the advantages obtainable from the lead‐user method and complementor involvement respectively in order to determine the interchangeable value from these different approaches.

Design/methodology/approach

A typical case is selected as the empirical foundation, describing a Danish food‐producing company's collaboration with a complementor.

Findings

The case analysis shows that complementor involvement may lead to output‐related, process‐related, and system‐related advantages comparable with advantages obtainable from the lead‐user method. The findings, however, reveal some variations in these advantages. Compared with the goals set by the Danish food‐manufacturing company, output‐related advantages are achieved, e.g. in terms of higher product novelty, whereas the company's goal for enhancing its market position is not reached. Several process‐related advantages are also accomplished in terms of enhanced internal collaboration and improved cross‐functional communication. However, the company faces challenges related to how close the complementor relation might become.

Research limitations/implications

This research is based on a single case study in the food industry in Denmark.

Originality/value

From this paper, new knowledge and insight into complementor involvement in product development as well as the related advantages and disadvantages can be derived. In academia, this knowledge contributes to deepening understanding of external partnering in product development in general. The managerial implications to be derived are associated with the potential value generated from complementor involvement in product development.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

Content available
Article
Publication date: 17 April 2007

230

Abstract

Details

Journal of Business & Industrial Marketing, vol. 22 no. 3
Type: Research Article
ISSN: 0885-8624

Book part
Publication date: 2 February 2001

Abstract

Details

Getting Better at Sensemaking
Type: Book
ISBN: 978-1-84950-043-2

Article
Publication date: 11 April 2008

Terence Y.M. Lam

This study seeks to investigate the actual impact of management practices on performance quality of the outsourced professional housing maintenance services in Hong Kong. Much of…

2141

Abstract

Purpose

This study seeks to investigate the actual impact of management practices on performance quality of the outsourced professional housing maintenance services in Hong Kong. Much of the literature is theoretically based and there is a knowledge gap in empirical confirmatory testing of the validity of the theories for effective management of the outsourced professional services.

Design/methodology/approach

It was hypothesized that there was positive correlation between output performance quality and input management factors. Triangulation methodology was used to develop and test the correlation whereby literature review and qualitative interviews with the maintenance consultancy management practitioners of the Hong Kong Housing Authority (HKHA) were used to generate the hypothesis which was then tested by quantitative regression, using data from the maintenance consultancies of the Authority.

Findings

The hypothesis was transformed into sub‐hypotheses, which were primarily positive relationships, between service quality and individual input factors of competition level, past performance, project leadership and quality benchmarking. Results of the qualitative and quantitative studies confirmed and validated the hypotheses, and hence substantiated that there is a significant correlation between performance quality and the relevant management practices in the outsourcing process of professional housing maintenance services.

Research limitations/implications

Whilst the correlation is validated in the context of professional housing maintenance services of the HKHA, it forms a conceptual baseline on which further research can build to test its significance for many other public and private sector settings, and for various professional property management services. Effective management measures can be identified to optimize performance quality.

Practical implications

This paper establishes the validity of the impact of management practices that property managers can apply to enhance the quality of outsourced professional housing maintenance services for the benefit of their customers and organizations.

Originality/value

This study should contribute to management of outsourced professional services in the context of housing. Property managers can enhance the performance quality of their professional consultants by applying effective management measures so that they can optimize service quality to satisfy the ever‐increasing tenant and owner expectations of value for money property services from outsourcing.

Details

Property Management, vol. 26 no. 2
Type: Research Article
ISSN: 0263-7472

Keywords

Content available
Book part
Publication date: 16 April 2012

Abstract

Details

Business-to-Business Marketing Management: Strategies, Cases, and Solutions
Type: Book
ISBN: 978-1-78052-576-1

1 – 10 of 291