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Article
Publication date: 28 November 2023

Christopher R. Plouffe, Thomas E. DeCarlo, J. Ricky Fergurson, Binay Kumar, Gabriel Moreno, Laurianne Schmitt, Stefan Sleep, Stephan Volpers and Hao Wang

This paper aims to explore the increasing importance of the intraorganizational dimension of the sales role (IDSR) based on service-ecosystem theory. Specifically, it examines how…

Abstract

Purpose

This paper aims to explore the increasing importance of the intraorganizational dimension of the sales role (IDSR) based on service-ecosystem theory. Specifically, it examines how firms can improve interactions both internally and with external actors and stakeholders to both create and sustain advantageous “thin crossing points” (Hartmann et al. 2018). Academic research on sales ecosystems has yet to fully harness the rich insights and potential afforded by the crossing-point perspective.

Design/methodology/approach

After developing and unpacking the paper’s guiding conceptual framework (Figure 1), the authors focus on crossing points and the diversity of interactions between the contemporary sales force and its many stakeholders. They examine the sales literature, identify opportunities for thinning sales crossing points and propose dozens of research questions and needs.

Findings

The paper examines the importance of improving interactions both within and outside the vendor firm to thin crossing points, further develops the concept of the “sales ecosystem” and contributes a series of important research questions for future examination.

Research limitations/implications

The paper focuses on applying “thick” and “thin” crossing points, a key element of Hartman et al. (2018). The primary limitation of the paper is that it focuses solely on the crossing-points perspective and does not consider other applications of Hartman et al. (2018).

Practical implications

This work informs managers of the need to improve interactions both within and outside the firm by thinning crossing points. Improving relationships with stakeholders will improve many vendor firm and customer outcomes, including performance.

Originality/value

Integrating findings from the literature, the authors propose a conceptual framework to encompass the entire diversity of idiosyncratic interactions as well as long-term relationships the sales force experiences. They discuss the strategic importance of thinning crossing points as well as the competitive disadvantages, even peril, “thick” crossing points create. They propose an ambitious research agenda based on dozens of questions to drive further examination of the IDSR from a sales-ecosystem perspective.

Details

European Journal of Marketing, vol. 58 no. 3
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 28 July 2023

Kavindu Kanishka Arsakulasooriya, Pournima Sridarran and Thirumal Sivanuja

Compared to low-rise and mid-rise buildings, commercial high-rise buildings have severe maintenance management deficiencies due to the complex nature of the structure and building…

Abstract

Purpose

Compared to low-rise and mid-rise buildings, commercial high-rise buildings have severe maintenance management deficiencies due to the complex nature of the structure and building services incorporated. Previous studies have shown that implementing lean in maintenance is a recognised prominent strategy to enhance maintenance performance. Thus, this study aims to investigate how lean maintenance can be applied to improve maintenance management in commercial high-rise buildings in Sri Lanka.

Design/methodology/approach

This study adopted a case study method. Three commercial high-rise buildings were selected to conduct the empirical study. An expert survey is also conducted to validate the findings.

Findings

The findings of the study revealed that out of the eight cardinal types of lean maintenance waste, six are rooted in the selected cases: (i) excessive preventive maintenance, (ii) waiting (maintenance resources, tools, procuring of additional supplies and documentation and permits), (iii) transportation due to centralised maintenance, (iv) poor inventory management, (v) poor information handling and (vi) poor utilisation of labour. Then the study revealed strategies to eradicate identified lean maintenance wastes.

Practical implications

The findings of this study can be used to guide maintenance practitioners in implementing lean maintenance in Sri Lankan commercial high-rise buildings. Furthermore, the proposed strategies can be directly applied to mitigate identified maintenance wastes.

Originality/value

This paper provides information on how high-rise commercial buildings in Sri Lanka can enhance their maintenance management by mitigating lean maintenance wastes.

Details

Facilities , vol. 42 no. 3/4
Type: Research Article
ISSN: 0263-2772

Keywords

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