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  • 1.
    Eslami, Mohammad H.
    et al.
    Linköping University, Department of Management and Engineering, Project Innovations and Entrepreneurship, Linköping, Sweden.
    Lakemond, Nicolette
    Linköpings universitet, Projekt, innovationer och entreprenörskap.
    Knowledge integration with customers in collaborative product development projects2016In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 31, no 7, p. 889-900Article in journal (Refereed)
    Abstract [en]

    Purpose

    This paper addresses the need for managerial and organizational approaches to knowledge integration with customer in collaborative product development projects. The purpose is to identify the roles of customers in terms of the customer's knowledge contribution and timing of customer collaboration in the product development process.

    Design/methodology/approach

    This study is based on a multi-case study approach, comprising four product development projects from two large international suppliers. The cases were selected following the theoretical replication logic. Data consist of interviews, workshops, and secondary information. For each of the cases, a within case analysis was performed followed by a cross-case analysis.

    Findings

    The study shows that the customer's knowledge contribution is aligned with the specific requirements of each phase of the product development. Three specific customer roles are identified and connected to the customer's knowledge contribution and the timing of customer collaboration. The technical capability of the customer and the locus of initiative of the product development project are affecting the prerequisites for knowledge integration with customers.

    Research limitations/implications

    The study is performed from the perspective of supplier firms. We have not been able to capture the perspective of the customer in detail. As it is expected that both customers and suppliers benefit from a systematic knowledge exchange, future studies could examine knowledge contributions in both directions.

    Practical implications

    The findings can be used to devise effective approaches for collaborative product development with customers related to the customer's knowledge contribution and the timing of customer collaboration and provide guidance to firms seeking to benefit from knowledge residing at customers.

    Originality/value

    This is one of the first studies to focus on the integration of customers' knowledge in product development processes. This paper contributes to the customer supplier collaboration literature by presenting further insight into customers' knowledge contributions, the timing of customer collaboration in product development processes and the prerequisites for knowledge integration with customers.

  • 2.
    Ferreira, Ana Cristina
    et al.
    Federal University of Lavras, Lavras, Brazil.
    Pimenta, Márcio Lopes
    Federal University of Uberlândia, Uberlândia, Brazil.
    Wlazlak, Paraskeva
    Jönköping University, School of Engineering, JTH, Industrial Product Development, Production and Design. Jönköping University, School of Engineering, JTH, Supply Chain and Operations Management.
    Antecedents of cross-functional integration level and their organizational impact2019In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 8, p. 1706-1723Article in journal (Refereed)
    Abstract [en]

    Purpose: The purpose of this paper is to develop a model to predict the antecedents of the integration level among marketing, logistics and production, considering the influence of formal and informal factors that generate integration and the existence of conflicts.

    Design/methodology/approach: A survey of 179 participants from all regions of Brazil was conducted. A parsimonious model including four dimensions and 34 variables was developed through confirmatory factor analysis and structural equation modeling.

    Findings: The field data corroborate studies dealing with the impact of various formal and informal integration factors on the cross-functional integration level as a construct. Furthermore, this paper concludes that the level of cross-functional can be defined as: the intensity of the relationship among internal functions which can be measured by the mutual existence of formal and informal factors and the absence of manifest conflicts.

    Research limitations/implications: The findings of this paper cannot be generalized because of the convenience sampling. Future research could apply a probabilistic sampling and try to explore other geographical settings in both national and international contexts.

    Practical implications: The proposed model can generate important information for managers by pointing out variables that can predict the integration level and their impacts on the organizational performance. The paper concludes with examples about how the model could be useful in several practical situations.

    Originality/value: This paper proposes a model with reasonable accuracy to predict the integration level and overcomes prior research limitations with respect to models to predict the antecedents of the integration level, particularly the role of conflicts in the integration processes. 

  • 3.
    Seno, J. P.
    et al.
    Department of Business Management, Faculdade Pitágoras de Uberlândia, Uberlândia, Brazil.
    Pimenta, M. L.
    Management and Business College, Federal University of Uberlândia, Uberlândia, Brazil.
    Hilletofth, Per
    Jönköping University, School of Engineering, JTH, Supply Chain and Operations Management.
    Eriksson, David
    Jönköping University, School of Engineering, JTH, Supply Chain and Operations Management.
    Cross-functional interconnectedness as an enabler of customer value2019In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 4, p. 821-835Article in journal (Refereed)
    Abstract [en]

    Purpose:

    The purpose of this study is to analyze the processes of interconnectedness in cross-functional relationships involved in customer value enabling. Design/methodology/approach: In total, 20 in-depth interviews were conducted in three Brazilian companies from different industries. The critical incident technique was used for data collection and analysis. Content analysis was used to characterize the critical incidents within functional area networks.

    Findings:

    Six main critical incidents were identified within the studied relationships: process, urgency, lack of trust, capacity and demand imbalance, motivation and challenge. The results show situations in which the collaborative behavior of the actors generates customer value facilitation.

    Research limitations/implications:

    The firms studied are small and medium, located in an emerging economy and are resource-constrained. Further research could be performed in organizations in other countries with different sizes and resources. Future studies could also include customers within the analyzed functional networks to evaluate value-in-use behavior.

    Practical implications:

    Process, as a critical incident, may be composed of several elements that could affect the processes of value creation. Moreover, the adjustment between production capacity and demand should focus on avoiding propagation of functional problems through the processes. This focus may facilitate spontaneous community behavior and customer knowledge renewal.

    Originality/value:

    This paper generates new qualitative bases to characterize the interconnectedness within functional networks within the perspective of relationship marketing. The study of the internal functions and processes revealed several particularities that are not evidenced in the extant literature, which is concentrated in relationships among companies. The quality of the relationship among the members of a functional network may affect the effectiveness of the promises of customer value, more specifically in value enabling. © 2019, Emerald Publishing Limited.

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