Sustainable Value Proposition Design in a Product-Service System

Many companies have started to add services to their tangible products in order to defend themselves from increased competition from low-cost economies. Research regarding the transition towards product-service systems (PSS) and how the PSS providers' business models are affected exists, but there is a lack of research regarding how the suppliers to the PSS providers are affected by the transition towards PSS. Therefore, this thesis studies the situation for a supplier/partner to an OEM that has changed their business model to a PSS providing one. As the first step in a development of a new business model aims this thesis to provide guidelines for how to set up value propositions suitable for a supplier/partner in this new environment. When technologically complex products, such as aircraft engines, are provided through PSS offerings it is hard to translate customer needs into quality parameters, which makes it hard to sustain the value to customer over time. Therefore, how to keep the value offering sustainable over time is also investigated in this thesis. The aim of this study was to investigate how a sustainable value proposition can be designed for a product and technology supplier/partner to an OEM that offers PSS solutions. The research has been performed through studying relevant literature and collecting empirical data from a case company through semi-structured interviews and a workshop. The case company in this research is Volvo Aero Corporation (VAC). The empirical findings show that VAC wants to offer product-service bundled solution, which fit the whole spectra of PSS value propositions, to their partners/customers. To be able to deliver these different types of product-service bundled solutions different value propositions that suit the different kinds of PSS offerings are needed. Requirements that must be fulfilled to be able to offer and deliver the different types of value propositions exist in terms of securing sufficient information access, aligning the incentives of all actors involved and achieving an internal consensus of what is delivered

An Ontology for Product-Service Systems

Industries are transforming their business strategy from a product-centric to a more service-centric nature by bundling products and services into integrated solutions to enhance the relationship between their customers. Since Product- Service Systems design research is currently at a rudimentary stage, the development of a robust ontology for this area would be helpful. The advantages of a standardized ontology are that it could help researchers and practitioners to communicate their views without ambiguity and thus encourage the conception and implementation of useful methods and tools. In this paper, an initial structure of a PSS ontology from the design perspective is proposed and evaluated

Overview and classification of coordination contracts within forward and reverse supply chains

Among coordination mechanisms, contracts are valuable tools used in both theory and practice to coordinate various supply chains. The focus of this paper is to present an overview of contracts and a classification of coordination contracts and contracting literature in the form of classification schemes. The two criteria used for contract classification, as resulted from contracting literature, are transfer payment contractual incentives and inventory risk sharing. The overview classification of the existing literature has as criteria the level of detail used in designing the coordination models with applicability on the forward and reverse supply chains.Coordination contracts; forward supply chain; reverse supply chain

E-logistics of agribusiness organisations

Logistics is one of the most important agribusiness functions due to the idiosyncrasy of food products and the structure of food supply chain. Companies in the food sector typically operate with poor production forecasting, inefficient inventory management, lack of coordination with supply partners. Further, markets are characterised by stern competition, increasing consumer demands and stringent regulation for food quality and safety. Large agribusiness corporations have already turned to e-logistics solutions as a means to sustain competitive advantage and meet consumer demands. There are four types of e-logistics applications: (a) Vertical alliances where supply partners forge long-term strategic alliances based on electronic sharing of critical logistics information such as sales forecasts and inventory volume. Vertical alliances often apply supply chain management (SCM) which is concerned with the relationship between a company and its suppliers and customers. The prime characteristic of SCM is interorganizational coordination: agribusiness companies working jointly with their customers and suppliers to integrate activities along the supply chain to effectively supply food products to customers. E-logistics solutions engender the systematic integration among supply partners by allowing more efficient and automatic information flow. (b) e-tailing, in which retailers give consumers the ability to order food such as groceries from home electronically i.e. using the Internet and the subsequent delivery of those ordered goods at home. (c) Efficient Foodservice Response (EFR), which is a strategy designed to enable foodservice industry to achieve profitable growth by looking at ways to save money for each level of the supply chain by eliminating inefficient practices. EFR provides solutions to common logistics problems, such as transactional inefficiency, inefficient plant scheduling, out-of-stocks, and expedited transportation. (d) Contracting, a means of coordinating procurement of food, beverages and their associated supplies. Many markets and supply chains in agriculture are buyer-driven where the buyers in the market tend to set prices and terms of trade. Those terms can include the use of electronic means of communication to support automatic replenishment of goods, management of supply and inventory. The results of the current applications of e-logistics in food sector are encouraging for Greek agribusiness. Companies need to become aware of and evaluate the value-added by those applications which are a sustainable competitive advantage, optimisation of supply chain flows, and meeting consumer demands and food safety regulations. E-business diffusion has shown that typically first-movers gain a significant competitive advantage and the rest companies either eventually adopt the new systems or see a significant decline in their trading partners and perish. E-logistics solutions typically require huge investments in hardware and software and skilled personnel, which is an overt barrier for most Greek companies. Large companies typically are first-movers but small and medium enterprises (SMEs) need institutional support in order to become aware that e-logistics systems can be fruitful for them as well

Electronic Reverse Auctions: Spawning Procurement Innovation in the Context of Arab Culture

Government e-procurement initiatives have the potential to transform local institutions, but few studies have been published of strategies for implementing specific e-procurement tools, particularly involving procurement by a foreign government adapting to local culture in the Middle East/North Africa (MENA). This case describes procurement at a forward operating base (FOB) in Kuwait in support of operations in Iraq. The government procurers had to deal with a phenomenon unique to the MENA region: wasta. Wasta is a form of social capital that bestows power, influence, and connection to those who possess it, similar to guanxi in China. This study explores the value proposition and limitations of electronic reverse auctions (eRA) with the purpose of sharing best practices and lessons learned for government procurement in a MENA country. The public value framework provides valuable theoretical insights for the implementation of a new government e-procurement tool in a foreign country. In a culture dominated by wasta, the suppliers enjoyed the transparency and merit-based virtues of eRA’s that transferred successfully into the new cultural milieu: potential to increase transparency, competition, efficiency, and taxpayer savings. The practices provided herein are designed specifically to help buyers overcome structural barriers including training, organizational inertia, and a lack of eRA policy and guidance while implementing a new e-procurement tool in a foreign country

Technology Strategies in the Knowldge Economy. The Licensing Activity of Himont

The exchange of technologies and technological knowledge - through joint-ventures, partnerships, licensing, cross-licensing, R&D contracts - and the upsurge of markets for technology are main features of the "knowledge-based" economy. Competitive strengths are shifting from technological aspects to different levels of competitive behaviour, and companies are gradually changing their aptitude towards technology trading and exchange. The aim of this paper is to discuss the extent of technology licensing in chemicals, and specifically of one large firm - Himont - widely involved in licensing its process technologies. By analysing this case study, this paper explores the motivations for technology licensing, the managerial solutions that Himont adopted for licensing its technologies, and the implications of this strategy in terms of antitrust policy. One of the main result emerging from the analysis is the role of external technology suppliers. By increasing the potential competition in the product market, they create incentives for incumbent firms to license-out their technologies, and earn profits in the market for technology.Corporate Strategies, Technology Licensing, Chemical Industry, Division of Innovative Labour, Markets for Technology, Antitrust Policy.

Logistics’ place in the global administration of the product’s life cycle

If logistics can be considered an assembly of methods, functions, and ways used by a company with the purpose of giving clients the goods taken at a low price and in a period of time according to clients’ expectations, taking into consideration the quantities settled by contract, we can say that, in a company, the logistics functionality contributes to coordination the offer by requiring the lowest costs, based on some strategic and tactics plans as well as keeping qualitative relations between suppliers and clients. Logistics can be said to represent the optimization of the company’s both fundamental cycles: the cycle-client (from order to delivery) and the project-cycle (from conception to use). From this point of view, this is an essential component of both the strategy and the companies’ organization. Some companies in West Europe have moved or created new production plants in Centre and East Europe, mainly in the new member states of the European Union (NOKIA from Germany to Romania, RENAULT from France to Romania etc.). This is based on some detailed research on the importance that a functional logistics of industrial platforms has taking into consideration both raw materials and clients’ satisfaction, who, more often than not is far from the production place.client, distribution, performance, supplier, supply.

A Framework for Key Account Management and Revenue Management Integration

This is an Open Access article under the terms of the Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported (CC BY-NC-ND 3.0) license.Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration that aligns the potentially conflicting management priorities of the two. The study uses an international hotel company as a research context to investigate, first, how a long-term relational approach to KAM may have been affected by RevM short-term revenue maximization goals, and, second, how KAM could be facilitated by RevM through an integrated approach to yield optimization from perishable products and from key accounts. The proposed framework is the first attempt of its kind to amalgamate KAM and RevM, involving critical analysis to assess comprehensively the revenue and the relationship value of a key accountPeer reviewedFinal Published versio

Value Co-Creation through Transparent Buyer-Supplier Relationships: A Case Study in the Supply Network of Industrial Machinery Manufacturer

This research aims to find the appropriate level of transparency in different buyer-supplier relationships in order to enhance value co-creation in the supply network. The previous literature demonstrates that transparency brings many benefits but also causes risks. Therefore, transparency needs to be balanced in different buyer-supplier relationships. This research was an embedded single case study containing three supplier groups within the supply network. The primary and qualitative research data related to the antecedents for transparency and the effects of transparency on value co-creation was collected from 14 in-depth semi-structured interviews. This data was analyzed by a causal map analysis. The secondary research data had been collected from the web-based structured questionnaires from the customer and its 24 suppliers. This data was analyzed by a descriptive statistics in order to describe the current level of transparency in the supply network. The research results indicated that the level of transparency in the supply network varied based on the type of the relationship where the more collaborative relationships had the higher level of transparency and the more powerful actor seemed to force the other to share information. Furthermore, transparency was believed to require trust but also the arranged methods and IT-systems for information sharing which need allocated resources and causes costs. The results also indicated that transparency had many value-creating effects related to capabilities, integration, operational performance and financial outcomes but it also had some value-destroying effects. Lastly, a framework was created in order to determine the development suggestions for the appropriate level of transparency in different buyer-supplier relationships in the supply network so that more value can be created and shared between the actors. The framework is applicable at least with the similar supply networks which provide low volume manufactured products with many different and variable items.fi=Opinnäytetyö kokotekstinä PDF-muodossa.|en=Thesis fulltext in PDF format.|sv=Lärdomsprov tillgängligt som fulltext i PDF-format