Performance-based contracting in the defence industry: Exploring triadic dynamics between government,OEMs and suppliers

This study takes a rare longitudinal perspective to examine performance-based contracting (PBC) in the context of the development of a major capital defence project. It employs a triadic framework to examine changes in actors and their roles over time in fulfilling the project. The triads involve both contractors as suppliers and government entities. More specifically, using a historical narrative method the study suggests that over the 30 year span of the new warship's development, different parties occupy the nodes of triads where the roles or functions of the principal and agents in the contract change over time. Our use of a triadic perspective enables us to trace both the withdrawal of the government customer from a position of authority and the specific strategy of one supplier to occupy the vacated role as systems integrator. The study makes three distinct contributions: firstly, to our understanding of PBC through tracing the development of the conditions that enable PBC in largescale long-term public-private contracting such as clear role delineation. Second, it adds to understanding of principal-agent behaviour in triadic public-private projects, suggesting that customer and supplier roles need to be perceived as supply network dynamics. Third, it suggests reasons why this defence acquisition underperformed, focusing on the mediation of the customer's value requirement through powerful players seeking to extend their control. We argue PBC must be re-assessed in complex environments to include less direct financial measures such as long-term market share and adopt a more nuanced approach to contractual management than simply transferring risk.     

Managing asymmetries in information flows and interaction between R&D,manufacturing, and service in complex product development

Studies of new product development have demonstrated the value of effective interaction between research and development (R&D) and manufacturing, but few studies also include service operations despite their growing importance. Building on in‐depth studies of two firms in the capital goods sector, the paper illustrates how the structural differences between the R&D‐manufacturing and R&D‐service interfaces result in serious information and interaction imbalances, and presents managerial means to handle these. The paper makes three contributions. First, it shows the value of moving beyond a dyadic perspective to studies of more complex structures involving triads of specialized functions. Second, the paper underlines the role of informational flows that can compensate for asymmetries in such triads and facilitate thoughtful trade‐off decisions. Third, the paper highlights the importance of creating conditions for integrated knowledge‐based approaches across functions, which involve the generation and sharing of new knowledge. The paper ends with an emerging management agenda to support such integrative efforts in complex product development projects.     

The development of networks between engineering contractors and their clients: the special case of partnering

This paper sets out to show how partnering arrangements between engineering contractors in process plant contracting and their process industry clients have led to increasing collaborative contributions at the 'front end' of capital asset formation. Partnering arrangements are seen here as formalised long-term contracts between process plant contractors and their clients, intended to apply to engineering and other services in major capital projects over a number of years.
While research does not appear to have been affected to a significant extent, partners seem to be interacting increasingly on process development and design. One outcome of partnering is to increase the contractors' involvement in their clients' overall business objectives. As a result of this change in the character of their services, contractors are more inclined to seek opportunities to improve plant efficiency, rather than following given specifications. This interaction of entities with a different focus and, to some extent, different skills is a potential source of innovation which to date has not been realised to any great extent.     

How to select the right public partner in smart city projects

Firms that want to exploit Smart City's opportunities need to cooperate with local governments. From a managerial point of view, there is scant research on how to select public partners in Smart City projects. In fact, while there are several cities claiming to be ‘smart’, not all cities fulfil the essential requirements for successful Smart City projects. This paper shows how to build successful public–private alliances in Smart Cities and, more specifically, how to select the right city to test, develop or sell smart technologies. This study uses a multiple-case research design and follows an exploratory and qualitative methodology. The results show that firms improve the success of their projects if they assess three main aspects of partner selection, these being partner complementarity, commitment and compatibility. The paper, therefore, provides several managerial implications regarding how firms may be more effective in selecting where to start their Smart City projects and how public organisations may become more attractive. Finally, academic implications, limitations and future lines of research are presented.     

Managing and reporting intangible assets in research technology organisations

In the last couple of years, new instruments and methods for measuring, valuing and managing different forms of intangible assets have been proposed. Firms started to implement comprehensive management techniques to identify and value different forms of intangible assets based on an integrative framework, incorporating different forms of intangible assets such as R&D and human capital. Research Technology Organisations (RTOs) present an interesting case for studying different forms of intangible assets, their interdependencies and their impact on outputs. The main business of these organisations is R&D; thus, nearly all forms of investments are related to the R&D process. Their outputs are knowledge-intensive products, services and public goods with the aim of improving the innovation output of their various customers. Some European RTOs have started to introduce new instruments for measuring and managing their intangible assets more explicitly. The paper investigates the general background, a specific model and empirical experiences of an Austrian RTO, which introduced an intellectual capital management system.     

Innovative versus incremental new business services: Different keys for achieving success

In companies where new product development plays an important strategic role, managers necessarily contend with a portfolio of projects that range from high technology, new‐to‐the‐world, innovations to relatively simple improvements, adaptations, line extensions, or imitations of competitive offerings. Recent studies indicate that achieving successful outcomes for projects that differ radically in terms of innovativeness requires that firms adjust their NPD practices in line with the type of new product project they are developing. Based on a large‐scale survey of managers knowledgeable about new product development in their firm, this study focuses on new business‐to‐business service projects in an attempt to gain insights about the influence of product innovativeness on the factors that are linked to new service success and failure. The research results indicate that there are a small number of “global” success factors which appear to govern the outcome of new service ventures, regardless of their degree of newness. These include: ensuring an excellent customer/need fit, involving expert front line personnel in creating the new service and in helping customers appreciate its distinctiveness and benefits, and implementing a formal and planned launch program for the new service offering. Several other factors, however, were found to play a more distinctive role in the outcome of new service ventures, depending on how really new or innovative the new service was. For low innovativeness new business services, the results suggest that managers can enhance performance by: leveraging the firm's unique competencies, experiences and reputation through the introduction of new services that have a strong corporate fit; installing a formal “stage‐gate” new service development system, particularly at the front‐end and during the design stage of the development process; and ensuring that efforts to differentiate services from competitive or past offerings do not lead to high cost or unnecessarily complex service offerings. For new‐to‐the‐world business services, the primary distinguishing feature impacting performance is the corporate culture of the firm: one that encourages entrepreneurship and creativity, and that actively involves senior managers in the role of visionary and mentor for new service development. In addition, good market potential and marketing tactics that offset the intangibility of “really new” service concepts appear to have a positive performance effect.     

Coordination of Design Supply Chains for Bundling Physical and Software Products*

Research on product development management has concentrated on physical products or on software, but not both. This article explores a special new product development (NPD) approach in which the internal development of core physical products is augmented by bundled and largely outsourced software features. We studied a medical device producer that has established a new medical information product group (MIPG) within their NPD organization to create software features that are bundled with their core physical products. The MIPG has conceptualized these software features as multiple software development projects, and then coordinated their realization largely through the use of external software suppliers. This case study centers on the question: how can firms effectively coordinate such product development processes? Our analysis of case evidence and related literature suggests that such product bundling processes, when pursued through design supply chains (DSC), are more complex than is typical for the development of streams of either physical products or software products individually. We observe that DSC coordination transcends the requirements associated with traditional “stage‐gate” NPD processes used for physical product development. Managers in DSC settings face a tension inherent to distributed work: keeping internal and external development efforts separate to exploit the design capabilities within a network of software suppliers, while ensuring effective delivery of a stream of bundled products. Many managers face this coordination tension with little, if any, prior knowledge of how to create a streamlined and effective DSC. Our research indicates that these managers need to make a series of interrelated decisions: the number of suppliers to qualify and include in or exclude from the DSC; the basis for measuring and modifying the scope of the suppliers' work; the need to account for asymmetric cost structures and expertise across the DSC; the mechanisms for synchronizing development work across elements of the DSC; and the approaches for developing skills—both technical and administrative—that project managers need for utilizing in‐house competencies while acquiring and assimilating design know‐how from external development organizations. When managers take a flexible approach toward these decisions based on a modular set of software development projects, they can improve their NPD outcomes through technical and organizational experimentation and adjust their own resource deployment to best utilize the suppliers' capabilities within their DSC.     

Differential Potency of Factors Affecting Innovation Performance in Manufacturing and Services Firms in Australia

Whether or not industrialized nations are experiencing a fundamental shift from a manufacturing- to a service-based economy may be a matter of debate. However, the service sector is clearly growing at an explosive rate, particularly in comparison with manufacturing. With this in mind, we need to better understand how the successful development of new services differs from that of new products. Such understanding requires identifying the critical success factors for new service development (NSD), as well as contrasting them with the factors underlying successful new product development (NPD). Kwaku Atuahene-Gima describes the results of a study comparing the innovation activities of Australian services firms and manufacturers. The study explores managers' perceptions of the factors necessary for successful NSD and NPD. In addition to comparing the differing perceptions of managers of services firms and manufacturers, the study highlights implications of these differences for managers striving for improved NSD. Services and manufacturing firms focus on similar factors for improving innovation performance. However, the relative importance of those factors depends on the type of firm. The critical factor for services—the importance accorded to innovation activity in the firm's human resource strategy—ranks third in importance for manufacturers. Manufacturers focus primarily on product innovation advantage and quality. In contrast, service innovation advantage and quality ranks third in importance for service firms. Surprisingly, technology synergy is found to have a negative effect on new service performance. If a new service is a close fit with a firm's current technologies, competitors will likely be able to quickly imitate the new service. As a result, NSD efforts based on technology synergy will not provide a competitive advantage. Compared to manufacturers, successful service firms must place greater emphasis on the selection, development, and management of employees who work directly with the customer. Through effective self management, these contact personnel shape the quality of the customer relationship. In addition, their close contact and potentially long-term relationships with customers make such employees an important source of new ideas in the firm's NSD process. Such relationships also cast contact personnel in a make-or-break role in the launching of new services.     

The ecology of organizations and the concept of acceptance change

We see in analogy an effective and creatively led organisation as a thriving and successful tree. To understand a'successful tree' we need to study the ecology of the tree—the tree's own fundamental characteristics and how they relate to the total environment. We also need to understand how the tree adapts and renews itself in the continual battle for survival. We see some possible adaptations as being readily accepted by the tree while others as being resisted to the extent that if forced will result in its death. Relating our analogy back to organisations we have developed a system by which senior managements can study the ecology of their own organisations and give priorities to particular courses of adaptive action for survival. We also consider two methods by which managers can assess the acceptability of particular changes in their organisations.     

An integrated multi-depot hub-location vehicle routing model for network planning of parcel service

The paper describes why optimal design of depot and hub transportation networks for parcel service providers makes it necessary to develop a generalized hub location and vehicle routing model (VRM). Analogous problems occur for postal, parcel and piece goods service providers. A generalized hub location and VRM is developed which encompasses the determination of the number, locations of hubs and depots and their assigned service areas as well as the routes between the demand points and consolidation points (depots, hubs). Because this task leads to a very complex transport design problem, a heuristic solution concept has to be developed. The applicability to a case study is demonstrated; the case of completely new system configuration for Austria is considered. Management must simultaneously decide the number, location, service areas and routes from demand points to depots and vice versa (the pickup and delivery structure) as well as the number and locations of hubs and the routes of depot–hub and hub–hub transports (the hub location or line haul structure), The developed management support decision model leads for real cases to a tremendous number of some million binary variables as well as continuous variables and million of constraints.     

制定科学合理的经济指标 提高物资管理质量

阐述了石油物资企业在长期的管理实践中，建立了两个重要的经济指标，即年物资周转率和库存资金定额。这两个指标都是针对物资计划部门建立的，物资周转率指标的设定要求物资企业计划部门必须根据生产动态即时调整物资库存，以加快物资的周转，避免积压；库存资金定额指标的设定则要求计划部门建立合理的物资存储结构。其目的都是减少在保障生产过程中对资金的占用。这两个指标的建立在过去很长的时间内对物资企业在保障生产的运行过程中减少资金占用，保障管理工作质量起到了很好的作用。     

Organizing for solutions: How project-based firms integrate project and service businesses

Project-based firms (PBFs) increasingly provide comprehensive solutions that consist of products, product systems and services. In solution businesses, long-term collaborative relationships between solution providers and customers are essential. However, little is still known about how relationship marketing activities should be integrated across organizational units, particularly at the practical level of delivering individual projects and services belonging to complete solutions. In this study, based on a case study of a project-based firm and four of its system delivery projects, we identify eight micro-level integration mechanisms for integrating the activities of the project and service business units at the level of delivering a single solution. The joint participation of both project and service business units in project and service activities over the life cycle of a single delivered system enhances the management of customer relationships between the units, and ensures the continuity of the customer relationship over the system life cycle. The identified integration mechanisms also help PBFs to integrate services into their core business and overcome the problems arising from the discontinuous nature of project business.     

Managing radical innovation: an overview of emergent strategy issues

Despite differences in definitions, researchers understand that radical innovation within an organization is very different from incremental innovation , and and that it is critical to the long-term success of firms. Unfortunately, research has also shown that it is often difficult to get support for radical projects in large firms [14], where internal cultures and pressures often push efforts toward more low risk, immediate reward, incremental projects. Interestingly, we know considerably less about the effective management of the product development process in the radical than in an incremental context. The purpose of this study is to explore the process of radical new product development from a strategic perspective, and to outline key observations and challenges that managers face as they move these projects to market. The findings presented here represent the results of a longitudinal (since 1995), multidisciplinary study of radical innovation projects. A multiple case study design was used to explore the similarities and differences in management practices applied to twelve radical innovation projects in ten large, established North American firms. The findings are grouped into three high-level strategic themes. The first theme, market scope, discusses the challenges associated with the pursuit of familiar versus unfamiliar markets for radical innovation. The second theme of competency management identifies and discusses strategic challenges that emerge as firms stretch themselves into new and unfamiliar territory. The final theme relates to the people issues that emerge as both individuals and the project teams themselves try to move radical projects forward in organizations that are not necessarily designed to support such uncertainty.A breadth of subtopics emerge within and across this framework relating to such ideas as risk management, product cannibalization, team composition, and the search for a divisional home. Taken together, our observations reinforce the emerging literature that shows that project teams engaging in radical innovation encounter a much different set of challenges than those typically faced by NPD teams engaged in incremental innovation.     

A service design perspective on the stakeholder engagement journey during B2B innovation: Challenges and future research agenda

Innovation in business-to-business (B2B) contexts deals with highly dynamic, complex, and heterogeneous constellations of stakeholders with a diversity of goals, motives, and capabilities that further challenge successful management of B2B innovation processes and outcomes. Complex challenges, such as sustainability and digitization trends, push these B2B firms to embrace new innovation methods that help them manage disruptive change. Service design thinking has emerged as an innovation management practice emphasizing a human-centered innovation process of user interactions, creativity, and learning mindsets. In this article, we aim to evaluate the challenges and develop a research agenda on how service design can effectively enable stakeholders' engagement during the B2B innovation process. We argue that to advance service design opportunities for stakeholder engagement, we need to address the unique complexities and challenges of stakeholder engagement during innovation from a systemic and dynamic process perspective. From a systemic perspective, we zoom in on the building blocks of stakeholder engagement and address multi-level stakeholder engagement platforms (i.e., innovation networks). From a dynamic process perspective, we treat stakeholder engagement as an emerging process and zoom in on the temporal and relational connections and hybrid orchestration to allow for both structural and emerging stakeholder engagement during innovation. We develop a stakeholder engagement journey in which we integrate service and innovation stages and propose how service design activities can support and facilitate the aforementioned challenges and complexities. Finally, we identify concrete research questions and, accordingly, develop a research agenda for future research on stakeholder engagement in B2B innovation trajectories.     

Framing problems in radical innovation

The challenge of managing radical innovation is partly about dealing with higher levels of uncertainty as organisations seek to extend their exploration into new technological and market spaces. Innovation management routines for dealing with this differ from those around incremental innovation — the well-established exploit/explore dilemma. But it can be argued that there is a second challenge associated with radical innovation under conditions of discontinuity — when new elements in the environment need to be brought into the organisation's frame for search, selection and implementation. Under these conditions existing routines fail and otherwise successful incumbents experience significant difficulties. This paper explores the challenge of such radical innovation through the lens of the ways in which innovation activity is framed and contributes to the theme of this Special Issue through discussing barriers and enabling routines associated with the search, selection, and implementation processes within organisations.     

创意设计产业的风险投资评价指标体系研究

近年来,创意设计产业蓬勃发展,逐渐成为风险投资青睐的新兴领域.然而,创意设计产业是典型的高风险投资行业,为了控制风险获取高收益,综合评价项目对于风险投资者而言尤为重要.针对国内外缺少该领域研究的现状,本文简要分析了创意设计产业风险投资项目的特点,并结合层次化分析法(AHP)构造了一套风险投资评价指标体系,对于指导风险投资者进行投资决策具有实用价值和指导意义.     

Analytical techniques for focussing software research

For all the advances in the management of software research and development over the last few years, it is never easy to ensure that complex programmes of research are efficiently directed and assessed. There are a number of inherent difficulties that contribute to this, for instance—the complexity of modern technology, the abstract nature of research and the need to work in an area which is, by definition, largely unexplored. This paper discusses two techniques aimed at easing the evaluation of complex projects. Both techniques are designed to ensure that critical decisions and their dependencies are explicitly addressed. The effectiveness of the techniques is illustrated by their application to research in software engineering.     

Breakeven Time on New Product Launches: An Investigation of the Drivers and Impact on Firm Performance

The ability to break even faster on new product projects is becoming increasingly critical for firms in fast‐moving industries where continually reinvesting in research and development efforts matters greatly for survival. However, most research to date has focused on studying the impact of two primary innovation outcomes: sales and profits. The exclusive emphasis on sales and profit may be warranted for certain types of goods such as durable goods, but when examining the effects of new products in fast‐moving consumer goods or in the entrepreneurial sphere, where cash to cash matters greatly for survival, it is critical for both researchers and practitioners to not only consider the profits and sales generated by the new product but also the time to breakeven. This paper develops a theoretical framework using the competency‐based literature to examine the effects of innovation drivers (customer idea source, speed to market, product quality, and product newness) on breakeven time (BET) and project profits, and their subsequent impact on firm performance. A three‐stage least square estimation method was employed using longitudinal data on 945 new product development projects and launches in the morning (breakfast) foods category. The results clearly pinpoint that for successful product innovation, managers need to consider the time taken to breakeven on new product development. Specifically, the results demonstrate that speed to market and product quality shorten BET, but customer idea source extends BET. Second, the analysis also empirically demonstrates that BET is an equally effective predictor of firm performance as project profits in the short run, but significantly a stronger predictor of firm performance in the long run (t + four years), suggesting that BET should be regarded as a superior leading indicator of firm performance versus product profitability for fast‐moving consumer goods segment. This is an important finding that suggests firms that recoup their cash investments more quickly experience greater short‐term and significantly more long‐term success.     

Customer solutions in the capital goods industry: Examining the impact of the buying center

Based on in-depth interviews with customers, this study explores the customers' view of relevant solution criteria in the capital goods industry. Our research examines (1) whether the initial four-process conceptualization of customer solutions also holds for this industry, or whether it has to be extended and (2) which criteria of the customer solution matter the most for each member of the buying center. This study reveals that customers purchasing solutions in the capital goods industry expect the provider to be excellent in terms of six customer/supplier relational processes, namely (1) customer requirements definition, (2) customization and integration of goods and/or services, (3) their deployment, (4) post-deployment support, (5) signaling activities, and (6) inter-process management. Moreover, we found that the relevance of these processes differs across the most important members of the buying center (users, buyers, and deciders) due to their specific organizational function.     

Ambiguous workarounds in policy piloting in the NHS: Tensions,trade‐offs and legacies of organisational change projects

Pilot projects are increasingly used as a mechanism to enact organisational change, particularly government policy. Information technology's centrality to organisations often makes it key to the introduction of new processes. However, it can give rise to workarounds as employees circumvent impediments it presents by rejecting its prescribed use. Workarounds tend to be conceptualised dichotomously, as either ‘good’ problem solving, or ‘bad’ subversion of the technology. In pilot projects, workarounds are more ambiguous because those that support projects' successful completion in the short‐term may undermine day to day operations longer term. We draw on interview data from a policy pilot in general practice in the National Health Service in England aimed at extending access to care. We problematise the dichotomous conceptualisation of workarounds, finding they can be simultaneously supportive and undermining of policy pilots. Workarounds thereby become political, as employees are required to trade‐off consequences for themselves and the wider organisation.