A study of the purchasing management system with respect to total quality management

One of the key elements of a total quality management (TQM) policy is the assurance of an adequate supply of materials and components. The objective of this paper is twofold. Firstly, it analyses the relationship between different purchasing system variables and supplier quality assurance practices. Secondly, it explores both the connections between supplier quality assurance practices and other quality assurance practices used for internal processes, and examines the relationship of such practices with supply operational results. Different hypotheses are tested using data obtained from a sample of 152 Spanish automotive component suppliers. This data show clear evidence of the importance of product, supplier and company characteristics and highlights the importance of a company-wide commitment to the application of quality assurance principles.     

Learning: The interface of quality management and strategic alliances

In this paper, we investigate the practice of quality management in strategic alliances. By employing a relational view of inter-organizational competitive advantage, the paper addresses the concept of quality management in strategic alliances and networks. We argue that institutional/network relationships influence the practice of quality within a network. In that regard, firms that have adopted quality management practices are more effective in managing and coordinating their interactions with other firms in the network, which results in their enhanced learning capability within the alliance.The proposed framework recognizes the role of trust and cooperative learning as critical factors that affect the success of strategic alliances. It has been argued that firms within an alliance need to achieve the paradox of control and learning. We examine the role of trust as a control mechanism in strategic alliances and address the importance of cooperative learning within alliances. Several hypotheses have been proposed and future research has been outlined.     

(Non‐)Participation in deliberation at work: a case study of online participative decision‐making

Social media are implemented by organisations to enhance productivity and knowledge sharing among employees, but they can also support group deliberation and employee voice. This paper presents a case study of an online deliberation initiative involving the discussion of a contentious internal policy within an organisation of around 550 knowledge workers. The deliberation process lasted 5 weeks and actively involved 167 employees. Different sources of information (user interaction logs, activity patterns, questionnaire responses) were analysed to investigate the impact of participation, or non‐participation, on the level of satisfaction with the deliberation, and on the understanding of the issue discussed. The findings suggest that (1) interest is a driver for participation, but it does not explain active participation, (2) participation, either active or passive, positively influences the understanding of the issue and (3) satisfaction with the outcome is not related to participation, but it may support participation in future initiatives.     

The implementation of customer profitability analysis: A case study

By using customer profitability analysis (CPA), firms can determine the profit contribution of customer segments and/or individual customers. This article presents an approach for the implementation of CPA. The implementation process is illustrated using a case study of a firm producing and selling professional cleaning products. The case study highlights specific issues related to CPA in an industrial setting, and the results provide examples of the possible benefits of implementing a process of regular CPA.     

Response bias in the measurement of salesperson orientations: The role of impression management

Impression management has long been recognized as a form of response distortion in the self-reported attributes and attitudes of salespersons and job applicants. In this study we examine whether measures of salesperson orientations may be susceptible to this self-enhancing response bias. Salesperson orientations examined include customer and selling orientations, and sales learning and performance orientations. Characteristics of these response biases include extreme responses to job desirable items, low construct reliability, low predictive validity, and a factor structure in which job-desirable items form a common factor. The analysis of a survey of pharmaceutical salespersons suggests self-enhancing responding may be a problem in the measurement of salesperson orientations. We identify steps that firms and researchers can take to identify self-enhancing responses.     

Top management team nationality diversity and firm performance: A multilevel study

This research reexamines the equivocal relationship between top management team (TMT) diversity and firm performance. Combining upper echelons theory with insights from institutional theory, we establish a new, timely dimension of TMT diversity—nationality diversity—and develop an integrated multilevel framework explaining how its performance implications vary across contextual settings. We find that nationality diversity is positively related to performance; and this effect is stronger in (a) longer tenured teams, (b) highly internationalized firms, and (c) munificent environments. More generally, our research demonstrates that the consequences of TMT diversity depend on the (1) specific attributes of diversity being considered and (2) firm and industry conditions under which strategic decisions take place. Copyright © 2012 John Wiley & Sons, Ltd.     

Innovation patterns and policy implications of ADSL penetration in Korea: A case study

Korea has been leading the world in broadband Internet access services since 1999. Based on an in-depth case analysis of the penetration of asymmetric digital subscriber line (ADSL) in Korea, the present study explores the patterns of decision making and interactions among key innovation actors, such as the government, Internet service providers, equipment providers, and content providers, using a conceptual framework wherein models of innovation systems and decision making under uncertainty are combined. The results revealed that the Korean government played a pivotal role in the creation of the ADSL-based Internet service market by providing a strong vision for this emerging service, building a coalition among various key actors, and stimulating initial market needs and supply of necessary equipment during the early period of higher uncertainty. As the level of uncertainty decreased with market evolution, however, the role of industrial actors and their market competition became more important to the rapid growth of the ADSL market. Based on these findings, policy and managerial implications are proposed.     

Problem solving in the upgrading of product offerings — A case study from the steel industry

This paper deals with the efforts of suppliers to upgrade their offerings — from standardized products to more advanced and customized solutions. Upgrading requires what has been identified in product development research as ‘problem-solving’ ability on the part of the supplier. The purpose of the paper is to explore the role of problem solving in the three phases of the upgrading process identified in the analytical framework: evaluation, transition, and post-implementation.Owing to the exploratory nature of this research a case study approach is used, describing and analyzing the implementation of two upgraded offerings of a steel company. The study illuminates the problems associated with such changes attributable to interdependences in the customer's current resource set up. The problem-solving ability of the supplier is a key capability in these efforts, also involving resource contributions from the buyer and other network actors.     

Top manager and network effects on the adoption of innovative management practices: a study of TQM in a public hospital system

This paper reports findings from a study that combined two theoretical perspectives—top manager and network/institutional—to examine the factors influencing organizations to adopt innovative management practices. The study setting was a system of public hospitals and the innovation was Total Quality Management (TQM). Study results indicate that both top manager and network/institutional factors are important determinants of whether and when organizations adopt innovations. However, as predicted, the relative importance of these two sets of factors appears to change as an innovation becomes more widely diffused. Copyright © 2001 John Wiley & Sons, Ltd.     

Making sense of network dynamics through network pictures: A longitudinal case study

There have been a number of attempts to describe and analyse networks and company positions in them and to help companies to manage or change their “network position” [ [H?kansson & Snehota, 1995] and [Ford et al., 2003]]. But most of these have confined their attention to a particular point in time or have looked at network evolution over a restricted time period, such as Lundgren (1995) [Lundgren, A. (1995) Technological Innovation and Network Evolution. Routledge, London and New York.] and Andersson (1996) [Andersson, Per (1996), The emergence and change of Pharmacia Biotech 1959-1995. The power of the slow flow and the drama of great events, doctoral thesis, Stockholm School of Economics, Stockholm.]. This paper is based on the idea that insights into the dynamics and evolution of networks and companies may be found by taking a longer term perspective. It uses historical documents and correspondence to examine the evolution of a network and of a single company within it over a period of close to a century. The paper highlights the fact that networks and networking are not modern inventions, but are intrinsic to the nature of business activity. The case study also provides illustration of a number of network phenomena, such as network position, networking and the paradoxes that are endemic in networks. Finally, the paper concludes with some lessons that may be drawn from the case for successful management in a network.     

A comparative analysis of new product development by Italian and Japanese manufacturing companies: A case study

Based on survey data from Italian and Japanese companies, six measurement scales are developed for practices, process, strategic guide, and capabilities for new product development as potential determinants of its financial performance, that is, attainment of profit goals and revenue goals. By employing a regression model with a country dummy variable, the differential determinants of financial goals attainment between Italian and Japanese samples are estimated. A significant difference can be found in the impact of new product development capabilities on profit goals attainment only. Then, we evaluate the level of improvement in explanatory power by dividing the pooled sample into two and enabling regression coefficients to take different values, and find no evidences of the significant improvement. Technology and marketing capabilities concerning new product development are demonstrated to be overwhelmingly important to financial performance.     

Top management team functional diversity and organizational innovation in China: The moderating effects of environment

While conflicts (cognitive and affective) have been considered as important process variables to better understand the mixed findings on the relationship between top management team functional diversity and organizational innovation, such an input‐process‐outcome model is still incomplete without considering the environmental factors. This study was formulated to assess the importance of both competitive and institutional environments in moderating such upper echelon effects within a transition economy. The chief executive officers and chief technology officers of 122 Chinese firms were surveyed and both competitive uncertainty and institutional support were found to shape top management team decision making processes and their outcomes. Copyright © 2012 John Wiley & Sons, Ltd.     

Sales trainer roles, competencies, skills, and behaviors: A case study

Numerous studies have examined different issues related to evaluating the effectiveness of sales training programs. Limited needs assessment, lack of training objectives, no alignment between training objectives and corporate goals, and sales training content, are all potential factors that can influence the effectiveness of training programs. Yet, little attention has been paid to the role of a central actor in the training process — the sales trainer. The evaluation of sales training programs is incomplete without taking into consideration the qualifications of the trainer. Through a case study, this paper suggests there are 8 roles that are associated with the sales trainer position. To effectively execute these roles, this exploratory investigation identified 18 related skills that are grouped into 5 competencies. Recommendations are offered regarding the relevance of this research for practitioners and suggestions are provided for future research in this area.     

Suppliers' roles in category management: A study of supplier–retailer relationships in Finland and Sweden

The purpose of this paper is to analyze suppliers' roles in category management (CM) in the context of Finnish and Swedish supplier–retailer relationships. Using data from a survey of a sample of Finnish and Swedish suppliers, the study shows that the concept of CM is well known among both Finnish and Swedish suppliers, and that most of them have experience of CM as a key operational business process. The study also shows that, in general, larger suppliers in both Finland and Sweden have a relatively strong role in CM collaboration, whereas smaller suppliers (especially in Finland) are more likely to have a lesser role in CM collaboration. Suppliers with a strong role in CM collaboration are generally more capable of influencing individual CM tactics than suppliers with an equal role to competitors or those with no role (both in Finland and in Sweden). The study also finds that the effects of CM are perceived more positively among suppliers who have influence in decision-making regarding CM collaboration than among those who have no role in such decision-making. However, the opinions of suppliers who have no role in CM collaboration are neutral, rather than being especially negative. Qualitative studies, including face-to-face discussions with managers representing manufacturers who are more or less excluded from CM collaboration, might provide a more thorough understanding of CM from their perspective.     

Factors affecting ICT adoption among rural users: A case study of ICT Center in Iran

Rural ICT centers are the initiative of the third millennium and widen the accessibility horizons of information and Communication Technology among disadvantaged groups of societies, and play a significant role in rural development processes. Adoption of new technology in rural Iran has been the main challenge and focal point of all agricultural extension activities since the modernization era of the 1950s. Consequently the rapidly growing gap between urban and rural economy has reinforced the critical role of ICT in creating an equal society. Identifying the factors which foster adoption of ICT is among the important challenges of alleviating digital divide. ICT centers attract different groups within rural communities and create a forum for unprivileged rural settlers to learn about and to use computer and internet. This paper attempts to identify the factors influencing the adoption of ICT in rural Gharn Abad's ICT center of Golestan Province. The sample included 218 individuals, who were selected by stratified random sampling method. Survey method was used, and data was analyzed by correlation as well as multiple regression techniques. Based on the results, the existence of ICT center itself, with various funding sources, reinforced the adoption regardless of the users' economic status. At the same time, the other factors such as individual, social, the households' informative & communicative, as well as the innovation related factors were found influential. This case study could be used as a sample for planning, establishing, and developing the ICT centers in the other similar situations.     

Improving global spare parts distribution chain performance through part categorization: A case study

Spare parts inventory management is a complex problem and in most cases part categorization is needed to create a manageable number of control groups to focus management efforts more effectively. Usually multi-dimensional or multi-criteria classifications are used, and there are several examples of classification schemes available in the literature. The complexity increases even more when taking into consideration that a distribution chain consists of many parties. Thus, in addition to internal inventory control factors, external factors such as supplier performance, customer behavior and related demand patterns affect the controllability of the various parts.In the paper we try to expand existing classification schemes that cover only one part of the supply chain into a decision tool covering three sides of the chain: the company's distribution center with its internal processes, supplier with supply processes and customer with demand processes. The complexity that is created by the expanded view is reduced by considering two separate links: demand link and supply link. At first the links are analyzed separately considering the most relevant factors of each one and afterwards they are combined into a categorization matrix to classify the parts.The categorization scheme is tested in a large international company for improving its spare parts distribution chain performance. In the case company's demand link, part value and demand variability were used as the factors to create seven categories. In supply link, three categories are created by using availability risk of the material as the categorizing factor. The spare parts distribution chain performance is analyzed with service performance and stock-out cost key performance indicators before and after improvement actions. Finally, it is discussed how widely the insights from the case experience can be generalized towards developing a generic management tool for such a complex situation.     

A current research information system for the management of agricultural research

Abstract
A generalized current research information and costing system for management of an agricultural research programme is described by reference to the Agricultural Research Current Information System (ARCIS) of the Agricultural and Food Research Council of the United Kingdom.     

National information security policy and its implementation: A case study in Taiwan

Cyberspace is no longer safe. From business organizations to countries, the requirements of information security and assurance have become one of the most important functions to ensure continued operations. The goal of this study is twofold. First, we introduce the information security policy of the Taiwanese government and its current status. Then we present a successful example of governmental institute that self-adopted the information security management system (ISMS), British Standard 7799 (ISO27001). The results of this research indicate that past successful experiences, availability of documents, cost constraints, organization learning and organizational culture are important motivations of self-implementation of ISMS. Past experience of other standards, level of documentation and standardization, degree of understanding the clauses, procedures of risk management, top management support, culture of organization, existing auditing infrastructure, awareness of information security, education and compatibility with the existing procedures are the key factors of successful self-implementation of ISMS.     

Lead time reduction through ICT application in the footwear industry: A case study

This paper analyses some relevant supply chain management issues for Italian firms operating in the footwear industry. The analysis is carried out on representative firms, located in a specialized regional district with a high density of shoe manufacturing companies. Companies were experiencing substantial problems in the management of supplier relationships, as well as in the commercial/distributive channel. Specifically, synchronization issues in the logistics pipeline were weakening firms’ lead time performances.The case study presented strives to highlight the critical points in the set up of the supply chain management programme, as well as the main results obtained. The case study also shows that the adoption of tailored Information and Communication Technology (ICT) tools has the potential to save significant lead time in supplier/buyer relationships. From the case study, generalities can be drawn and transferred to the footwear industry.     

Communication between R&D and its customers — a study of BT Laboratories

Aspects of communications between people working in R&D laboratories and their customers in the operating divisions of a company have been analysed, based on a series of in-depth interviews with people working in British Telecommunications plc (BT) Laboratories. Formal and informal communication channels interact to some extent, and their use is affected substantially by the type of customer for a particular project. Senior managers use informal networks to a greater extent than managers at lower levels, and are more likely to communicate about process rather than project matters.