Beyond the Marriage Metaphor: A New Product Development Framework for Key Account Management

2014 ◽  
pp. 24-24
Author(s):  
Leff Bonney ◽  
Brian C. Williams
Keyword(s):  
Product Development ◽  
New Product Development ◽  
New Product ◽  
Key Account Management ◽  
Account Management ◽  
Development Framework ◽  
Key Account ◽  
Marriage Metaphor

scholarly journals The dark side of effectuation in a key account management relationship

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Phillip McGowan ◽  
Chris Simms ◽  
David Pickernell ◽  
Konstantios Zisakis
Keyword(s):  
Product Development ◽  
New Product Development ◽  
New Product ◽  
Dark Side ◽  
Key Account Management ◽  
Supplier Relationships ◽  
Content Type ◽  
Account Management ◽  
Key Account

Purpose The purpose of this paper is to consider the impact of effectuation when used by small suppliers within key account management (KAM) relationships. Design/methodology/approach An exploratory longitudinal case study approach was used to examine a single small supplier operating in the snack foods sector of the UK foods industry, as it entered into a new KAM relationship with a major retailer and undertook four new product development projects. Findings Findings suggest effectuation may positively moderate the ability of a small supplier to enter into a KAM relationship by enabling it to obtain resources and limit risk. However, once within the relationship, the use of effectuation may negatively impact success by increasing the potential for failure to co-create new product development, leading to sub-optimal products, impacting buyer confidence and trust. Furthermore, a failed KAM relationship may impact other customers through attempts to recover revenues by selling these products, which may promote short-term success but, in the long-term, lead to cascading sales failure. Research limitations/implications It cannot be claimed that the findings of just one case study represent all small suppliers or KAM relationships. Furthermore, the case presented specifically concerns buyer-supplier relationships within the food sector. Practical implications This study appears to suggest caution be exercised when applying effectuation to enter into a KAM relationship, as reliance on effectual means to garner required resources may lead to the production of sub-optimal products, which are rejected by the customer. Additionally, a large customer considering entering into a KAM relationship with a small supplier should take care to ensure their chosen partner has all resources needed to successfully deliver as required or be prepared to provide sufficient support to avoid the production of sub-optimal products. Originality/value Findings suggest the use of effectuation within a KAM relationship has the potential to develop a dark side within business-to-business buyer-supplier relationships through unintentional breaches of trust by the selling party.

scholarly journals Organizational issues for integration of high-technology in new product development: framework proposal and case studies in Brazilian companies

Innovation ◽  
2015 ◽  
Vol 17 (2) ◽  
pp. 217-231 ◽  
Author(s):  
Daniel Jugend ◽  
Sérgio Luis da Silva ◽  
Pedro Carlos Oprime ◽  
Márcio Lopes Pimenta
Keyword(s):  
Product Development ◽  
Case Studies ◽  
New Product Development ◽  
High Technology ◽  
New Product ◽  
Organizational Issues ◽  
Development Framework

scholarly journals USING CROWDFUNDING AS PART OF THE PRODUCT DEVELOPMENT PROCESS

2020 ◽  
Vol 1 ◽  
pp. 1245-1254
Author(s):  
H. Forbes ◽  
J. Han ◽  
D. Schaefer
Keyword(s):  
Product Development ◽  
New Product Development ◽  
Development Process ◽  
New Products ◽  
New Product ◽  
Business Case ◽  
Product Development Process ◽  
General Electric ◽  
Large Group ◽  
Development Framework

AbstractCrowdfunding is the process of taking a project in need of investment and asking a large group of people to supply the investment. It allows organisations to sell their product before production, reducing the risk of new product development. Organisations such as Tesla and General Electric have used crowdfunding successfully but crowdfunding is yet to be explored as part of a formalised product development framework. This paper includes the business case for commercialising new products with crowdfunding and presents crowdfunding as part of a product development and commercialisation framework.

PROJECT RISK MANAGEMENT FOR NEW PRODUCT DEVELOPMENT

2013 ◽  
Author(s):  
Dundusid Porananond ◽  
◽  
Natcha Thawesaengskulthai ◽  
Keyword(s):  
Risk Management ◽  
Product Development ◽  
New Product Development ◽  
New Product ◽  
Project Risk Management ◽  
Project Risk
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