The Customer — an Untapped Source of Innovation. Developing a Customer Integration Network in HP

2007 ◽  
pp. 59-76 ◽  
Author(s):  
Grzegorz Gurgul ◽  
Ellen Enkel ◽  
Maria Rumyantseva ◽  
Claudia Ulrich
Keyword(s):  
Customer Integration

Too much is not always good: the inverted U-shaped link between green customer integration and opportunistic behavior

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Haiqing Shi ◽  
Taiwen Feng ◽  
Zhiyi Li
Keyword(s):  
Social Exchange ◽  
Social Exchange Theory ◽  
Transaction Cost Economics ◽  
Hierarchical Regression ◽  
Opportunistic Behavior ◽  
Moderating Effects ◽  
Customer Integration ◽  
Content Type ◽  
Relational Norms ◽  
Managerial Implications

PurposeThe purpose of this study is to explore the inverted U-shaped relationship between green customer integration (GCI) and opportunistic behavior, as well as the moderating effects of contractual control and relational norms.Design/methodology/approachThe authors conducted hierarchical regression analysis using two-waved data from 206 Chinese manufacturing firms to test hypotheses.FindingsThe authors found that GCI has an inverted U-shaped effect on opportunistic behavior. Furthermore, both contractual control and relational norms negatively moderate the inverted U-shaped relationship between GCI and opportunistic behavior.Originality/valueThis study uncovers an inverted U-shaped link between GCI and opportunistic behavior by combining transaction cost economics and social exchange theory. Furthermore, this study reveals contractual control and relational norms can be deemed as two boundary conditions affecting the inverted U-shaped GCI–opportunistic behavior relationship. This study also offers managerial implications for firms curbing opportunistic behavior that may result from GCI.

scholarly journals Exploring Strategies for Capturing Customer's Tacit Knowledge in Customer Integration Methods

2016 ◽  
Vol 12 (2) ◽  
pp. 1-19 ◽  
Author(s):  
Ulrich Bretschneider ◽  
Shkodran Zogaj
Keyword(s):  
Tacit Knowledge ◽  
New Product Development ◽  
New Product ◽  
Product Knowledge ◽  
Integration Methods ◽  
Customer Integration ◽  
Transfer Processes ◽  
Lead User ◽  
Tacit Knowledge Transfer ◽  
Key Resources

In many instances, customers are seen as one of the key resources for new product development (NPD), as they often have deep product knowledge, either in the form of explcit or tacit knowledge. Firms' NPD departments are highly interested in internalizing these forms of customer knowledge with the help of customer integration methods, such as Ideas Competitions, Lead-User-Workshops etc. However, research analyzing how these methods enable transfer of customer's tacit knowledge – which can hardly be expressed – has been neglected. Thus, scholars are constantly calling for research that focuses on understanding the tacit knowledge transfer processes by means of customer integration methods. This research identifies a total of 15 methods with the help of a systematic literature review. By then systematically analyzing these methods, authors found that six of these methods make use of two major strategies to internalise customer's tacit knowledge: Story Telling-Strategy and Observing Customer Activities-Strategy. The rest of these methods do not allow for capturing customer's tacit knowledge at all. Based on these insights, authors derived valuable implications for NPD practice on how each of these methods can leverage tacit knowledge from customers more efficiently.

The bright and dark sides of green customer integration (GCI): evidence from Chinese manufacturers

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Taiwen Feng ◽  
Hongyan Sheng ◽  
Minghui Li
Keyword(s):  
Financial Performance ◽  
Information Sharing ◽  
Positive Impact ◽  
Resource Dependence Theory ◽  
Dark Side ◽  
Opportunistic Behavior ◽  
Moderating Effects ◽  
Customer Integration ◽  
Content Type ◽  
The Impact

PurposeBased on resource dependence theory and transaction cost economics this study explores how green customer integration (GCI) affects financial performance via information sharing and opportunistic behavior, and the moderating effects of dependence and trust.Design/methodology/approachThis study develops a theoretical model and tests it using data from two-waved survey data of 206 Chinese manufacturers. The hypotheses were tested using hierarchical linear regression analysis.FindingsThe results show that GCI has a significant and positive impact on information sharing, but its impact on opportunistic behavior is insignificant. Notably, information sharing has a significant and positive impact on financial performance, while opportunistic behavior has an insignificant impact on financial performance. In addition, dependence negatively moderates the impact of GCI on information sharing and positively moderates the impact of GCI on opportunistic behavior. Trust negatively moderates the impact of GCI on opportunistic behavior.Originality/valueAlthough GCI has received widespread attention, how it affects a firm's performance remains unclear. Most previous studies have focused only on its bright side and ignored its dark side. This study highlights how GCI affects financial performance through information sharing and opportunistic behavior, and the moderating effects of dependence and trust. This enriches the understanding of how and under what conditions GCI affects a firm's performance.

COMPARATIVE META-ANALYTIC EVALUATION OF THE IMPACT OF SUPPLY CHAIN INTEGRATION ON PERFORMANCE: A DETAILED PERSPECTIVE OF MODERATOR AND MEDIATOR ANALYSIS

2021 ◽  
Vol 1 (1) ◽  
pp. 43-69
Author(s):  
Augustine Castro Singine ◽  
Mustafa Cahid Ungan
Keyword(s):  
Supply Chain ◽  
Business Performance ◽  
Meta Analysis ◽  
Mediation Effect ◽  
Customer Integration ◽  
Relational Integration ◽  
Mediator Analysis ◽  
Overall Performance ◽  
And Performance ◽  
The Impact

In an environment with ever changing customers’ needs and intensifying global competition, quality processes and supply chain (SC) are critical for organisational success. To satisfy customers, outsmart competition and improve performance, contemporary organisations are trying to improve on their processes through integrated supply chains. In an attempt to address this question and effectively contribute to this topic, a comparative meta- analytical evaluation along with key moderator and mediator analysis was conducted. In the lens of many theories, SCI from two perspectives; SCID (internal, suppliers, customer integration) with 67 studies and SCIF (information, operational, relational integration) with 25 studies was assessed on overall performance as well as on both operational and business performance. A quantitative meta-analysis based on Hunter and Schmidt (2004) which was performed through Jamovi, revealed the following: The meta-analysis results which were obtained through Jamovi provided significant correlation coefficients for SCID and SCIF respectively (ř = .476, p <.002) and (ř =.508, p <.001). Therefore, indicating that the association between SCID and performance is medium and positive, while that of SCIF and performance is positive and large. This is a clear indication that SCI from the perspective of SCID and SCIF yields different results, with SCIF having a relatively large effect. Moreover, on average SCIF both at aggregate and individual level has a slightly large effect on performance than SCID. Operational performance was the most influenced by SCID and SCIF, although operational and relational integration indicated a significant larger effect on business performance. Thus, individual SCID and SCIF constructs have different effects on business and operational as overall performance. All moderators though with different levels of interactions indicated a significant effect on both SCID and SCIF. Of the three mediators tested, customer integration had a 32% negative effect, SC agility showed an 89.1% full mediation effect with flexibility indicating a 53% significant effect.

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