scholarly journals Value first, then price: the new paradigm of B2B buying and selling

2021 ◽  
Author(s):  
Andreas Hinterhuber ◽  
Todd C. Snelgrove ◽  
Bo-Inge Stensson
Keyword(s):  
Value Creation ◽  
Innovation Management ◽  
Competitive Advantages ◽  
New Paradigm ◽  
Monetary Value ◽  
Industrial Markets ◽  
The Creation ◽  
Management Capabilities ◽  
The Relationship ◽  
Is Value

AbstractMost companies today take an inherently adversarial approach to buying and selling in industrial markets, thereby missing out on opportunities for joint value creation with customers and suppliers. Sales as well as procurement are too obsessed with price and not enough with value. In this paper we present a set of principles that put joint value creation at the centre of the relationship with customers and suppliers. With respect to customers, the value quantification capability is the most important competency of the sales function, i.e. the ability to translate a firm’s competitive advantages into one quantified, monetary value reflecting both qualitative as well as quantitative customer benefits. With respect to suppliers, we call for the creation of new metrics, such as total value of ownership, reflecting innovation, management capabilities, sustainability, and other elements beyond quality, price, and delivery. With value quantification capabilities (sales) and total value of ownership models (procurement) the key element of relationship with both customers and suppliers is value first, then price.

scholarly journals Formation of innovation policy of the enterprise when entering international markets

2021 ◽  
pp. 19-21
Author(s):  
Anastasiia ZAPOROZHSKA ◽  
Vlasta SHVAHIREVA
Keyword(s):  
New Technologies ◽  
Innovation Policy ◽  
Innovation Management ◽  
Current Method ◽  
Innovative Activity ◽  
Financial Policy ◽  
Competitive Advantages ◽  
Innovative Products ◽  
The Creation ◽  
Economic Formation

Innovative processes are the foundation of the current method of management and a means of providing competitive advantages to individual enterprises (firms), industries, regions, countries. Strengthening the innovative orientation of the socio-economic formation of Ukraine seems to be a strategic task of the national financial policy, guidelines for the creation of a competitive state economy. A significant basis for the development of Ukraine’s competitive advantages in the international arena is the innovative activity of industrial production entities. The formation of innovative activities of current enterprises insists on the development of a fresh mechanism of interaction between producers and customers on the basis of coordination of their interests. Creators of innovative ideas and producers of innovative products (services) are obliged to anticipate the need for new goods, to encourage customers to use new technologies and new products in their activities. Therefore, the innovative activity of the enterprise as soon as possible must be used to use an effective tool – innovation management, which involves the use of tools, methods, technologies of management throughout the formation of innovation policy of the enterprise. The current circumstances of highly competitive markets necessitate the renewal and modernization of production technologies, development and production of new competitive products, the application of new approaches to management and organization of production, which can only guarantee investments aimed at innovation. Thus, the object of scientific research in the area of management of innovation investment processes is to identify more flexible opportunities for mobilization of financial resources and improve the mechanism of their direction to innovative development. Since the creation of innovation policy of the enterprise must focus on the market and the consumer, market research should be conducted, which should be preceded by a thorough study of the innovative product.

Markets and the creation of competitive advantages in companies according to an internal marketing orientation

2021 ◽  
Vol 8 (10) ◽  
pp. 93-107
Author(s):  
Fouzi Tahar Abderzag ◽  
Keyword(s):  
Financial Performance ◽  
Competitive Advantage ◽  
Current Literature ◽  
Internal Marketing ◽  
Competitive Advantages ◽  
Continuous Growth ◽  
Marketing Orientation ◽  
The Creation ◽  
The Relationship ◽  
A Company

The objective of this study was is to examine the relationship between internal marketing orientation and the creation of competitive advantages and determine whether this is useful in light of the continuous growth in competition. For modern companies, competitive advantage has become a necessary and inevitable prerequisite for their continued survival in the market. Internal marketing policies, which are an element of modern marketing, have, therefore, become a pillar for building and sustaining competitive advantages. However, there is insufficient focus on strategic internal marketing and its impact on a firm’s competitiveness. Indeed, nuanced insights suggest that the competitive advantage of a company can actively increase its financial performance by maintaining and increasing its market share and distinguishing it from its competitors, which is especially useful during highly competitive periods. Finally, this research uses an updated approach to build on the current literature and provide managers with insights into the drivers and outcomes of strategic internal marketing. These insights about internal-marketing-driven competitive advantages suggest that internal marketing can help companies achieve diversification and stability.

Appropriation of Value from Competitive Advantages

2017 ◽  
Author(s):  
Andy El-Zayaty ◽  
Russell Coff
Keyword(s):  
Human Capital ◽  
Strategic Management ◽  
Competitive Advantage ◽  
Value Creation ◽  
Bargaining Power ◽  
Competitive Advantages ◽  
Firm Level ◽  
Resource Based View ◽  
Strategic Human Capital ◽  
The Creation

Many discussions of the creation and appropriation of value stop at the firm level. Imperfections in the market allow for a firm to gain competitive advantage, thereby appropriating rents from the market. What has often been overlooked is the continued process of appropriation within firms by parties ranging from shareholders to managers to employees. Porter’s “five forces” model and the resource-based view of the firm laid out the determinants of value creation at the firm level, but it was left to others to explore the onward distribution of that value. Many strategic management and strategic human capital scholars have explored the manner in which employees and managers use their bargaining power vis-à-vis the firm to appropriate value—sometimes in a manner that may not align with the interests of shareholders. In addition, cooperative game theorists provided unique insights into the way in which parties divide firm surplus among each other. Ultimately, the creation of value is merely the beginning of a complex, multiparty process of bargaining and competition for the rights to claim rents.

Designing a business unit and creating the first ever responsive kitchen

2019 ◽  
Vol 2 (1) ◽  
Author(s):  
Paolo FESTA ◽  
Tommaso CORA ◽  
Lucilla FAZIO
Keyword(s):  
Value Creation ◽  
Product Innovation ◽  
Research Laboratory ◽  
Direct Relationship ◽  
Multidisciplinary Approach ◽  
Design Thinking ◽  
Business Unit ◽  
Qualitative And Quantitative Analysis ◽  
Qualitative And Quantitative ◽  
The Relationship

Is it possible to transform stone into a technological and innovative device? The meeting with one of the main stone transformers in Europe produced the intention of a disruptive operation that could affect the strategy of the whole company. A contagious singularity. By intertwining LEAN methodologies and the human-centric approach of design thinking, we mapped the value creation in the company activating a dialogue with the workers and the management, listening to people, asking for ambitions, discovering problems and the potential of production. This qualitative and quantitative analysis conducted with a multidisciplinary approach by designers, architects and marketing strategists allowed us to define a new method. We used it to design a platform that could let all the players express their potential to the maximum. This is how the group's research laboratory was born, with the aim of promoting the relationship between humans and stone through product innovation. With this goal, we coordinated the new team, developing technologies that would allow creating a more direct relationship between man and surface, making the stone reactive. The result was the first responsive kitchen ever.

The Agreement of Uncontroversial Evidence and the Presumption of Innocence: An Insoluble Dilemma?

2002 ◽  
Vol 6 (1) ◽  
pp. 25-45 ◽  
Author(s):  
Peter Duff
Keyword(s):  
Criminal Justice ◽  
Criminal Trial ◽  
Presumption Of Innocence ◽  
Justice Process ◽  
Criminal Justice Process ◽  
The Creation ◽  
The Relationship

On 1 April 1996, a rather odd provision was introduced into the Scottish criminal justice process, namely a duty on both prosecution and defence to try to agree uncontroversial evidence in advance of criminal trial.1 As far as the writer is aware, such a provision is unique, although the philosophy underlying its introduction is not totally alien to inquisitorial systems of criminal justice.2 What is particularly peculiar about this duty is that there is no sanction for a failure, however unreasonable, to agree uncontroversial evidence.3 The lack of a sanction resulted from a concern that the creation of any penalty would impinge unjustifiably upon the rights of the accused. The intention in this article is to explore in detail the relationship between the duty to agree uncontroversial evidence and the position of the accused, and to suggest that the imposition of a sanction for a breach of this duty is not as problematic as was thought by those responsible for the legislation.

Kajian Sosiologis Terhadap Tema Lakon ‘Domba-domba Revolusi’ Karya Bambang Soelarto

Panggung ◽  
2014 ◽  
Vol 24 (1) ◽  
Author(s):  
Nur Sahid
Keyword(s):  
Sociological Theory ◽  
Essential Element ◽  
Literary Work ◽  
The Political ◽  
Basic Principles ◽  
Historical Figures ◽  
Sociology Of Art ◽  
The Creation ◽  
Relationship Of ◽  
The Relationship

ABSTRACTRevolutionary struggle in order to compete for the independence of Indonesia has been a source of inspiration Indonesian artists, including Bambang Soelarto who wrote drama Domba-domba Re- volusi (DDR). DDR studied drama is quite interesting because it tries to criticize the freedom fight- ers. This study aims to: first to know the theme and the problem plays DDR; second to determine the relationship of the socio - historical struggle in 1948 with the sociological elements of drama DDR themes and issues. This study uses sociological theory of art. The basic principles of the sociology of art is the fact that the creation of works of art influenced by the historical social conditions where the work was created. Research using content analysis of Krippendorf, the methods used to examine the symbolic phenomena with the aim to explore and express the observed phenomenon which is the content, meaning, and an essential element of the literary work. Based results of this research is that Bambang Soelarto as the author tries to capture di?erence between fighters during the struggle for the political aspirations for 1948 are expressed in a work of drama. Historical events inspired the creation of drama DDR. Soelarto want to respond to the political aspirations of the di?erence between historical figures and wanted to provide an assessment and outlook through DDR.Keywords: themes, drama, sociology of art, social historical ABSTRAKRevolusi perjuangan dalam rangka memperebutkan kemerdekaan Indonesia telah men- jadi sumber inspirasi para seniman Indonesia, termasuk Bambang Soelarto yang menulis drama Domba-domba Revolusi (DDR). Drama DDR cukup menarik diteliti karena mencoba mengkritisi para pejuang kemerdekaan. Penelitian ini bertujuan untuk: pertama, mengeta- hui tema dan permasalah drama DDR; kedua, mengetahui hubungan kondisi sosio-histo- ris perjuangan pada tahun 1948 dengan unsur-unsur sosiologis terimplisir pada unsur tema dan masalah drama DDR. Penelitian ini menggunakan teori sosiologi seni. Prinsip dasar dari sosiologi seni adalah adanya fakta bahwa penciptaan karya seni dipengaruhi oleh kon- disi sosial historis tempat karya itu diciptakan. Penelitian ini menggunakan metode con- tent analysis dari Krippendorf, yakni metode yang dipergunakan untuk meneliti fenome- na-fenomena simbolik dengan tujuan untuk menggali dan mengungkapkan fenomena yang teramati yang merupakan isi, makna, dan unsur esensial karya sastra. Berdasarkan hasil penelitian dapat diketahui bahwa Bambang Soelarto sebagai penulis mencoba un- tuk menangkap perbedaan antara pejuang aspirasi politik selama perjuangan tahun 1948 untuk diekspresikan dalam sebuah karya drama. Peristiwa sejarah mengilhami penciptaan drama DDR. Soelarto ingin menanggapi aspirasi politik perbedaan antara tokoh-tokoh se- jarah dan ingin memberikan penilaian dan pandangan pandangannnya melalui DDR.Kata kunci: tema, drama, sosiologi seni, sosial historis

Imagery and Metaphorical Space of the Term in the Language of Scientific Texts by V. Vinogradov

2018 ◽  
Vol 79 (9) ◽  
pp. 61-66
Author(s):  
N. V. Khalikovа
Keyword(s):  
Historical Context ◽  
Semantic Structure ◽  
Scientific Thinking ◽  
Scientific Texts ◽  
Basic Term ◽  
Pragmatic Information ◽  
The Creation ◽  
The Relationship

The article considers the functions of the system of verbal imagery’s in the creation of the scientific style of V.V. Vinogradov. The figurativeness of basic, background and metaphorical terms is described. The semantic structure of the image of the basic term «style» is analyzed, figurative paradigms of the concepts Language, Speech and Style are revealed. The article shows the relationship between scientific thinking and metaphorical style, the role of sustainable cognitive metaphors in the creation, storage and transfer of pragmatic information and the creation of a cultural and historical context.

KEUNTUNGAN DAN RISIKO USAHA MINI PURSE SEINE DI DESA SATHEAN

2017 ◽  
Vol 1 (2) ◽  
pp. 49-57
Author(s):  
Frischilla Pentury ◽  
Eygner Gerald Talakua ◽  
Tati Ngangun
Keyword(s):  
Business Owners ◽  
Purse Seine ◽  
Primary Data ◽  
Business Risk ◽  
New Paradigm ◽  
Risk Calculation ◽  
Business Sustainability ◽  
Profit Analysis ◽  
Business Profit ◽  
The Relationship

The low profits of mini purse seine in Sathean Village will have an impact on the business risks being carried out. The new paradigm states that the relationship between risk and profit levels is quadratic; too much risk can lead to the loss and even destruction of a business. Thus, the fisherman of mini purse seine business owners in Sathean Village needs to manage their business risk well to achieve optimum profit for business sustainability. This study aims to assess business profits and business risks. Primary data was collected on 6 fisherman owners of mini purse seine business owners in Sathean Village as respondents, conducted business profit analysis and business risk calculation based on probability density. The results showed that the business profit was Rp 241,608,203/year or Rp 196,551,994 in the peak season, Rp 41.828.721 in the medium season and Rp 3.2227.488 in the less season.In peak and less seasons, these businesses are at risk or have the opportunity to lose, while in the medium season is not risky.

سؤال العلاقة بين الفطرة والشريعة: قراءة معرفية (The Question of the Relationship between Shariah and Human Nature/fitrah: An Epistemological Review)

2018 ◽  
Vol 15 (1) ◽  
pp. 1-42
Author(s):  
المختار الأحمر
Keyword(s):  
Human Nature ◽  
Islamic Law ◽  
Interconnected Systems ◽  
Evolutionary Aspect ◽  
Islamic Thought ◽  
The Creation ◽  
The Relationship ◽  
Evolutionary Aspects ◽  
Shed Light

الملخّص يتناول البحث علاقة الفطرة بالشريعة في التفكير الإسلامي، وما تطرحه هذه العلاقة سواء على مستوى بيان الجوانب المتعلقة بخَلْق الإنسان وما فُطِر عليه ابتداء، وهذا البعد يمثّل الجانب التكوني في مفهوم الفطرة، أو على المستوى المتعلق بالشريعة وفطريتها، أي أنها جارية وفق ما يدركه العقل وتشهد به الفطرة، وهذا البعد يمثّل الجانب التشريعي الذي يطرحه مفهوم الفطرة. لقد زخرت أغلب الكتابات بتناول جانبا واحدا مما يتيحه أو يعكسه مفهوم الفطرة، لكن البحث في العلاقة التناسبية بين الفطرة والشريعة، وما يتيحه هذا النظر المتلازم بين المفهومين على مستوى الإمكانات المتعلقة بقدرات الإنسان الفطرية في فهم وتعقّل الخطاب الشرعي والأحكام التكليفية، والوقوف على غاياته ومقاصده، يبقى في حاجة إلى البحث والاستقصاء. ولذلك تأتي هذه الدراسة لتسليط الضوء على الجانب التشريعي والتكويني في علاقة الشريعة بالفطرة، باعتبارهما نظامين متلازمين يتيحان فهم طبيعة الشريعة وأحكامها ومقاصدها من جهة، وتحديد جوهر وماهية الإنسان الفطرية وإمكاناته في تعقّل هذه الشريعة من جهة ثانية.                  الكلمات المفتاحية: الفطرة، الشريعة، الدين، التكاليف، العقل. Abstract This research addresses the relationship between premordial human nature (fitrah) and Islamic law (SharÊÑah) within the frame of Islamic thought, while exploring the questions it raises at two levels. The first level explains the aspects related to the creation of man and what has initially been bestowed upon him, which represents the evolutionary aspect of the concept of fiÏrah. The second level is related to SharÊÑah and its nature, which evolves according to what is percieved by reason and witnessed by fiÏrah; this represents the legislative aspect presented by the concept of fiÏrah. The majority of studies to date address a single aspect of the illustrations of the concept of fiÏrah. However, research on the dialectic relationship between fiÏrah and SharÊÑah and what its relevant concurrent view provides at the level of potentials related to human innate capacities in understanding and realizing SharÊÑah discourse and mandatory provisions as well as understanding its objectives  remains scarce and requires further research and investigation. Therefore, this study intends to shed light on the legislative and evolutionary aspects of the relationship between SharÊÑah and fiÏrah as two interconnected systems that allow for the understanding of the nature of SharÊÑah, its provisions and purposes, as well as identifying the essence of human innate nature and its potential in perceiving SharÊÑah. Keywords: human nature (fiÏrah), Islamic law (SharÊÑah), religious mandates (TakÉlif), religion, intellect (ÑAqal).

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