Retaining competitive advantage in commodities

2017 ◽  
Vol 7 (4) ◽  
pp. 1-25
Author(s):  
Sanjay Mohapatra ◽  
Debananda Patra
Keyword(s):  
Competitive Advantage ◽  
Retention Rate ◽  
Growth Strategy ◽  
Customer Relationship ◽  
Content Type ◽  
Government Organization ◽  
Business Goals ◽  
The Government ◽  
Number Of Customers

Subject area Premium customer service in the commodities market can be made a competitive advantage. The case deals with BPCL, a public limited Government organization that is successful through its strategic orientation while serving its customers. Study level/applicability This case is suitable for students who are enrolled in a Masters or an Executive Programme in Management. For a Masters programme in Management, the case can be introduced in the marketing course in sessions related to Customer Relationship Management, Marketing Strategy and Marketing in a Government organization. The case will also fit well with the audience of the Executive Programme in sessions on Marketing Management. The assignment questions provided below are designed from the perspective of teaching this case to a business student audience. Case overview The case study shows how a public sector company has taken steps to retain customers as well as increase its customer base through premium servicing. In all the fuel filling stations in India, the price is the same and is totally controlled by the Government. However, to survive in this market, different players adopted strategies to lure more customers and be profitable and productive in their operations. BPCL adopted a company owned company operated model, where they created a niche for themselves through premium service provided to retail customers. The case study deals with details of planning, recruitment and training and job rotation of staff by BPCL and shows how the same has led to increased commitment and motivation among employees. While operating in 24 × 7, 365 days mode, BPCL has been able to address customer complaints and feedback which has led to less waiting time for retail customers. There has been an increase in the number of customers and a high retention rate of existing customers. Expected learning outcomes To understand how the customer is central to an organization’s growth strategy. To appreciate the management concerns in the light of deregulation in an earlier monopoly market. To comprehend the challenges associated with maintaining competitive advantage over a long run. To appreciate the importance of employees in organizations. To understand the role of technology in achieving business goals of an organization. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email [email protected] to request teaching notes. Subject code CSS 9: Operations and Logistics.

Addressing the challenges of e-Government: learning from the IT industry

2018 ◽  
Vol 48 (1) ◽  
pp. 62-82 ◽  
Author(s):  
Anupam Nath ◽  
Debjani Kanjilal
Keyword(s):  
Information Technology ◽  
Web 2.0 ◽  
Case Studies ◽  
Content Type ◽  
Government Organization ◽  
Government Organizations ◽  
Current State ◽  
The Government ◽  
The Web

Purpose This study aims to identify the challenges in current government organizations while providing services that require a collaborative effort. It also identifies the ways through which government organizations can address the collaboration challenges in ways such as those adopted by leading information technology organizations. Finally, this research also aims to identify the obstacles in government organizations, which could prevent them from successfully adopting new technologies. Design/methodology/approach The research was conducted in three phases. In the first phase, a case study was conducted on a government organization identifying the challenges in delivering services that require collaboration among different stake holders. In the second phase, multiple case studies were performed on three leading organizations who have successfully implemented the Web 2.0 technologies to address collaboration challenges while providing efficient service deliveries. In the third phase of the research, a case study was conducted on a government organization to identify the obstacles faced while implementing the identified solution(s). Findings Identification of existing problems while providing efficient service deliveries was possible using a case study approach. This research also finds that Web 2.0-based knowledge management tools can be very effective in addressing the existing challenges in the current state of e-Government. Finally, the research also finds that realization by the upper management, technology adoption cost, adoption of new work paradigm and time to create an effective repository are some of the major obstacles faced by the government organization while trying to adopt the proposed solution. Originality/value To the best of the authors’ knowledge, this research is the first to conduct rigorous case studies on three different leading information technology organizations simultaneously to address a challenge in the current state of e-Government. This research also provides implications for practitioners as, based on the findings, they can implement the Web 2.0 technologies to address challenges in government organizations while providing efficient service deliveries. Furthermore, the research provides implications for further research to analyze the performance of the government organizations after they adopt these technologies.

Dual-goal management in social enterprises: evidence from China

2019 ◽  
Vol 57 (6) ◽  
pp. 1362-1381 ◽  
Author(s):  
Juelin Yin ◽  
Huan Chen
Keyword(s):  
Social Enterprises ◽  
Social Entrepreneurs ◽  
Content Type ◽  
Goal Management ◽  
Business Goals ◽  
Conflicting Objectives ◽  
Depth Analysis ◽  
The Government ◽  
Legal Forms

Purpose Taking China as a research context, the purpose of this paper is to delineate how social and business tensions manifest in Chinese nascent social enterprises and to disentangle the strategies that they adopt to manage the business-social dual goals to achieve organizational viability. Design/methodology/approach A qualitative multiple-case study is used to collect and analyze data. Empirical data are drawn from in-depth semi-structured interviews with Chinese social entrepreneurs, ethnographic observation of social enterprises as well as secondary sources. Findings Depending on personal motivations and resource availability, social entrepreneurs’ perceptions toward pursuit of dual goals range from integration to differentiation in the short term, despite consensus on the concurrent development in the long term. The leverage of resources, image management, continuous innovation and need-based services are viable approaches that Chinese social enterprises adopt to manage the dual goals in order to create both social and economic value. Research limitations/implications This paper reveals understanding of the concrete tensions experienced among Chinese nascent social enterprises in pursuing business and social goals and how they manage to integrate the synergistic aspects of social and business goals to achieve survival and growth. Based primarily on qualitative case study method, the research findings are context specific and may not be ideal for generalization. Practical implications The authors reveal strategies by which synergistic benefits between dual goals may be achieved. Innovation (e.g. in resource utilization, in service format and content) and differentiation (e.g. in organization positioning) would be beneficial in enhancing the competitiveness of social enterprises. To enhance organizations’ credibility, quality of products and service should be monitored and organizational transparency needs to be enhanced. Social implications It is suggested that the government specifies legal forms and legitimates interests of social enterprises, formulates preferential policies to stimulate the development of social enterprises, and develops a set of qualification authentication system to regulate this emerging sector. Originality/value The study examines the manifestation of business and social tensions and presents dual-goal management strategies from a non-western perspective. As an original contribution to the field of social entrepreneurship, the study responds to calls for in-depth analysis of conflicting objectives and tension management in social enterprises.

Successful collaboration between smart city consortium and Hong Kong Government in Covid-19 dashboard: the case of leadership in practice

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Daniel Jung Yue Chun ◽  
Wahid Abdul Nabsiah ◽  
Cheng Ling Tan
Keyword(s):  
Hong Kong ◽  
Smart City ◽  
Third Party ◽  
City Development ◽  
Structured Interviews ◽  
Content Type ◽  
Non Profit ◽  
Mass Collaboration ◽  
The Government

Purpose This paper aims to discover why such a public partnership project had been successful with a non-profit third-party alliance such as a smart city consortium (SCC) promoting smart city development. Design/methodology/approach This descriptive case study is primarily based on analysing data collected from various texts, public statements, media interviews and three semi-structured interviews with key members involved in the Covid-19 dashboard project. Findings The data and analysis reviews that both interpersonal and interorganisational trust, dedication and proactiveness of the leaders at SCC were major contributing factors to why SCC was able to partner with the Hong Kong Government in the Covid-19 dashboard in the first place and that the success was also a direct outcome of effective mass collaborative knowledge management activities. Research limitations/implications The research in leadership attributes and activities in the non-profit alliance has been few and this collaborative partnership between the alliance and the government is an example of the importance of further research in smart city leadership. Practical implications In deploying projects for mass collaboration and knowledge sharing in smart city development (which is multi-disciplinary in nature). there are still many new and evolving organisational practices and leadership matters that many business leaders and city managers can learn from. Social implications Smart city development projects involve the notion of sharing data in an open environment enabled by software and mediating tools. Successful projects such as this Hong Kong Covid-19 dashboard which serves a diverse audience can further promote the importance of an open data policy regime for the benefit of the public. Originality/value This case study covers a highly original and unique case study with the leaders at the SCC and representatives from the Hong Kong Government.

Classification of halal hotels based on industrial perceived value: a study of Indonesia and Thailand

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Atie Rachmiatie ◽  
Fitri Rahmafitria ◽  
Karim Suryadi ◽  
Ajeng Ramadhita Larasati
Keyword(s):  
Hotel Industry ◽  
Content Type ◽  
Perceived Values ◽  
Physical Attributes ◽  
The Government ◽  
True Values ◽  
Islamic Values

Purpose The research aims to classify halal hotels based on Islamic values as embodied in both physical and non-physical attributes. Design/methodology/approach This study explores the perceived values of business owners of the halal hotels. Findings Perceptions of hotel owners are divided into three types: those who view the value of halal hotel only in terms of branding and attracting consumers; those who consider the ideology behind halal hotels based on strong Islamic values; and those who avoid halal branding but implement Islamic values in their hotels. For the hotel industry, halal certification is not a priority because a minimum effort at implementing halal standards can already attract Muslim customers. This case is especially true for countries where Muslims make up the majority of the population. Research limitations/implications This study was limited to a case study in Bandung and Bangkok as a representative of halal tourism in Asia. Hence, it could be extended by conducting comparative studies with other cities in Association of South East Asian Nation which already declare to develop halal tourism. Practical implications The findings of this research show that there is a large variety of halal hotel products, depending on the Islamic values upheld, which is causing difficulties for the government in creating standards. Then the result can help inform the government in establishing the strategic framework of halal tourism development, more particularly in the formulation of policy for industrial actors. Originality/value The findings contribute to the concept of product-centered business, in which it is generally assumed that industrial actors are frequently focused on the mere label of “halal” and ignore the true values. However, the research shows that some industrial actors put Islamic values first instead of the mere halal label, and another case shows that some of them implement Islamic values in their business but avoid halal branding. This empirical evidence shows that in halal hotels, the concept of product-centered is not always proper. The quality of halal hotel products depends on the Islamic value of the owner, not always influenced by business imperatives.

Salesperson profitability in relationship marketing

2014 ◽  
Vol 9 (3) ◽  
pp. 306-323 ◽  
Author(s):  
Said Echchakoui
Keyword(s):  
Relationship Marketing ◽  
Transaction Cost Economics ◽  
Retention Rate ◽  
Sales Force ◽  
Customer Relationship ◽  
Critical Duration ◽  
Sales Managers ◽  
Content Type ◽  
Dynamic Exchange ◽  
The Relationship

Purpose – This paper aims to answer a prominent question that arises for the manager who wishes to recruit a salesperson to maintain and develop a portfolio–customer relationship: Under which condition is this decision profitable for the firm? Though several authors have underscored the importance of the salesperson's role in the creation of purchaser–salesperson relationships, in the author's knowledge, no study has focused on the salesperson's profitability in the relationship approach. This issue is significant for sales managers because the investment in sales force is greater, and the relationship profitability with customers is not guaranteed. Design/methodology/approach – Econometric model based on transaction cost economics theory and dynamic exchange between firm, salesperson and a customer. Specifically, this model links between customer life value, firm financial value, salesperson cost and relationship time. Findings – Three zones are identified that can characterize the dynamic salesperson profitability. It was shown that only one zone can be profitable to the firm. Research limitations/implications – This result is important because it can solve the equivocal posit between scholars with regard to the success or the failure of relationship marketing. This study also specifies the critical retention rate, the critical duration time in which a salesperson begins to be profitable. Originality/value – In the author's knowledge, this study is the first to use an exchange model to show in which conditions the salesperson will be profitable in relationship marketing.

Supply resource management: Salomon and his network of subcontractors in Romania

2017 ◽  
Vol 33 (2) ◽  
pp. 4-6
Author(s):  
Richard Calvi
Keyword(s):  
Supply Chain ◽  
Resource Management ◽  
Competitive Advantage ◽  
Strategic Decisions ◽  
Content Type ◽  
External Resources ◽  
Internal Resources ◽  
The One ◽  
Practical Implications

Purpose According to Christopher (2000), in a lot of sectors, the competition is a question of supply chain against supply chain. The winner in term of competitive advantage should be the one, who is able to obtain more than the competitor from the available resources. In strategic literature, Dyer and Singh (1998) are the first who introduced the concept of “relational competency” to explain why some companies gain their competitive advantage not directly from their internal resources but mainly because they are able better to combine external resources. Design/methodology/approach This paper is a case study. Findings The author describes the different phases and strategic decisions in the building of a real supplier eco-system. Research limitations/implications It is a sole case study. Practical implications This study is a description of a success story. Originality/value This study is a description of an external resource management in action.

scholarly journals Growth and Productivity Analysis of Micro Finance Sector: A Case Study of Pakistan

2019 ◽  
Vol IV (III) ◽  
pp. 71-79
Author(s):  
Adnan Ahmad ◽  
Muhammad Ilyas ◽  
Muhammad Nisar Khan
Keyword(s):  
Rural Areas ◽  
Urban Areas ◽  
Growth Strategy ◽  
Productivity Analysis ◽  
Growth Strategies ◽  
Physical Infrastructure ◽  
Different Types ◽  
The Government ◽  
Efficiency And Productivity

This study reviews the growth strategies and their effect on the efficiency and productivity of the microfinance sector of Pakistan. The sector needs to have adopted intensive growth strategy instead of extensive strategies of wide expansion in term of physical infrastructure and human resources, which had increased the financial sustainability risks for the credit constrain institutions. The sixdimension model of outreach used in this study also shows that the sector does not achieve the targets set forth for these micro finance institutes with respect to its active borrowers’ outreach. The sector has mainly focused the big cities and urban areas whereas the poverty levels are higher in rural areas. The government has also shown its interest by launching two different types of loan schemes. Among the three different types of institution, the microfinance banks dominate the sector.

The cooperative-collective sharing arrangement of gated communities in Malaysia

2015 ◽  
Vol 33 (4) ◽  
pp. 330-347 ◽  
Author(s):  
Ainur Zaireen Zainudin ◽  
Khadijah Hussin
Keyword(s):  
Peninsular Malaysia ◽  
Gated Communities ◽  
Gated Community ◽  
Local Policy ◽  
Internal Governance ◽  
Content Type ◽  
Operational Mechanism ◽  
The Government ◽  
Set Up

Purpose – The purpose of this paper is to discover the operational character of gated communities in Malaysia. Design/methodology/approach – This paper is based on a small case study conducted in Iskandar Malaysia, an economic development region located in the southern part of Peninsular Malaysia. In the case study, 12 housing developers were interviewed, involving 32 gated communities altogether. The investigation covered the identification of the governing document used in operating a gated community, the operational purposes and scopes, the arrangement for collection of maintenance fee, and the internal governance within the gated communities. Findings – From the analysis, it was found that two types of gated communities exist in the case study areas, namely the strata gated community scheme, and the gated community scheme (GACOS). The operational mechanism for the former is through a set of rules enforced by the government. Meanwhile, the latter is based on the arrangement set up either by the developer, where legal agreement is applicable, or through the consensus among homeowners. However, despite these differences, both mechanisms share the same intention, that is to operate the gated community based on cooperative-collective sharing arrangement. Research limitations/implications – Despite the vulnerability of GACOS enclosure components, the case study revealed that the number of GACOS is still bigger than the strata gated community scheme. Since this perspective is lacking in this paper, it is suggested that more studies are conducted to explain the reasons behind the indicated phenomenon. Originality/value – The most important contribution of the paper is to highlight the importance of gating experience that is heavily influenced by the local policy setting to determine the survival of a gated community; thus, demonstrating how different they are from each other.

Customer relationship management

2016 ◽  
Vol 34 (3) ◽  
pp. 388-410 ◽  
Author(s):  
Suhail Ahmad Bhat ◽  
Mushtaq Ahmad Darzi
Keyword(s):  
Factor Analysis ◽  
Competitive Advantage ◽  
Customer Relationship Management ◽  
Customer Loyalty ◽  
Relationship Management ◽  
Retail Banking ◽  
Customer Relationship ◽  
Equation Modeling ◽  
Customer Knowledge ◽  
Content Type

Purpose – The purpose of this paper is to develop a comprehensive integrated model which helps in explaining the impact of Customer Relationship Management (CRM) dimensions (complaint resolution, customer knowledge, customer empowerment and customer orientation) on customer loyalty and competitive advantage of a bank. The study also explores the mediating role of customer loyalty in the relationship between CRM and competitive advantage in retail banking. Design/methodology/approach – The research is based on a theoretical model which consists of four CRM dimensions and two exogenous variables. These have been used for establishing the hypotheses to analyze relationships between the variables constituting the CRM model. The data have been collected from 278 customers of a private bank. The data were analyzed using structural equation modeling (SEM). The scale was developed and purified through factor analysis (exploratory and confirmatory factor analysis). SEM was then used to examine the causal relationships and “model fit” of the proposed model. Findings – The results provide evidence that the four CRM dimensions have a positive effect on customer loyalty and competitive advantage of the bank. Among the CRM dimensions, customer knowledge is most influential of all the dimensions. Furthermore, customer loyalty acts as the mediator in the CRM model between CRM and competitive advantage. Research limitations/implications – Since, the study involved a single bank and therefore the results should be generalized cautiously. Only four CRM variables were included in the study; additional variables can be introduced in further studies involving different contexts. Practical implications – The study highlights and supports the need for mangers to devote additional resources toward developing a better CRM system. Therefore, mangers need to think beyond the technological aspects and should focus on these four dimensions, especially customer knowledge, to enhance the loyalty and competitiveness. Originality/value – The paper investigated hitherto unexplored relationships between customer-centric CRM dimensions instrumental in providing competitive advantage to a bank through mediational analysis. Thus, it contributes to the information on the implementation of CRM practices valuable for banking sector.

“Data stickiness” in interagency government data sharing: a case study

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Lihong Zhou ◽  
Longqi Chen ◽  
Yingying Han
Keyword(s):  
Data Sharing ◽  
Design Methodology ◽  
Research Study ◽  
Central China ◽  
Content Type ◽  
Study Approach ◽  
International Borders ◽  
Government Data ◽  
The Government

PurposeThe provision of high-quality e-Government services requires efficient and collaborative sharing of data across varied types of government agencies. However, interagency government data sharing (IDS) is not always spontaneous, active and unconditional. Adopting a stickiness theory, this paper reports on a research study, which explores the causes of data stickiness in IDS.Design/methodology/approachThis study employed an inductive case study approach. Twenty-three officials from the government of City M in Hubei Province, Central China, were approached and interviewed using a semi-structured question script.FindingsThe analysis of the interview data pointed to 27 causes of data stickiness in five main themes: data sharing willingness; data sharing ability; data articulatability; data residence; and data absorptive capacity. The analysis revealed that interagency tensions and lack of preparedness of individual agencies are the main causes of data stickiness in IDS.Originality/valueThe case setting is based on China's Government, but the findings offer useful insights and indications that can be shared across international borders.

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