Navigating market opportunity: traditional market research and deep customer insight methods

2019 ◽  
Vol 22 (3) ◽  
pp. 456-471 ◽  
Author(s):  
Alexander Garrett ◽  
Cara Wrigley

PurposeThis paper aims to explore the use of a design process of inquiry that incorporates both deep customer insight (DCI) and traditional market research (TMR) in an ill-defined, complex current market opportunity to generate new business opportunities for firm-based innovation.Design/methodology/approachThe paper reports on an empirical research case study conducted within a multi-national insurance agency looking at the shift in mobility in Australia. Data were collected across seven distinct research phases, all of which used TMR and DCI techniques for joint comparison.FindingsThe findings revealed that TMR and DCI methodologies developed both contradictory and complementary research outcomes. These outcomes saw rise to newly generated novel business model concepts for market entry opportunity from the case study firm.Research limitations/implicationsThe theoretical outcome of this study is the design thinking DCI framework providing guidance on appropriate implementation of research methods to respond to complex market opportunity.Practical implicationsDCI methods used in conjunction with TMR can provide early stage market opportunity assessment for firms seeking to innovate from a customer perspective.Originality/valueThis is the first paper to apply a design approach, combining TMR and DCI methods to a complex market opportunity rather than a tangible problem. In addition, it also contributes to the emerging field of DCI methodologies by providing a practical examination of their use in the field.

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Rui Patrício ◽  
Antonio Carrizo Moreira ◽  
Francesco Zurlo

PurposeThe paper aims to explore the relationship between gamification and design thinking approach to innovation in the context of the early stage of innovation process (ESoIP). Design thinking is conceptually appropriate to support innovative, complex and uncertain business environments. Still, its practices have demonstrated some difficulties in managing the ESoIP, such as lack of structure and clarity around goals. This paper argues that gamification can enhance and complement design thinking in the management of firms' ESoIP.Design/methodology/approachGiven the need to achieve a deeper understanding of the linkages between gamification and design thinking, the paper follows an exploratory theory building approach for this complex reality of innovation. The case study research method was conducted in three firms (Trivalor, Novartis and Microsoft) that applied a gamification approach to the ESoIP.FindingsThe results demonstrate that gamification has the power to enhance and complement design thinking practices by getting tasks more organized and improving coordination and employees' engagement in the innovation process.Practical implicationsThe paper provides critical managerial contributions on how firms can use gamification to improve design thinking approaches to ESoIP. Its consequences are also crucial to innovation, R&D, and product/service development managers interested in using gamification to support the ideation and concept development of new solutions complementing traditional design thinking approaches.Originality/valueMerging the gamification and design thinking approaches is novel, particularly on firms' ESoIP. The paper provides a comprehensive discussion of design thinking shortcomings and the role that gamification can play in overcoming them.


2018 ◽  
Vol 37 (9/10) ◽  
pp. 684-696 ◽  
Author(s):  
Igor Kotlyar

Purpose Driven by a shortage of leadership capacity, companies are seeking to identify leadership talent earlier. Some companies are introducing programs to identify leadership potential among university students and then hire “high potentials” directly into management designate roles. The purpose of this paper is to explore one such early-stage leadership development program. Currently, little information is available about these initiatives. Design/methodology/approach Case study based on interviews with 18 managers and director of HR and archival employee records. Findings This case study provides a detailed description of an early-stage leadership identification and development program. This program has been developed to identify leadership talent among senior university students prior to hiring and onboarding, provide support, training and development and fast-track them into leadership positions. The study provides insight into the challenges and effectiveness of an early-stage leadership program and offers some practical implications. Originality/value To the author’s knowledge, this is the first study to document a leadership development program that identifies “high potentials” among university students for the purpose of developing them into company leaders.


2016 ◽  
Vol 116 (3) ◽  
pp. 603-619 ◽  
Author(s):  
Giancarlo Lauto ◽  
Finn Valentin

Purpose – The purpose of this paper is to examine the different heuristics adopted by a crowd and a management committee to evaluate new product proposals, and whether, in assessing the value of proposals, they emphasize different features. Design/methodology/approach – The study takes a quantitative analysis approach to study an internal innovation contest held by the biotechnology company Novozymes. The contest generated 201 proposals that were evaluated by 109 research and development professionals by means of a virtual preference market, and by a management committee. Findings – The crowd and the committees’ assessments of the value of the proposals were based on different features. The committee emphasized experience and inventors’ seniority; the crowd set more store on informative idea descriptions but penalized overly complex and lengthy proposals. Research limitations/implications – The design of the innovation contest does not allow full comparison of the preference functions of crowd and committee. The findings from this case study cannot be generalized. The early stage of new product development seems fruitful for investigating crowdsourcing and knowledge management. Practical implications – Firms should consider adopting preference markets for idea screening and evaluation since they appraise ideas from different angles compared to managers. However, they complement, rather than substitute managerial evaluation, especially in the case of more detailed proposals. Originality/value – This is one of the first attempts to identify differences in the decision-making processes of crowds and committees. The paper identifies their strengths as evaluators of new product ideas and finds that the “wisdom of crowds” has some limitations in relation to the ability to process complex information.


2019 ◽  
Vol 26 (3) ◽  
pp. 707-720
Author(s):  
Ashish Thomas

Purpose Organizations are consistently seeking innovative strategies and novel pathways to enhance business processes and create differentiation. The global business ecosystem is changing and there is growing demand for multi-modal digital technologies, big data consolidation and data analytics to harness a cost-competitive agile system. Technological convergence and integration of digital systems is one of the preferred methodologies that facilitates new and effective workflows and revives business processes. The progressive interlinking of digital technologies with business operations leads to the convergence and blending of management disciplines, devices and applications. The growing inconsistencies in managerial understanding regarding the benefits of convergence prompts a comprehensive examination of digital convergence pathways, identifying the impacts on converging entities and business objectives. The State bank of India (SBI) mega-merger case study was selected to investigate the pragmatic framework of digital convergence and to understand the impacts on interlinked entities such as: business operations, strategic management, project team that support value creation and competitive differentiation. The purpose of this paper is to focus on the phenomena of techno-fusion of emerging technologies creating new opportunities, business models and unique strategies for global banking and financial service organizations. Design/methodology/approach This study applies the qualitative, inductive research method using critical reflection of before and after the implementation of convergence and digital integration strategies. The SBI case study employs this research strategy based on the premise that banks must stay agile and highly responsive to the changing environment to enhance its value proposition and competitive differentiation objectives. The study methodology incorporates cooperative inquiry and multiple levels of analysis using data collection techniques of exhaustive review of archives, informal interviews, questionnaires and observations to identify the synergistic process improvement pathway. The study is grounded on the concept that the convergence of diverse business pathways involves innovative and interlinked project, strategic and information technology (IT) workflows that results in open innovative systems. Findings The studies identify that organizational innovation and creative solutions are a result of ecosystem turbulence, environmental force diversity, competitive pressure and the need for differentiation. Organizations that harness the power of digital fusion and convergence of management, systems and data generate a competitive advantage. The technological convergence strategy pulls multiple business and technology processes (project, strategic, IT, Cloud, AI and business process management) at the organizational, divisional or functional level generating new opportunities and threats, new business models and unique growth strategies for global banking and financial services organizations. Organizations that fully integrate techno-fusion of business and digital strategies produce synergistic effects and enhance adaptability, innovation and resiliency in the face of competitive challenges. Research limitations/implications Additional areas that can be explored further as an extension of this study are listed below: identifying factors to improve the speed of convergence; the current results are limited to large size organizations where formal management and technology functions are distinctive. Similar studies on smaller organizations are warranted. Originality/value This study focuses on the evolving field of technology innovation, which is increasingly being intertwined with business operations. Innovative digital technology is enabling the convergence of the disciplines of management, digital devices and applications. This facilitates the creation of a pragmatic framework that supports convergence of business operations, strategic management and digital fusion which leads to value creation and competitive differentiation. The techno-fusion of emerging technologies and digital strategies generates new opportunities and threats, new business models and unique growth strategies for organizations.


2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Arief Rijanto

Purpose This paper aims to explore patterns of business financing and adoption of blockchain technology in the agricultural industry. The adoption of blockchain technology in terms of recording, storing, validating and securing data can solve a variety of agricultural problems such as agricultural business financing. If the banking and insurance industries are connected in real-time to activity data in the agricultural industry, they can create better credit ratings and profile models. So, finally, all parties in the agricultural industry have a greater chance to get business financing from banks. Design/methodology/approach This paper uses a case study research approach with a framework of analysis of the theory of adoption of technology, organization and environment (TOE) and the theory of “mindfulness of adoption”. The case study method has advantages when verification is still questioned or the application of certain theories in practice as phenomena and contexts that occur in the field in accordance with the application of blockchain technology into a relatively new business, both technically and practically in the field. Findings The findings indicate that there are no barriers to the availability of blockchain technology for technology adoption. The characteristics of this technology are very suitable for solving financing and supply chain business problems in the agricultural industry. However, the adoption of blockchain technology in agriculture shows that there is complexity in the organizational context involving internal and external organizations. The number of organizations and small parties involved in the agricultural process challenges the adoption of blockchain technology as new technology. Then, the external environment of technology, especially government regulations in developing countries, is still an obstacle to the adoption of blockchain technology. Research limitations/implications This study faces several limitations, namely, the limited case of implementation of the blockchain technology due to the novelty of technology and government regulation. So that further research related to the adoption of blockchain technology needs to be done using field data such as surveys. Research related to the connectivity of the banking industry and other financial institutions also needs to be explored further, especially in creating a data-based credit risk model of the blockchain system. Originality/value On the practical side, case studies of technology adoption and its relationship with the financing of agricultural business are still little explored so this study contributes to exploring the application of blockchain technology in the agricultural industry. The adoption of blockchain technology has an impact not only on farmers but also on all parties involved in the supply chain including banks, insurance and other financial institutions. In addition, the distributed data exchange business model using blockchain technology is a new business model in the agriculture industry.


2019 ◽  
Vol 16 (2) ◽  
pp. 279-303
Author(s):  
Nazila Razi ◽  
John Garrick

Purpose This paper aims to draw on Latour’s (1991) conceptual “performative” framework to investigate the role of management control systems (MCSs) in the establishment of post-acquisition integration. The study adopts a qualitative case study approach, where data are collected and analysed from an Australian company which had recently completed a number of acquisitions. Findings demonstrate the performative powers and effects of MCSs, which contribute to shaping customer and sales integration activities, including the forms some resistance may take. In this case, a bitter betrayal was perceived to have occurred in an early stage of the merger, and this paper argues that the use of a performative theoretical framework has enabled subsequent post-acquisition integration strategies to be rendered more visible and thus actionable. Design/methodology/approach The study adopts a qualitative approach where data are collected and analysed from an Australian case study company which had recently completed a number of acquisitions. Research methods used include semi-structured interviews, a review of archival documents and observations to capture daily integration activities and practices of actors operating in the company. Findings Findings demonstrate the performative powers and effects of MCSs, which structure customer and sales integration activities and make post-acquisition integration relations strategy visible and actionable. Research limitations/implications Findings are only on one case study, and there is a need to undertake further detailed case studies across a range of industries and timeframes, plus, where possible, revisit such studies post hoc to assess the stability of success of the integration. Practical implications Integration strategy and strategic change may be constituted by non-human actants such as MCSs. Practitioners who are engaged in acquisitions and making integration decisions need to recognise that MCSs do not merely play a subordinate role to integration strategies, but rather is an important moderating variable that play an active role in their formulation, configuration and enactment. Originality/value A performative approach is taken to provide a broader analytical framework for analysing the construction and sustaining of post‐acquisition integration relations, where there is no distinction between technical and social dimensions of action but, rather, the two are merged. This makes it possible to overcome the limitations inherent in existing theoretical frameworks. Using this approach, integration relations involve construction of a network of entities that are enrolled to support, create and sustain the integration.


2017 ◽  
Vol 37 (4) ◽  
pp. 468-488 ◽  
Author(s):  
Pamela Danese ◽  
Pietro Romano ◽  
Stefania Boscari

Purpose The purpose of this paper is to deal with the transfer of lean practices between different units in multi-plant organizations with different levels of adoption of lean practices. It investigates how certain influential contextual variables – i.e. lean standards development, lean transfer team composition, source characteristics, recipient national environment and corporate lean programme deployment – can influence stickiness in the different phases of lean transfer process. Design/methodology/approach This paper opted for the multiple-case study method and examines six lean transfer projects at a dyadic level, that is, between a source and a recipient unit. The authors focussed on companies with headquarters in Europe with an attested experience in lean and which had recently and successfully transferred lean to subsidiaries in the USA and China. Findings The paper provides empirical insights about how stickiness in lean transfer projects changes during the initiation, implementation/ramp-up and integration phases. It identifies three lean transfer approaches (local, global, global and shared) and provides a set of propositions that explains how sociocultural traits of recipient environment (China vs USA) and lean transfer approach affect stickiness in each phase. Originality/value Literature on stickiness in lean transfer is at an early stage and very fragmented. Unlike previous contributions in the field, this paper provides an interpretation of the dynamics of stickiness in lean transfer at a micro-level (i.e. for each single phase of the lean transfer process). In addition, it develops a fuller understanding of the influence of context on lean transfer by adopting a configurational view, i.e. studying the joint effect of contextual variables on stickiness, which is a novelty in the lean transfer literature.


2017 ◽  
Vol 38 (6) ◽  
pp. 20-30 ◽  
Author(s):  
Mark Lewis ◽  
Scott Hayward ◽  
Rob Hornyak

Purpose The purpose of this paper is to show how design thinking can be a useful approach for helping interorganizational partnerships create higher levels of value creation for both parties. By integrating concepts related to human cognition, contracts and performance, the authors show how interorganizational relationships often hit a brick wall. The authors show how they can break through such obstacles in a systematic way using design thinking. Design/methodology/approach The authors anchor their conceptual and prescriptive advice in a real-life case study between a large logistics company and a global technology firm. The case study was conducted over a multiyear period with many sources of data collected: interview data, observational, participant observation, archival presentations, etc. Findings The authors show the factors that lead to rigidity in interorganizational relationships over time, and the cycle of confirmation and exploitation that truly squeezes the life out of relationships if firms are not careful. They offer a prescriptive approach for addressing this issue that should be valuable for many firms across the globe. Research limitations/implications The study is based on a single-case study, so generalizability is always an issue. However, we think that most practicing managers who have been involved (in any way) with managing an interorganizational relationship will attest to the fact that they often experience the patterns that the authors illuminate in their study. Practical implications By applying the design thinking methodology within the context of interorganizational relationships, managers will help their firms break fixation and enter entirely new plateaus of value creation for both firms. Social implications The world of work occurs through partnerships and relationships, companies rarely “go it alone”. Thus, developing the capacities in managers to continuously assess relationship efficacy, break from inertia and discover new ways of creating value will lead to positive social implications. Additionally, the design thinking methodology is based on developing empathy for others, and the authors would argue that such capabilities are sorely needed in this world. Originality/value There is a lot of work on interorganizational partnerships, but an absence of help for practicing managers on how to make such relationships great. Grounded in a real-life case study, this paper provides practical contributions to those currently managing such relationships.


2017 ◽  
Vol 59 (9) ◽  
pp. 957-977 ◽  
Author(s):  
Alfredo Biffi ◽  
Rita Bissola ◽  
Barbara Imperatori

Purpose The purpose of this paper is to illustrate and discuss the main features and key challenges of an original post-graduate education program designed according to an innovative theoretical framework promoting design thinking in a rhizomatic approach. By involving different stakeholders, the aim of this entrepreneurship education program is to disseminate rhizomatic, design-based learning competencies and thereby contribute to revitalizing a region’s socio-economic fabric. Design/methodology/approach Through the use of a pilot case, the paper exemplifies the application of the design thinking approach combined with the rhizomatic logic. Design thinking enables dealing with the complexity, uncertainty, and ill-defined problems that often characterize a business reality while the rhizomatic process combines the production of collective knowledge through a non-linear, complex and emergent path that nurtures innovation. Findings This entrepreneurship education program exemplifies a viable strategy to deal with a regional economic crisis by engaging different local actors including enterprises, local institutions, municipalities, and universities. It demonstrates the potential value of a new educational approach as a powerful lever to activate the energy of people, their competencies, relationships, shared projects, and new entrepreneurial ventures. The first edition of the program offers ideas, practices, and challenges to all stakeholders of potentially similar education projects. Originality/value The depicted pilot case allows us to exemplify how a design thinking framework reinterpreted on the basis of a Deleuzian rhizomatic perspective can enable developing innovation as a way of overcoming difficulties and succeeding, an essential prerequisite for many entrepreneurial organizations today.


2016 ◽  
Vol 20 (3) ◽  
pp. 465-483 ◽  
Author(s):  
Ilpo Pohjola ◽  
Anu Puusa

Purpose This paper aims to examine the dynamics of a community of practice (CoP) through a case study of eCars – Now! They offer open-source blueprints of the electric conversion kits globally. The authors analysed the CoP by considering its entire life cycle, starting from the motives for its establishment, through its active performance, up to the current stage, where the members need to decide whether the community will remain viable. Particular attention was paid to the group dynamics and issues that seemed relevant to the change in dynamics which determine whether a CoP maintains its vitality or dissipates. Design/methodology/approach The qualitative case study was chosen as the research strategy (Yin, 1984) to answer the research question and understand the target phenomenon of the CoP by analysing textual data. This particular case was chosen because of its unusual revelatory value for the case CoP which aims at creating a tangible innovation by using a platform that normally aims at intangible problem-solving (Eisenhardt and Graebner, 2007). In the data collection, the authors used method and researcher triangulation (Patton, 1990). Findings Life cycle analysis revealed four themes that explained the change in the group dynamics and the dispersal of the community: differentiation and dispersal of interests, growth that resulted in role differentiation, virtuality in community development and inclusion of investors. The themes were all related to the fact that the case community operated with not only knowledge, but also with a tangible product. Therefore, the tangibility of a problem to be solved seems to play a pivotal role in a CoP’s operations and dynamics and, in part, also explains the changing role of information and communications technology (ICT) in the process. Research limitations/implications However, this paper identified also different ways to characterize community participation, which was also relevant from group dynamics point of view. Thus, the topic should be studied further. Group dynamics in general, as it relates to the success of CoPs, should be also investigated further. Additional studies should implement the inclusion of external resources in the community. Further research is also needed to investigate tangible and intangible outcomes achieved through CoPs. Much of the available research was conducted over short periods; prolonged interactions in a CoP context could show different results. Practical implications In conclusion, at the beginning of the life cycle of the eCars community, ICT played a significant role. It helped increase awareness of the community in the first place and enabled people to join in, which thus enabled the community to evolve. When the operations evolved and the life cycle progressed, both the physical meeting place as well as personal interaction and communication became emphasized and much more important. In the maturing stage, the role of ICT, and especially social media, is the essential part of the community. Social implications This analysis suggests that at the early stage of a community, the plans can be somewhat random, even utopian, but when the community evolves, this uncertainty can become a problem. First, it affects achieving the actual, and in this case, concrete results. Second, uncertainty and unclarity dampen enthusiasm and motivation, which are of utmost importance due to the voluntary participation. This paper also concludes that when the operations evolved and the life cycle progressed, both the physical meeting place as well as personal interaction and communication became increasingly important. Originality/value This paper argues that the ideological basis for this kind of community should be openness. All information should be available for everyone who registers to the community platform on the internet. This community was working in the mindset of open innovation. Technical documentation and all other material were available for everyone in the community’s wiki pages, which attracted a lot of people who were delighted by eCars. Many advisors delivered technical information and good advice to the practitioners of the community through the platform. The hang arounds were also very well-informed in this stage regarding how the core group was working.


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