scholarly journals What Customer Wants to Read in Your Proposal

2021 ◽  
Vol 4 (2) ◽  
pp. 26
Author(s):  
Vijay Kumar
Keyword(s):  
Value Creation ◽  
Constant Pressure ◽  
Value Proposition ◽  
Strategic Partner ◽  
Creation Process ◽  
The Core ◽  
Multiple Dimensions ◽  
Value Propositions ◽  
Selling Process ◽  
Value Creation Process

Earlier sales executives using their interpersonal - social skills built and cemented relationships with procurement officials over golf games, theatre outings and major events. That era is slowly but surely coming to an end. Today in the digital age, the context is completely different. Every organisation has access to vendors across the globe. Thanks to Artificial Intelligence (AI), organisations can compare their procurement performance in unprecedented detail. Procurement teams have relevant tools and technology to gather insights about seller’s product or service offerings to the minutest detail. However, organisations are also under constant pressure to generate value to their stakeholders on quarter-on-quarter basis. Organisations are looking towards sellers to create value to their stakeholders. Sellers should innovate and help organisations grow in multiple dimensions. Empower organisations generate value to their stakeholders. In short become their strategic partner. In this new arrangement, seller-buyer relationship is no more a transactional, order- taking and resource supplying activity. Selling process is transformed with focus on value creation. Value proposition is the core of value creation. Infact it is a disciplined concept. Sellers who use it as strategic asset create win - win situation. This research paper walks through value creation process and details how value propositions are developed.

scholarly journals Differences in Disclosure of Integrated Reports at Energy and Non-Energy Companies

Energies ◽  
2021 ◽  
Vol 14 (5) ◽  
pp. 1253
Author(s):  
Maja Piesiewicz ◽  
Marlena Ciechan-Kujawa ◽  
Paweł Kufel
Keyword(s):  
Ownership Structure ◽  
Value Creation ◽  
Energy Sector ◽  
Financial Data ◽  
Integrated Reporting ◽  
Creation Process ◽  
And Performance ◽  
Energy Companies ◽  
The Impact ◽  
Value Creation Process

Integrated reports combine financial and non-financial data into a comprehensive report outlining the company’s value creation process. Our objective is to find the completeness of disclosures, which is a crucial aspect of an integrated report’s quality. This study contributes to the integrated reporting examination by identifying quantitative and qualitative gaps when applying Integrated Reporting standards, focusing on the energy sector. We conducted the study on 57 published integrated reports of listed companies in Poland. The content of each report was examined for 49 features divided into eight areas. We identify the strengths and weaknesses of current reporting performance and the impact of the company’s sector on reports’ quality. We noted that there are significant differences among the areas. The major problems concern implementing IIRC’s framework on the connections between the business model and the organization’s strategy, risks, opportunities, and performance. Our research also noted that the level of specific disclosures might be related to a company’s ownership structure. We investigated the significance of differences among companies from the energy and non-energy sectors using statistical methods. As a result of the study, we obtained that disclosures’ completeness depends on the operation sector. The companies in the energy sector publish higher-quality integrated reports than companies in the other sectors.

Charity Sport Event Sponsorship as Value Creation Strategy: An Event Participant Perspective

2021 ◽  
pp. 1-14
Author(s):  
David Fechner ◽  
Kevin Filo ◽  
Sacha Reid ◽  
Robyn Cameron
Keyword(s):  
Multiple Sclerosis ◽  
Value Creation ◽  
Service Provider ◽  
Internet Service Provider ◽  
Sport Event ◽  
Internet Service ◽  
Creation Process ◽  
Semistructured Interviews ◽  
Sport Events ◽  
Value Creation Process

Sponsoring charity sport events (CSEs) represents an opportunity for businesses to achieve a variety of marketing objectives. Event sponsors need to promote their brand in an authentic manner because CSE participants may be skeptical of the sponsor if they believe the organization is supporting the event solely for commercial purposes. The current research examines the perceptions that CSE participants have for a sponsor’s contribution to the value creation process of the event. Semistructured interviews (N = 17) were conducted with MS (multiple sclerosis) Moonlight Walk 2018 participants to explore how this key stakeholder perceives the contribution of the sponsor (Harbour ISP [Internet service provider]) in the event experience. Five themes were uncovered: raising CSE awareness, cultivating a fundraising network, engaging authentically, celebrating constituents, and providing operational support. Building on the findings of this research, CSE managers and sponsors should work to share the story behind their partnership while integrating event participants in the development of the sponsorship program.

Is property management viewed as a value-added service?

2019 ◽  
Vol 37 (2) ◽  
pp. 262-274 ◽  
Author(s):  
Dustin C. Read ◽  
Andrew Carswell
Keyword(s):  
Real Estate ◽  
Value Creation ◽  
Value Added ◽  
Professional Service ◽  
Property Management ◽  
Individual Property ◽  
Content Type ◽  
Creation Process ◽  
A Value ◽  
Value Creation Process

PurposeThe purpose of this paper is to examine the perspectives of real estate executives to assess the extent to which property management is viewed as a commodity or as a value-added professional service contributing positively to investment performance and property value maximization.Design/methodology/approachThe qualitative analysis draws on the result of 93 semi-structured interviews conducted with executives employed by some of the largest real estate investment management and service firms across the USA.FindingsThe findings suggest that significant perceptual cleavages exist in the real estate industry, with some executives believing property managers are incredibly important to the value creation process and others believing they play a much more modest role.Practical implicationsThe results highlight the need for the property management industry as whole to continue its efforts to gain recognition as a value-added professional service and for individual property management companies to actively take steps to differentiate themselves from competitors if they hope to avoid commodification and fee compression.Originality/valueThe study is the first to the authors’ knowledge to examine real estate executives’ perspectives about the roles property managers play in the value creation process, as well as their views about whether property managers have the skills and autonomy required to make value accretive decisions.

Value creation through expanding the online distribution channel

2020 ◽  
Vol 120 (4) ◽  
pp. 714-729
Author(s):  
Frank Wiengarten ◽  
Hugo K.S. Lam ◽  
Di Fan
Keyword(s):  
Supply Chain ◽  
Stock Market ◽  
Value Creation ◽  
Distribution Channel ◽  
Chain Process ◽  
Market Reactions ◽  
Content Type ◽  
Creation Process ◽  
Stock Market Reactions ◽  
Value Creation Process

PurposeCurrent literature provides limited insights into the supply chain contexts within which e-commerce can create higher value for firms. To address this literature gap, this research explores the value potential, and thus value creation process, of e-commerce initiatives for supply chain distribution channel expansions.Design/methodology/approachUsing secondary data collected from multiple sources, this research conducted an event study to examine the stock market reactions to the announcements of e-commerce initiatives of Chinese firms.FindingsThe results indicate that the e-commerce initiatives increase average firm value by CNY 295.29 million in a three-day window around the initiative's announcement date. Moreover, we find that such stock market reactions are more positive for firms with poor operating performance, and more negative when firms deploy initiatives on their own (rather than third-party) platforms. Further, companies that integrate or complement their online sales with an offline sales channel experience more positive stock market reactions.Originality/valueThis study provides new insights into the value creation process of e-commerce from an operation and supply chain process perspective.

Cross-cultural influences on e-value creation in supply chains

2014 ◽  
Vol 19 (2) ◽  
pp. 187-199 ◽  
Author(s):  
Joshua M. Davis ◽  
Carlo Mora-Monge ◽  
Gioconda Quesada ◽  
Marvin Gonzalez
Keyword(s):  
Supply Chain ◽  
Cultural Differences ◽  
Value Creation ◽  
Cross Cultural ◽  
Business Systems ◽  
National Cultures ◽  
Content Type ◽  
Creation Process ◽  
Cross Cultural Differences ◽  
Value Creation Process

Purpose – This paper seeks to report the results of an empirical study examining the influence of cross-cultural differences on the value creation process from e-business systems in the supply chain. Design/methodology/approach – A questionnaire was sent out to senior managers in companies operating in two culturally distinct national cultures. The effects of cross-cultural differences were examined by testing for between-group differences in the structural model using the multi-group partial least squares (PLS) statistical approach. Findings – Consistent with the resource-based view (RBV), contingency “fit” theory, and prior research, this study demonstrates that the value creation process from e-business systems is significantly enhanced in companies operating in national cultures that emphasize cooperation and interdependence, and promote group-level interests over individual interests. Originality/value – The mechanisms through which performance improvement is achieved from e-business systems are still not fully understood. Little is still known about how digital capabilities and environmental factors work together to influence e-business value creation along the supply chain. In addition, while contextual factors have been highlighted within the stream, the knowledge base is especially limited regarding the role of global factors in shaping the attainment of value from e-business systems in this context. Filling these gaps, this study simultaneously investigates the roles of intermediate capabilities and the macro-environment in creating value from e-business in the supply chain.

The value creation logic and the internationalisation of internet firms

2016 ◽  
Vol 26 (3) ◽  
pp. 349-370 ◽  
Author(s):  
Denitsa Blagoeva Hazarbassanova
Keyword(s):  
Value Creation ◽  
Research Question ◽  
International Strategy ◽  
Service Firms ◽  
Content Type ◽  
Digital Service ◽  
Internet Firms ◽  
Value Propositions ◽  
Value Creation Process ◽  
Practical Implications

Purpose The purpose of the research is to put to a test the belief that the idiosyncratic internationalisation process of Internet firms is homogeneous. The research question is thus, “How does the value creation logic of Internet firms influence their internationalisation process?”. Design/methodology/approach The authors answer this question using three cases illustrating the internationalisation process of three pure play digital service firms, each falling into one value creation logic. Findings Each case company had a different approach to internationalisation, explained by a different theory. The firms differed in what their motivation was to internationalise, how they dealt with their liability of foreignness and how they learnt to internationalise. The differences were consistent with the specificities of their value creation. The contribution of this paper is to take the first steps towards linking the way firms create value with their internationalisation. What theory best explains the internationalization of IFs seems contingent on what firms do. Practical implications The message to practitioners is that international strategy not only can but also needs to be different across firms. It needs to be tailored to the concrete way a firm endeavours to generate and capture value. “One strategy fits most” is unlikely to succeed, because different value propositions demand different approaches to realising them. Originality/value In extant literature, IFs have been treated as one group, albeit distinct from “offline” firms. This paper proposes that the value creation process of IFs causes them to differ from each other, just as much as they differ from traditional firms.

Integrated Subsurface Study to Convert Upside Intrabeta Subzone Stakes into Additional Main Targets in Tunu Gas Field, Mahakam Delta, Indonesia

2021 ◽  
Author(s):  
Dwiki Drajat Gumilar ◽  
Riksa Pribadi ◽  
Dhanny Fadlan ◽  
Ramsyi Faiz Afdhal ◽  
Adnan Syarafi Ashfahani ◽  
...  
Keyword(s):  
Value Creation ◽  
Fluid Dynamic ◽  
Additional Contribution ◽  
Post Mortem ◽  
Main Zone ◽  
Gas Field ◽  
Creation Process ◽  
Dynamic Synthesis ◽  
Mahakam Delta ◽  
Value Creation Process

Abstract "Intrabeta" is a subzone located in the upper part of Tunu Main Zone between MF3-MF6 regional stratigraphic marker. Total cumulative production from this subzone is at 51 Bcf of gas and 4.96 MMBbl of oil. This interval is situated between Tunu Shallow Zone and Tunu Main Zone, which are the main producing intervals of Tunu Field, a giant mature gas field in Mahakam Delta, Indonesia. With Intrabeta reservoir depositional context more dominated by channel facies and more varied production fluid properties, the development of Intrabeta subzone became more challenging and previously classified as upsides. As Tunu Field is getting more matured, the challenge to deliver infill wells that economically profitable become more arduous. Thus, all attempts to give additional value to the future infill wells should be properly assessed. This paper aims to provide a comprehensive summary of how strategic collaboration between static and dynamic synthesis of Intrabeta subzone has given additional contribution in Tunu Field continuous value creation process. The method started by conducting an extensive post-mortem review on all perforated reservoirs in Intrabeta subzone. Insights from the perforated reservoirs that comprise of production behavior, perforation success ratio, cumulative hydrocarbon production and updated portfolio are then utilized to provide initial prolific area map for future candidates maturation. Data coming from the dynamic analysis were then combined with static depositional analysis on how the hydrocarbon was distributed in Tunu Intrabeta subzone. A new structural map that has been corrected from seismic push-down effect due to shallow gas presence above Intrabeta interval was then utilized to map the structurally promising area. Deterministic channel boundaries and possible sweet spots are then identified and ranked based on the development confidence level. Four wells with additional stakes from Intrabeta subzone have been proposed and drilled in Tunu Main Zone. All wells have successfully found the targeted Intrabeta targets with various post-mortem findings. While in some wells significantly better post-drilling results were encountered, in other cases slightly lower results were found due to static channel development and fluid dynamic uncertainties. All the lesson learned gathered from the pilot wells provide valuable insights on future improvement toward better and more robust Intrabeta candidate maturation methodology. The insights gained from this study have given essential understanding of Tunu Intrabeta subzone characteristics and possible future potentials. Furthermore, this paper provides a comprehensive summary, systematical approach and lesson learned in enhancing previously upside potential of Intrabeta subzone in Tunu Main Zone to compelling additional targets in Tunu Main Zone future wells as part of the continuous value creation process in a giant mature gas field.

Knowledge Management - An Enabler for SNAME & Naval Architects

2014 ◽  
Author(s):  
Nicholas Parkyn
Keyword(s):  
Knowledge Management ◽  
Best Practices ◽  
Competitive Advantage ◽  
Value Creation ◽  
Value Proposition ◽  
Engineering Process ◽  
The Core ◽  
Key Factor ◽  
Knowledge Structuring ◽  
Naval Architect

Introduction A Knowledge Management System is a valuable tool for the Naval Architect or Marine Professional. It plays an important role in transforming the data to information and information to knowledge which is known as the transformation lifecycle. Knowledge Management is a key factor for creating value and competitive advantage. A common approach to knowledge structuring facilitates the sharing of knowledge and collaboration with others, based on knowledge sharing, which increases the value proposition of organizations like the SNAME. “The transformation of information into knowledge is a critical one, lying at the core of value creation and competitive advantage” – Stewart 2001 Positioning Knowledge Management can be applied in many different ways related to the specific requirements of organizations, societies, companies and individuals. National Shipbuilding Research Program (NSRP) has done extensive work in the area of Knowledge Aware Engineering to enable: - Active Delivery Relevant Knowledge - Cultivation of Technical Memory - Enablement of Engineering Decision Support - Integration into the Engineering Process - Supports for standards, heuristics and best practices.

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