Please use this identifier to cite or link to this item:
http://idr.iimranchi.ac.in:8080/xmlui/handle/123456789/1016
Full metadata record
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Gupta, Piyush. | - |
dc.contributor.author | Pranjal, Piyush. | - |
dc.contributor.author | Bera, Sasadhar. | - |
dc.contributor.author | Sarkar, Soumya. | - |
dc.contributor.author | Sachan, Amit. | - |
dc.date.accessioned | 2022-01-19T10:00:58Z | - |
dc.date.available | 2022-01-19T10:00:58Z | - |
dc.date.issued | 2021-11-02 | - |
dc.identifier.citation | Gupta, P., Pranjal, P., Bera, S., Sarkar, S., & Sachan, A. (2021). Performance improvement of supplier-side e-tender-driven marketing process. International Journal of Productivity and Performance Management, 70(8), 2032-2051. https://doi.org/10.1108/IJPPM-11-2019-0534 | en_US |
dc.identifier.issn | 1741-0401 | - |
dc.identifier.uri | https://doi.org/10.1108/IJPPM-11-2019-0534 | - |
dc.identifier.uri | http://idr.iimranchi.ac.in:8080/xmlui/handle/123456789/1016 | - |
dc.description.abstract | Purpose – Considerable amount of purchases in business-to-business (B2B) markets make through the tendering process. As technology keeps driving B2B procurement, both the supplier/contractor and buyer firms have settled down in their respective roles in the electronic-tendering environment. Researchers have ignored the supplier-side e-tender-driven marketing process that might lead to substantively successful financial performance. The purpose of this study is to improve the performance of an e-tender-driven marketing process of an original equipment manufacturer (OEM) incorporating the stakeholder’s inputs. Design/methodology/approach – Discrete event simulation modelling (DESM) has been used as a methodology to model, analyse and improve the process with the involvement of stakeholders at every stage of the study. Different scenarios are analysed to identify the near-optimal scenario based on agreed-upon key performance indicators. Findings – Scenario that incorporated man-power sharing and eliminating avoidable activities gives the near optimal solution for implementation. Research limitations/implications – This study highlights that better insights can be gained by adopting the process-oriented view of the marketing–operations interface. Embracing a stakeholder-based consultative approach gives research a more practical outlook and reduces the gap between theory and practice. Suggestions for further research are provided. Practical implications – B2B organizations, where lines between marketing and operations are blurred, can improve their marketing processes by implementing operations research tools. Originality/value – This study provides an attempt to improve the performance of a supplier-side e-tender driven marketing process of an OEM using the DESM methodology incorporating stakeholder’s inputs. | en_US |
dc.language.iso | en_US | en_US |
dc.publisher | International Journal of Productivity and Performance Management | en_US |
dc.subject | E-tender | en_US |
dc.subject | Marketing process | en_US |
dc.subject | Performance improvement | en_US |
dc.subject | Discrete event simulation | en_US |
dc.subject | Business to Business (B2B) | en_US |
dc.subject | Stakeholder | en_US |
dc.subject | IIM Ranchi | en_US |
dc.title | Performance improvement of supplier-side e-tender-driven marketing process | en_US |
dc.type | Article | en_US |
dc.volume | 70 | en_US |
dc.issue | 8 | en_US |
Appears in Collections: | Journal Articles |
Files in This Item:
There are no files associated with this item.
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.