This study draws on depth interviews with 49 managers in customer firms and 55 managers in supplier firms and on discussions with 21 managers in two focus groups to propose a new way of thinking about customer solutions. Extant literature and suppliers interviewed for this study view a solution as a customized and integrated combination of goods and services for meeting a customer’s business ne...

Customer expectations of gateway services as well as their information needs are dynamic. The Australasian Virtual Engineering Library (AVEL) has consequently taken an iterative approach to interface design, usability testing and customer needs analysis. User-centred design has ensured that AVEL remains relevant to the way its target audience seeks information to solve “real world” problems. Th...

Supply chains increasingly have to cope with heterogeneous customer needs related to the performance areas of supply chain management (SCM), e.g. delivery reliability, delivery time, and availability. ‘One-size-fits-all’ supply chains that are predominant in reality are often not very effective and efficient. In order to better meet customer needs, supply chains can be segmented so that they ha...

In the past, organisations could concentrate on their internal capabilities, emphasising product performance and technology innovation. Organisations that did not understand their customers’ needs eventually found that competitors could make inroads by offering products or services better aligned to their customers’ preferences. Many Facilities Management organisations today have a mission focu...

Quality function deployment (QFD) is a systematic process for translating customer needs into engineering characteristics, and then communicating them throughout the enterprise in a way to ensure that details are quantified and controlled. The inherent fuzziness of relationships in QFD modeling justifies the use of fuzzy regression for estimating the relationships between both customer needs an...

E-service involves the delivery of useful services through information technology based service delivery channels such as the Internet. A distinguishing feature of e-service is the active and significant participation of customers in the service co-production process. With increasing customer participation in the e-service co-production process, it is important to incorporate customers’ needs b...