Proactive postsales service (PPS) refers to a supplier taking the initiative to contact a customer to provide service after a sale is complete. It is argued that PPS leads to faster delivery of service to a broader cross-section of customers than customer-initiated postsales service, or reactive postsales service. The authors argue that mental frames of customers and suppliers engaged in PPS ar...

Most studies on Japanese supplier-automaker relationships have focused on the nature of the dyadic inter-firm relationship and the performance of the assembler. We examine the relationship between a Japanese supplier’s “customer scope strategy” (i.e. number of customers) and the supplier’s performance. By analyzing data on 125 suppliers, we found that a supplier with broad automotive customer s...

Today, great potential is envisaged for ERP systems in small and medium-sized enterprises (SMEs), and software vendors have been repackaging their ERP systems for SMEs with a recent focus on cloud-based systems. While cloud ERP offers the best solution for SMEs without the overheads of the huge investment and management costs that are associated with traditional ERP systems, the SME sector face...

Citizens’ adoption of e-government channels has been the focus of both academic studies and public policy for over a decade. Current efforts seek to reduce citizens’ interaction with caseworkers through traditional channels in favor of increased use of e-government self-service channels. To increase adoption rates and reduce the costs of public administration, the Danish e-government strategy h...

Drawing on literature from finance and strategic management, eight likely factors associated with the profitability and growth of unquoted, small and medium-sized enterprises (SMEs) are identified and evaluated. These factors are: leverage, liquidity, education, industry performance, low cost, differentiation, product focus and customer focus. The sample comprises 134 unquoted SMEs aged five ye...

modern business organizations have appreciated the significance of having competitive advantage through the delivery of continuous improvement towards the customers, and being knowledge-oriented. indisputably, knowledge management (km) plays a key role in the success of customer relationship management (crm). in this regard, customer knowledge management (ckm) is a newly developed concept that ...

It has been increasingly critical for businesses to become more customer-centric and more responsive for customer needs. The “voice of customer” (VOC in short) is a general term to describe the stated and unstated customer needs that can be captured through various customer touchpoints: sales meetings, surveys, interviews, focus groups, customer support call-center, social media sites, etc.. Mo...

In a competitive market, customer decision is made to maximize his utility. It can be assumed that risk of losing a supply chain’s customer can be defined based on products utility from customer point of view. This paper takes account of product price and service level as competition criteria. The proposed model is based on non-cooperative game theory, for one-manufacturer and one-retailer supp...

Two parties that conduct a business transaction through the internet do not see each other personally nor do they exchange any document neither any money hand-to-hand currency. Electronic payment is a way by which the two parties transfer the money through the internet. Therefore integrity of payment and order information of online purchase is an important concern. With online purchase the cust...