Interest in the strategic orientations of firms and their impact on performance has increased in recent years. Customer orientation with a view to satisfying customers? needs is often contrasted to more product or technology-related orientations that rely on research for new product development ideas. Our study links these orientations directly to innovation by examining their relationship with...

An XP customer needs to write and check acceptance tests. However, the format for defining the tests needs to be clear. Many acceptance test approaches use arcane formats which do not promote clarity for the customer, due to a conflict of interest between the complexities of automation and the needs of the customer. We discuss the evolution of acceptance tests to improve their clarity for the c...

There is a well-known sequence of constants cn describing the growth of supercritical Galton-Watson processes Zn . With “lower deviation probabilities” we refer to P(Zn = kn) with kn = o(cn) as n increases. We give a detailed picture of the asymptotic behavior of such lower deviation probabilities. This complements and corrects results known from the literature concerning special cases. Knowled...

Consideration of human-product-environment interactions is consistent with the wisdom of ‘product ecosystems’, which essentially entail a scenario of affective design of the entire system with customer experience in the loop. Existing work has been inadequate to capture the affective customer needs, let alone to incorporate affective design into the product ecosystems. This paper proposes an an...

As customers' needs have changed rapidly, market orientation has become a more primary focus of marketing literature. This study explores the strategies market-oriented suppliers use to accommodate customer needs. In addition, because buyer–seller relationships proceed through phases characterized by distinct behaviors, this study explores the relationship between market orientation and accommo...

to cope with the customer-oriented business model in a global competitive market, enterprises tend to be networked for achieving mass customisation: i.e. offering customisable products with the same efficiency as mass production. This scenario highlights two faces of variability: variability of needs (on customer side) and variability of organisations (on production side). Both types of variabi...

The lack of a good understanding of customer needs within eservice initiatives caused severe financial losses in the Norwegian energy sector, resulting in the failure of e-service initiatives offering packages of independent services. One of the causes was a poor elicitation and understanding of the e-services at hand. In this paper, we propose an ontologically founded approach (1) to describe ...

The purpose of this study is to investigate the efficacy of customer relationship management (CRM) benefits for customers in relation to customer satisfaction. A model has been developed and empirically tested through survey data collected from 150 customers of three Malaysian companies. The results indicate that the benefits of CRM for customers have had a significant positive effect on their ...

Collaborative Networks (CNs) enhance the preparedness of their participants to promptly form Virtual Organisations (VOs) that are able to successfully tender for large scale and distributed projects. However, the CN efficiency essentially depends on the ability of its managers to match and customise available reference models but often, also to create new project activities. Thus, given a parti...