This study involves establishing imperative customer relationship value antecedents and mediators within the business-to-business (B2B) railway industry of Southern Africa and determining whether these relationship value antecedents and mediators will achieve customer retention as an outcome. The goal is to create a conceptual model for the B2B railway industry of Southern Africa, which will be done through reviewing well-established theories and past literature on the topics of relationship marketing, relationship value, and retention within the B2B industry. After an examination of the existing literature, a proposed conceptual model will be developed and tested using confirmatory factor analysis (CFA) with a sample of 265 B2B supplier companies operating in the Southern African railway market. The CFA represents the measurement model of this research, which proposes the relationship value antecedents, mediators, and their influence on retention within the B2B railway industry of Southern Africa. Secondly, structural equation modelling (SEM) will be conducted, in order to test relation-ships with latent factors. The results indicate that the factors of service, supplier, relational, and financial performance are important antecedents, and that satisfaction and relationship value are significant mediators of customer retention in the B2B railway industry of Southern Africa. / Business Management / D. Admin. (Business Management)

Background: How business is conducted is constantly developing and the design of the business model is a crucial part to have a clear vision of the company’s goals. Simultaneously, technologies are developed which generate new business opportunities. To fully exploit these opportunities, companies need to innovate their business model. The description of digitalization within previous literature has been mainly holistic, without much reference to specific mechanisms and activities enabling business model innovation. Little is known about the mechanisms of digitalization and their effect on business model innovation.  Purpose: The purpose of this is to understand how digitalization affects business model innovation in firms. It aims to identify mechanisms of digitalization and how they affect the underlying dimensions of business model innovation.  Method: An exploratory research design was applied within this qualitative study to fulfill the purpose. The data collection was done through nine semi-structured interviews with employees at manufacturing companies with good insight of the company’s digitalization process. Using an inductive approach, the data has been analyzed through a thematic analysis.  Conclusion: This study has shown what mechanisms of digitalization affect each of the dimensions of the business model. Further, it has contributed with an understanding of how the dimensions are affected by the mechanisms. The analysis resulted in the development of an emergent framework which depicts what the mechanisms are and how they can lead to a perceived positive effect on business operations.

Understanding the contribution of marketing to the shareholder value of a company has been a major challenge for marketing research. The purpose of this dissertation was creating and validating an attitudinal measure of customer equity in hospitality businesses, thus providing a link between return on marketing and the shareholder value of a company. The theoretical background of the customer equity construct was examined, and then systematic scale development processes were initiated. The results produced two concise scales: (1) 17 items that represent the six dimensions of customer equity in the restaurant industry and (2) 19 items that represent the six dimensions of customer equity in the hotel industry. Six dimensions of customer equity achieved strong convergent validity, discriminant validity, and internal consistency, indicating unidimensionality of the constructs. To further validate the newly developed scale, criterion validity was checked in correlation with six criterion measures using data collected from 590 hospitality industry consumers. The results demonstrate that customer equity closely reflects the shareholder value of a company. Also, it was found that value equity, brand equity, relationship equity, and service quality are significantly and positively correlated with overall customer equity of a company. In conclusion, customer equity represents the long-term value of a company, and reflects shareholder value of the company, thus providing a link with return on marketing investments. Theoretical and managerial implications are discussed. / Ph. D.

Thesis’ background This thesis intends to contribute to the literature gap identifying when connecting the literature on capabilities required for the transition towards circular business models and the literature that investigates the value creation and capture in these business models. Research aim Identifying the key capabilities that facilitate the transition towards circular business models and investigating their use for value creation and capture Methodology A qualitative approach was followed, and semi-structured interviews were conducted with four managers working at companies that are experiencing circular business models Findings Eight key capabilities were identified from this research including: (1) Developing the systemic thinking, (2) Managing the circular network,(3) Managing knowledge, (4) fostering open innovation, (5) Understanding customer’s requirement for exploring the wasted value, (6) Designing products for longevity, (7) Innovating in the sale and use phase and (8) managing circular suppliers to close the loops between the end use and the production. Deploying these eight key capabilities with a systemic thinking would enable companies moving to circular business models and creating and capturing economic and non-economic sustainable values.

No description available.

Business strategies for competitive succession have been captivating the attention of scientists and entrepreneurs from all over the world. As more competitive circumstances are reached within a market, the value perspective expressed by consumers becomes increasingly relevant. The manufacturing industry has somewhat been resistant to incorporating soft consumer values into their business models, as many of them are built up by traditional price- and firm-centric structures and belief systems. In this thesis, we explore how embracing these values can benefit manufacturers and how to strategically use value creation and value capturing processes. Previous research on the topic has found that the ability to create and capture soft values has grown in other industries, however, the manufacturing industry has not yet fully embraced this trend. The reason is mainly due to their traditional structure. If manufacturers do not act now, they are threatened by a decline in market share that might lead to a market exit.  This thesis performs a case study of a Nordic rock bolt manufacturer and investigates what soft values are and how they can be utilized in the manufacturing industry. A question to ask while researching this topic, is what does the consumer evaluate when purchasing rock bolts from the manufacturer? To collect the answers, 6 different methods were used, including a field visit to a mine in Finland and several semi-structured interviews with representatives and actors in the Nordic rock bolt manufacturing industry. The various methods were all applied to get a holistic view of the problematization.  The study identified 9 soft values among rock bolt consumers that can be utilized in different value creation and capture processes. These soft values are based on the needs and wants that matter in the purchasing decision. Manufacturers should seek new and innovative ways of meeting consumer needs and wants. This means engaging with consumers and opening up for value co-creating opportunities. In turn, consumer knowledge will be beneficial to the manufacturer’s competitiveness. Furthermore, service-centric strategies, such as servitization, are ways for product companies to capture consumer value. Moreover, to further gain purchasing interest, it is suggested that manufacturers could incorporate value-based pricing strategies. This can promote the benefits of the manufacturer’s product, leading to a price setting that primarily is based on consumer-perceived values.  All in all, this study has demonstrated the importance and opportunity of soft value identification, creation, and capturing in the manufacturing industry by showing how price can be trumped by other, softer, values influencing the decision-making process.

No description available.

Wertorientierte Unternehmensführung, Wertstromdesign als zentrale Methode des Lean Managements und die Flexibilität von Produktionssystemen haben sich als Managementansätze in der Vergangenheit bewährt. Die Koexistenz dieser Ansätze stellt Führungskräfte vor die tägliche Herausforderung, ihren jeweiligen Beitrag zur wertorientierten Unternehmensführung zu erkennen, operative Entscheidungen zu treffen und auf diese Weise die Wettbewerbsfähigkeit des Unternehmens im Spannungsfeld der Interessen der Anspruchsgruppen sicherzustellen. Unter der leitenden Forschungsfrage, welchen Beitrag das Wertstromdesign als Instrument der wertorientierten Unternehmensführung zum Unternehmenswert unter Beachtung der Flexibilität des Produktionssystems leistet, werden die Einzelkonzepte detailliert betrachtet, wesentliche Einflussgrößen sowie deren durch Reduktion von Komplexität entstehende Wechselwirkungen identifiziert und zur Handlungsorientierung methodisch gestützte Gestaltungsempfehlungen formuliert.

Many entrepreneurs pursue the IT-industry, which is characterized by opportunities and international growth. However, due to failures in sales, marketing and operations, many IT-startups never reach profitability and sustainable performance.  On behalf of the IT-startup Realbridge, the authors have been asked to investigate how their sales process can be made more efficient. By identifying elements in the sales process, the authors can provide suggestions supported by theories and qualitative data on how Realbridge and similar companies can redesign and improve their sales process. The study further investigates the role of sales in the business model and how a changed sales process impact value delivery and innovate the business model. Consequently, the thesis aims to answer the following research questions: How does a firm’s sales process impact value delivery in the business model? How can small IT-companies similar to Realbridge and their product improve their sales process efficiency? This degree project has several purposes. Firstly, it aims to further investigate the role of sales in value delivery in the business model. This will extend knowledge and research on value delivery and sales, and will further investigate the relationship between components of the business model. Secondly, it will serve as a guide for managers in IT-firms on how they can improve the sales process. Thirdly, it will create an understanding of how IT-firms similar to Realbridge can develop or innovate their business model in terms of changed value delivery, key activities and sales process. As the aim of this study is to extend knowledge in the business model and sales literature, as well as analyze Realbridge’s sales process and culminate in recommendations on how IT-startups can increase their sales efficiency, this degree project takes form as a qualitative case study. Interviews have been conducted with interviewees in four different organizations with three different perspectives: Realbridge’s perspective, customer in the car dealership industry’s perspective and non-customer in the car dealership industry’s perspective. The data has been processed in accordance to thematic analysis. The analysis has led the authors to the conclusion that a changed sales process impact value delivery and consequently innovate the business model. It is also found that the sales process impact value creation and capture. Moreover, in order to effectively design a sales process, Realbridge and similar companies must effectively segment the market, focus on fewer segments initially and target them according to their expected financial contribution. They should state and communicate a specific value proposition related to the approached segment’s main needs. Furthermore, customer preferences have to be accounted for in terms of sales channels and type of relationships, and it can be seen as a financial risk to maximize value creation and value delivery for all customers.

Wertorientierte Unternehmensführung, Wertstromdesign als zentrale Methode des Lean Managements und die Flexibilität von Produktionssystemen haben sich als Managementansätze in der Vergangenheit bewährt. Die Koexistenz dieser Ansätze stellt Führungskräfte vor die tägliche Herausforderung, ihren jeweiligen Beitrag zur wertorientierten Unternehmensführung zu erkennen, operative Entscheidungen zu treffen und auf diese Weise die Wettbewerbsfähigkeit des Unternehmens im Spannungsfeld der Interessen der Anspruchsgruppen sicherzustellen. Unter der leitenden Forschungsfrage, welchen Beitrag das Wertstromdesign als Instrument der wertorientierten Unternehmensführung zum Unternehmenswert unter Beachtung der Flexibilität des Produktionssystems leistet, werden die Einzelkonzepte detailliert betrachtet, wesentliche Einflussgrößen sowie deren durch Reduktion von Komplexität entstehende Wechselwirkungen identifiziert und zur Handlungsorientierung methodisch gestützte Gestaltungsempfehlungen formuliert.:1 Einleitung … 1 1.1 Behandlung des Themas in der Literatur … 4 1.1.1 Wertstromdesign … 4 1.1.2 Flexibilität des Produktionssystems … 6 1.1.3 Wertorientierte Unternehmensführung … 8 1.2 Problemstellung und Zielsetzung … 11 1.3 Struktur der Arbeit und Vorgehensweise … 12 2 Theoretischer Bezugsrahmen … 15 2.1 Systemtheoretischer Ansatz zur Reduktion der Komplexität … 15 2.1.1 Begriffliche Abgrenzung und Arbeitsdefinition … 16 2.1.2 Ansatz der allgemeinen Systemtheorie … 17 2.1.2.1 Das Produktionssystem als Erfahrungsobjekt … 18 2.1.2.2 Der Wertstrom als Erkenntnisobjekt … 19 2.2 Wertstromdesign als Gestaltungsmethode … 20 2.2.1 Definition und Abgrenzung zu anderen Methoden … 20 2.2.1.1 Definition … 21 2.2.1.2 Abgrenzung zu anderen Lean-Methoden … 22 2.2.1.3 Abgrenzung zu anderen Prozessoptimierungsmethoden … 23 2.2.2 Vorgehensweise … 24 2.2.2.1 Festlegung der Produktfamilie … 24 2.2.2.2 Wertstromanalyse … 27 2.2.2.3 Wertstromdesign … 30 2.2.3 Zusammenfassung … 33 2.3 Flexibilität von Produktionssystemen … 34 2.3.1 Definition und begriffliche Abgrenzung … 34 2.3.1.1 Allgemeine Definitionen … 35 2.3.1.2 Abgrenzung von Agilität und Wandlungsfähigkeit … 37 2.3.2 Klassifizierung der Flexibilitätstypen … 39 2.3.2.1 Horizontale Klassifizierung … 39 2.3.2.2 Vertikale Klassifizierung … 41 2.3.2.3 Sonstige Klassifizierungen … 42 2.3.3 Messung der Flexibilität … 44 2.3.3.1 Zeit als Maß für die Flexibilität … 44 2.3.3.2 Kosten als Maß für die Flexibilität … 45 2.3.3.3 Wahrscheinlichkeit als Maß für die Flexibilität … 47 2.3.4 Zusammenfassung … 47 2.4 Wertorientierte Unternehmensführung … 48 2.4.1 Begriffliche Abgrenzung und Definition … 49 2.4.1.1 Shareholder-Value-Ansatz … 49 2.4.1.2 Stakeholder-Ansatz … 50 2.4.1.3 Arbeitsdefinition … 51 2.4.2 Wertorientierte Kennzahlenkonzepte … 52 2.4.2.1 Definition und Verwendung des Cashflows … 53 2.4.2.2 Discounted Cash-Flow (DCF) … 55 2.4.2.3 Shareholder Value Added (SVA) … 58 2.4.2.4 Cash Flow Return on Investment (CFROI) und Cash Value Added (CVA) … 59 2.4.2.5 Economic Value Added (EVA) … 61 2.4.3 Operationalisierung der wertorientierten Kennzahlenkonzepte … 63 2.4.3.1 Kennzahlensystem … 64 2.4.3.2 Werttreiberhierarchie … 64 2.5 Zusammenfassung … 65 3 Empirische Bestimmung von Wertstromtypen … 68 3.1 Modell zur Schätzung des Wertbeitrags durch das Wertstromdesign … 68 3.1.1 Bestimmung der Einflussgrößen … 69 3.1.1.1 Bestimmung der Erfolgsfaktoren und Kennzahlen … 69 3.1.1.2 Bestimmung der relevanten Flexibilitätstypen … 75 3.1.2 Konzeption des Modells zur Schätzung des Wertbeitrags … 76 3.1.2.1 Aufbau des Modells … 76 3.1.2.2 Ansatz zur Schätzung des Wertbeitrags … 78 3.2 Empirische Analyse zur Bestimmung von Wertstromtypen … 81 3.2.1 Datenbasis und Erhebungsmethodik … 81 3.2.1.1 Inhalt der Unternehmensbefragung … 82 3.2.1.2 Struktur der Grundgesamtheit … 82 3.2.2 Analyse der empirischen Datenbasis … 84 3.2.2.1 Gewichtung und Einfluss der Kennzahlen … 84 3.2.2.2 Faktorenanalyse … 90 3.2.2.3 Clusteranalyse … 94 3.3 Charakterisierung der Wertstromtypen … 97 3.3.1 Klassifizierungsmerkmale von Wertstromtypen … 98 3.3.2 Ableitung der idealisierten Wertstromtypen … 102 3.3.2.1 Cluster 1: Wertstromtyp „Balanced“ … 102 3.3.2.2 Cluster 2: Wertstromtyp „Pending“ … 03 3.3.2.3 Cluster 3: Wertstromtyp „Project“ … 104 3.3.2.4 Cluster 4: Wertstromtyp „Service“ … 105 3.3.3 .bersicht: Wertstromtypen … 106 3.4 Zusammenfassung … 10 4 Gestaltungsfelder des wertorientierten Wertstromdesigns unter Berücksichtigung der Flexibilität des Produktionssystems … 113 4.1 Ableitung der Gestaltungsfelder … 113 4.1.1 Gestaltungsansätze für die Haupteinflussgrößen … 113 4.1.1.1 Ansätze des Qualitätsmanagements … 113 4.1.1.2 Ansätze des Zeitmanagements … 16 4.1.2 Definition der Gestaltungsfelder … 117 4.1.2.1 Vier Gestaltungsfelder des wertorientierten Wertstromdesigns … 118 4.1.2.2 Einfluss der Gestaltungsmethoden auf die Flexibilitätsarten … 120 4.2 Gestaltungsfelder des wertorientierten Wertstromdesigns … 122 4.2.1 Fehlervermeidung … 122 4.2.1.1 Analyse der Fehlerrisiken im Ist-Wertstrom … 122 4.2.1.2 Reduzierung der Risiken im Soll-Wertstrom … 125 4.2.2 Fehlerabsicherung … 127 4.2.2.1 Fehleranalyse im Ist-Wertstrom … 127 4.2.2.2 Statistische Prozesskontrolle im Soll-Wertstrom … 130 4.2.3 Reduzierung der Komplexität … 134 4.2.3.1 Analyse der Produktkomplexität im Wertstrom … 135 4.2.3.2 Gestaltung eines wertstromgerechten Produktdesigns … 137 4.2.3.3 Analyse der Fertigungsorganisation … 139 4.2.3.4 Gestaltung wandlungsfähiger Fertigungssegmente …142 4.2.4 Stabilisierung und Optimierung des Prozesses … 144 4.2.4.1 Analyse des Informationsflusses … 144 4.2.4.2 Leitlinien zur Gestaltung des Material- und Informationsflusses … 146 4.2.4.3 Analyse der personalkritischen Engpässe … 148 4.2.4.4 Ma.nahmen zum Kapazitätsausgleich … 151 4.3 Zusammenfassung … 153 5 Fallstudien und Gestaltungsempfehlungen für das wertorientierte Wertstromdesign … 156 5.1 Auswahl der Fallstudien … 156 5.2 Ausgangssituation … 157 5.2.1 Fallstudie 1: Wertstromtyp „Balanced“ … 157 5.2.2 Fallstudie 2: Wertstromtyp „Pending“ … 62 5.2.3 Fallstudie 3: Wertstromtyp „Project“ … 65 5.2.4 Fallstudie 4: Wertstromtyp „Service“ … 168 5.3 Gestaltungsempfehlungen … 172 5.3.1 Wertstromtyp „Balanced“ … 172 5.3.2 Wertstromtyp „Pending“ … 174 5.3.3 Wertstromtyp „Project“ … 176 5.3.4 Wertstromtyp „Service“ … 177 5.4 Zusammenfassung … 180 6 Zusammenfassung und Ausblick … 183 7 Literaturverzeichnis … 187