The aim of this article is to show how electronic commerce can fundamentally change the inter‐organisational processes at the interface between the buyer and supplier. It will be shown how electronic commerce is not only enabling the redesign of internal organisational processes but is...

Since the 1970s, international manufacturing companies, in pursuit of world‐class goals, have been adopting and adapting management practices developed originally in Japan. Notable characteristics of such companies now include: a customer‐focused culture; a concentration on core competencies...

This paper studies the consequences of sales contests versus quota systems when territories have imbalanced sales potential. How do the optimal sales, efforts of salespeople, and profits vary with territory imbalance in a sales contest and how do these change if compensation is based upon...

When sales territories are imbalanced, how do salespersons’ emotions-pride and disappointment in goal attainment-affect the choice between sales contests and sales quotas? First, profits in a quota system increase when pride in the weaker territory or disappointment in the stronger territory...

Purpose – Research studies have revealed that supplier involvement in the design process is not widely practised. Aims to discuss the lack of an appropriate customer‐supplier interface to assess the suitability of suppliers with reference to design criteria. Design/methodology/approach –...

Implementing a Manufacturing Resource Planning (MRPII) system represents a significant challenge for all those involved in such projects. Indeed, many such change programmes result in failure or fall short of achieving the significant benefits that such systems have to offer. This paper...

The introduction of cells has in general been beneficial to organizations by improving productivity and quality, reducing lead times and providing non‐routine jobs for personnel within the cell. However, there is no doubt that such changes create conflict due to the transition from a...