Abstract: To promote Industry 4.0 and Society 5.0 and so on, it is important to connect and share data so that every member can trust it. Blockchain (BC) technology is currently attracting attention as the most advanced tool and has been used in the financial field and so on. However, the data collaboration using BC has not progressed sufficiently among companies on the supply chain of the manufacturing industry that handle sensitive data such as product quality, manufacturing conditions, etc. There are two main reasons why data utilization is not sufficiently advanced in the industrial supply chain. The first reason is that manufacturing information is top secret and a source for companies to generate profits. It is difficult to disclose data even between companies with transactions in the supply chain. Blockchain mechanism such as Bitcoin using Public Key Infrastructure (PKI) requires plaintext to be shared between companies in order to verify the identity of the company that sent the data. Another reason is that the merits (scenarios) of collaboration data between companies are not specifically specified in the industrial supply chain. For these problems, this paper proposes a Business to Business (B2B) collaboration system using homomorphic encryption and BC technique. Using the proposed system, each company on the supply chain can exchange confidential information on encrypted data and utilize the data for their own business. In addition, this paper considers a scenario focusing on quality data, which was difficult to collaborate because it is top-secret. In this scenario, we show an implementation scheme and a benefit of concrete data collaboration by proposing a comparison protocol that can grasp the change in quality while hiding the numerical value of quality data.
Abstract: Factoring accounts receivable is widely accepted as an alternative financing source and utilized in almost every industry that sells business-to-business or business-to-government. However, its patronage in the construction industry is very limited as some barriers hinder its application in the construction industry. This study aims at assessing the barriers to the use of factoring accounts receivables in the Ghanaian construction industry. The study adopted the sequential exploratory research method where structured and unstructured questionnaires were conveniently distributed to D1K1 and D2K2 construction firms in Ghana. Using the one-sample t-test and Kendall’s Coefficient of concordance data were analyzed. The most severe challenge concluded is the high cost of factoring patronage. Other critical challenges identified were low knowledge on factoring processes, inadequate access to information on factoring, and high risks involved in factoring. Hence, it is recommended that contractors should be made aware of the prospects of factoring of accounts receivables in the construction industry. This study serves as basis for further rigorous research into factoring of accounts receivables in the industry.
Abstract: This study aims to investigate and explore the underlying causes of security concerns of customers emerged when WHSmith transformed its physical system to virtualized business model through NetSuite. NetSuite is essentially fully integrated software which helps transforming the physical system to virtualized business model. Modern organisations are moving away from traditional business models to cloud based models and consequently it is expected to have a better, secure and innovative environment for customers. The vital issue of the modern age race is the security when transforming virtualized through cloud based models and designers of interactive systems often misunderstand privacy and even often ignore it, thus causing concerns for users. The content analysis approach is being used to collect the qualitative data from 120 online bloggers including TRUSTPILOT. The results and finding provide useful new insights into the nature and form of security concerns of online users after they have used the WHSmith services offered online through their website. Findings have theoretical as well as practical implications for the successful adoption of cloud computing Business-to-Business model and similar systems.
Abstract: Selling has changed. Selling has taken on aspects of
relationship marketing and sales force play a critical role in
developing long-term relationships between buyers and sellers which
is seen to serve the company’s targets and create success for a long
run. The purpose of this study was to examine what really matters in
buyer-seller encounters and determine what expectations business
buyers have. We studied 17 business buyers by a qualitative
interview. We found that buyers appreciate encounters where the
salesperson face the buyer as a way he or she is as a person, map the
real needs to improve buyers’ business and build up cooperation for
long-term relationship. This study show that personality matters are a
key elements when satisfying business buyers’ expectations.
Abstract: This paper develops and investigates a framework for
the assessment of customer involvement in the service design process
of result oriented product-service systems in order to improve the
service offering in a business-to-business (B2B) context. The
framework comprises five main criteria and fifteen sub-criteria that
contribute to customer involvement in a hierarchy using a maturity
grid to highlight the strengths and weaknesses for each criterion. To
develop the customer involvement framework, an extensive literature
review related to service design, result oriented product-service
system (PSS) and customer involvement in service design was
carried out. Key factors that significantly influence customer
involvement from industry and literature were identified to develop
the framework. A major contribution of the developed framework
includes a hierarchy of appropriate criteria for assessing customer
involvement in the service design process within results oriented
PSS; the definition of four maturity levels which are suitable to
describe the whole spectrum of customer involvement in the service
design process; and finally, The paper concludes by enabling service
providers to: take proactive decisions; screen and evaluate new
services; improve perceived service quality; and provide barriers
against imitation.
Abstract: Building a service-centric business model requires
new knowledge and capabilities in companies. This paper enlightens
the challenges small and medium sized firms (SMEs) face when
developing their service-centric business models. This paper
examines the premise for knowledge transfer and capability
development required. The objective of this paper is to increase
knowledge about SME-s transformation to service-centric business
models.This paper reports an action research based case study. The
paper provides empirical evidence from three case companies. The
empirical data was collected through multiple methods. The findings
of the paper are: First, the developed model to analyze the current
state in companies. Second, the process of building the service –
centric business models. Third, the selection of suitable service
development methods. The lack of a holistic understanding on
service logic suggests that SMEs need practical and easy to use
methods to improve their business
Abstract: One of the basic concepts in marketing is the concept
of meeting customers- needs. Since customer satisfaction is essential
for lasting survival and development of a business, screening and
observing customer satisfaction and recognizing its underlying
factors must be one of the key activities of every business.
The purpose of this study is to recognize the drivers that effect
customer satisfaction in a business-to-business situation in order to
improve marketing activities. We conducted a survey in which 93
business customers of a manufacturer of Diesel Generator in Iran
participated and they talked about their ideas and satisfaction of
supplier-s services related to its products. We developed the measures
for drivers of satisfaction first by as investigative research (by means
of feedback from executives and customers of sponsoring firm). Then
based on these measures, we created a mail survey, and asked the
respondents to explain their opinion about the sponsoring firm which
was a supplier of diesel generator and similar products. Furthermore,
the survey required the participants to mention their functional areas
and their company features.
In Conclusion we found that there are three drivers for customer
satisfaction, which are reliability, information about product, and
commercial features. Buyers/users from different functional areas
attribute different degree of importance to the last two drivers. For
instance, people from buying and management areas believe that
commercial features are more important than information about
products. But people in engineering, maintenance and production
areas believe that having information about products is more
important than commercial aspects. Marketing experts should
consider the attribute of customers regarding information about the
product and commercial features to improve market share.
Abstract: The paper outlines the drivers behind the movement
from products to solutions in the Hi-Tech Business-to-Business
markets. The paper lists out the challenges in enabling the
transformation from products to solutions and also attempts to explore
strategic and operational recommendations based on the authors-
factual experiences with Japanese Hi-tech manufacturing
organizations. Organizations in the Hi-Tech Business-to-Business
markets are increasingly being compelled to move to a solutions model
from the conventional products model. Despite the added complexity
of solutions, successful technology commercialization can be achieved
by making prudent choices in defining a relevant solutions model, by
backing the solution model through appropriate organizational design,
and by overhauling the new product development process and
supporting infrastructure.
Abstract: The importance of inter-organizational system (IOS)
has been increasingly recognized by organizations. However, IOS
adoption has proved to be difficult and, at this stage, why this is so is
not fully uncovered. In practice, benefits have often remained
concentrated, primarily accruing to the dominant party, resulting in
low rates of adoption and usage, and often culminating in the failure
of the IOS. The main research question is why organizations initiate
or join IOS and what factors influence their adoption and use levels.
This paper reviews the literature on IOS adoption and proposes a
theoretical framework in order to identify the critical factors to
capture a complete picture of IOS adoption. With our proposed
critical factors, we are able to investigate their relative contributions
to IOS adoption decisions. We obtain findings that suggested that
there are five groups of factors that significantly affect the adoption
and use decision of IOS in the Supply Chain Management (SCM)
context: 1) interorganizational context, 2) organizational context, 3)
technological context, 4) perceived costs, and 5) perceived benefits.