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The firm's and its customers' view on order-winning criteria
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.
1997 (English)Report (Other academic)
Abstract [en]

A firm's ability to win orders on the market depends on its competitiveness. A competitive firm wins order on the market, which results in a positive sales development. Orderwinning criteria are those criteria that make a difference to the customer when he decides between qualified offered products. The selling and the buying actors may have the same or different ideas about what constitute these orderwinners, and they may also differ in their evaluation of the competitive strengths of a firm. The selling and buying actors' perceptions of orderwinners and competitive strengths are analysed as the degree of fit between these perceptions. A good fit means that the two actors agree on orderwinning criteria and the firm's competitive strength on this criteria. We expect that a good fit relate to a positive sales performance of the selling firm's product. In the paper we analyse different situation of fit and misfit for the ten product families of four small manufacturing Swedish firms, and how these situation relate to the sales development patterns of the product families. The results reveals that a good fit is related to a stable economic development of sales, while two different situations of misfit may lead to a economic regression or to an expansive development of sales.

Place, publisher, year, edition, pages
Luleå: Luleå tekniska universitet, 1997. , 13 p.
Research subject
Entrepreneurship and Innovation
URN: urn:nbn:se:ltu:diva-22681Local ID: 3cc38bb0-9cee-11dc-97ff-000ea68e967bOAI: diva2:995730
Godkänd; 1997; 20071127 (ysko)Available from: 2016-09-29 Created: 2016-09-29Bibliographically approved

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