Performance improvement of supplier-side e-tender-driven marketing process

Gupta, Piyush, Pranjal, Piyush, Bera, Sasadhar, Sarkar, Soumya and Sachan, Amit (2021) Performance improvement of supplier-side e-tender-driven marketing process. International Journal of Productivity and Performance Management, 70 (8). pp. 2032-2051. ISSN 17410401

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Purpose: Considerable amount of purchases in business-to-business (B2B) markets make through the tendering process. As technology keeps driving B2B procurement, both the supplier/contractor and buyer firms have settled down in their respective roles in the electronic-tendering environment. Researchers have ignored the supplier-side e-tender-driven marketing process that might lead to substantively successful financial performance. The purpose of this study is to improve the performance of an e-tender-driven marketing process of an original equipment manufacturer (OEM) incorporating the stakeholder's inputs.

Design/methodology/approach: Discrete event simulation modelling (DESM) has been used as a methodology to model, analyse and improve the process with the involvement of stakeholders at every stage of the study. Different scenarios are analysed to identify the near-optimal scenario based on agreed-upon key performance indicators.

Findings: Scenario that incorporated man-power sharing and eliminating avoidable activities gives the near-optimal solution for implementation.

Research limitations/implications: This study highlights that better insights can be gained by adopting the process-oriented view of the marketing–operations interface. Embracing a stakeholder-based consultative approach gives research a more practical outlook and reduces the gap between theory and practice. Suggestions for further research are provided.

Practical implications: B2B organizations, where lines between marketing and operations are blurred, can improve their marketing processes by implementing operations research tools.

Originality/value: This study provides an attempt to improve the performance of a supplier-side e-tender-driven marketing process of an OEM using the DESM methodology incorporating stakeholder's inputs.

Item Type: Article
Keywords: Business to business (B2B) | Discrete event simulation | E-tender | Marketing process | Performance improvement | Stakeholder
Subjects: Social Sciences and humanities > Business, Management and Accounting > Business and International Management
Social Sciences and humanities > Business, Management and Accounting > Marketing
JGU School/Centre: Jindal Global Law School
Depositing User: Mr. Syed Anas
Date Deposited: 22 Dec 2021 07:25
Last Modified: 22 Dec 2021 07:25
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