Mahim Sagar

Performance measurement and management frameworks: Research trends of the last two decades

– The purpose of this paper is to provide an integrated framework of performance management area showcasing research trends in performance measurement and management frameworks developed and discussed by revisiting the literature of the last two decades – from 1991 to 2011. , – This paper provides a comprehensive review (excluding management control systems) of the performance measurement and management frameworks/systems/models developed in the last two decades, which helps to highlight the research trends related to performance management frameworks. The methodology for literature review is chronological review where it is divided into two periods – 1991-2000 and 2001-2011. , – This paper portrays the developments that happened in performance measurement and management via looking at performance management frameworks and an analysis that reveals the research trends carried out in the last two decades, indicating paradigm shifts such as from a financial perspective to an integrative perspective (era 1991-2000), from an operational perspective to a strategic perspective, the utilization of systems and simulation techniques (era 2001-2011), etc. These shifts have led to the development of effective, integrated, and dynamic performance measurement systems. , – The frameworks/models related to management control systems and the trends related to performance control systems have not been discussed here and they require further research in future studies. , – There is very limited work available in the literature that discussed specifically the performance management and measurement (PMM) frameworks/models and systems; most of the previous work talks about developments only till 2000. This paper gives a snapshot of the researchers in the field of PMM regarding the developments and transformations in the frameworks for enterprises for the period 1991-2011, thus incorporating recent developments as well.

Cognitive bias in salespersons in specialty drug selling of pharmaceutical industry

Purpose – Specialty drug development is capital‐intensive and represents a new era for the entire health ecosystem. This “newness” has resulted in below‐par sales performance of these drugs. This paper seeks to explore the intricate relationship of product (or company), salespersons, doctors and consumers (patients) in the given scenario.Design/methodology/approach – The study makes use of grounded theory and total interpretive structural modeling (TISM). Grounded theory is used to explore various factors of cognitive bias in selling specialty drugs. TISM is used to create a hierarchy amongst the factors and interpret the relationships amongst them.Findings – The study proposes a cognitive bias amplification model explaining the phenomenon of cognitive bias in specialty pharmaceutical selling.Originality/value – The study fills part of the significant research gap and addresses the issues in selling specialty drugs. The cognitive bias amplification model is helpful in providing the starting point for sale...

Modeling strategic performance management of automobile manufacturing enterprises

Purpose – This paper aims to present strategic performance management modeling of the Indian automobile manufacturing enterprises. This will help to understand the hierarchical structure and linkages of different strategic factors related to enterprise performance in a better way. Automobile manufacturing industry is one of the top industries in India. It is of paramount importance to identify the strategic factors and their linkages to understand the strategic performance management issues better. Design/methodology/approach – Flexible strategy game-card, an evolving performance management framework, has been taken as the basis for the development of a strategic performance management model. Thematic content analysis is used to analyze semi-structured interviews and for identifying strategic factors related to performance. Total interpretive structural modeling (TISM) is used to develop the hierarchical structure of these performance strategic factors. Case-lets and statistical analysis are used to furth...

Revisiting performance measurement and management: deriving linkages with strategic management theories

The interest in performance measurement and management (PMM) has notably increased in the last two decades. The purpose of the paper is to revisit the research and knowledge base of the last two decades related to performance measurement and management and exploring the linkages with theories related to strategic management. A critical analysis of existing performance management frameworks has been carried out and an attempt has been made to derive linkages with strategic management theories. Ten PMM frameworks have been selected for the study, and some classical strategic management theories have been chosen for exploring the linkages of two areas, i.e., strategic management and performance measurement and management. The linkages with strategic management theories help to reflect the relationship between strategy and firms performance. The analysis carried out in the study reflects that most of the PMM frameworks follow resource-based view theory, and developments happened post 2000 considered stakeholder theory by inclusion of all the stakeholders, but still the PMM frameworks lack strategic orientation which is an eye-opening result that came out of the study. The results of the study can be validated by one of the empirical studies by Thaker (2011) stating that still business performance management systems are satisfying tactical purposes and are lacking in strategic thinking.

High Impact Scales in Marketing: A Mathematical Equation for Evaluating the Impact of Popular Scales

Decision making in any industry is heavily dependent on the availability of right measures and the appropriate tools arriving at the right measures. Scale development, therefore, is a very critical part of understanding and building knowledge in any subject.

Strategically Flexible Capacity BuildingStrategically Flexible Capacity Building Driving Emerging MarketsEmerging Markets InternationalizationInternationalization

The research study examined the influence of capacity building in select areas of—skilled workforce, cumulative learning, marketing networks and information technology, on the degree of internationalization amongst Indian firms. The unit of analysis was firms engaged in exporting to developed western markets. Data were gathered through a self-administered survey directed at Owners, Promoters, and Heads of International Business firms involved in strategic decision-making of 200 Indian firms. The firms comprising the sample were drawn from a wide cross section of manufacturing industries including—textiles, apparel and clothing, consumer electronics and pharmaceuticals companies. An array of scaled variables were reduced to meaningful factors in capacity building through EFA, Exploratory Factor Analysis, technique. Thereafter, a CFA, Confirmatory factor analysis through SEM, structural quation modeling was conducted to validate the factors and test the psychometric properties of the variables under consideration. The path diagram, obtained using AMOS software program, indicated how strategic flexible capacity building led to higher degree of internationalization. The findings indicated that capacity building in select areas of, which were primarily factors involved in ensuring flexibility were key to attaining higher levels of internationalization amongst Indian firms.

An Analysis of Barriers for the Adoption of Cloud Computing in Education Sector

Cloud computing is an emerging field in information technology, aimed to have access to the IT services anytime, anywhere by authorized personnel. Having wide range of benefits for the organizations or institutes extending to diverse areas including like cost cutting, multi-tenancy, better management of business, highly automated, scalable to suite the ever-changing needs of the organizations or institutes. In the current scenario every emerging and established enterprise wants to implement cloud computing to fulfil their computing needs. If we look at the penetration of education in all regions, there is a dramatic shift from the traditional IT infrastructure offering towards cloud computing. If we go deeper it is evident that with the increase in the number of institutions offering education, cloud computing has come out as a very cost-effective solution for computing and infrastructure needs. This study is an attempt to identify and analyze the key barriers to the adoption of cloud computing in the education sector. Total interpretive structural modelling (TISM) has been used to further develop a hierarchy amongst the various key barriers to cloud adoption in the education sector. This model is intended to classify various barriers to the adoption of cloud computing and for planning of successful infusion of new technologies in the education sector.

New product selling challenges (key insights in the ICT sector)

The purpose of this study is to identify crucial and new product selling challenges in the Information and Communication Technology (ICT) sector for the companies operating in Business to Business (B2B) sales setting.,This study uses qualitative techniques of focus group discussion, semi-structure interviews and thematic content analysis to explore crucial and new product selling challenges. Total interpretive structuring modeling (TISM) is used to create a hierarchy amongst the factors and interpret the relationships amongst them.,This study identifies crucial challenges for the ICT sector. The TISM framework helped in identifying variables and explained the relationship between the identified variables.,The findings may have been affected by the small size of the sample, the research was restricted to Indian market only and the result would have varied across cultures and different domains.,Companies in the ICT sector are eager to develop new products but fail to sell it. Salespeople play a crucial role in diffusing the new product in the market. Addressing the challenges faced by salespeople will improve not only the sales of the new product but also the overall the operational efficiency of the sales force.,Although several studies have suggested that sales force is the major contributing factor to new product success, few studies have focused on the role of salespeople in new product launch, particularly with respect to challenges in new product selling.,This is the first study to identify new product selling challenges in the ICT sector.

Amazon India’s “Apni Dukaan”: branding strategy

Subject area Brand Management, Branding Strategy, Strategic Management. Study level/applicability The case study is suitable for postgraduate management programs, such as MBA, Executive MBA and executive development programs. Case overview This case study provides a detailed analysis of Amazon India’s branding strategy by way of analyzing popular branding campaigns such as “Try to kar”, “Aur Dikhao”, “Kya Pehnu” and “Apni Dukaan” that enabled the global brand to reach to the masses of Tier-II and Tier-III cities in India. Facing fierce competition from existing market leaders such as Flipkart and Snapdeal, Amazon India strategizes to attract Indian consumers by rightly capturing their behavior in terms of demanding “highest power of options”, “fashion choices”, “originality” and “trust” with its local flavored advertisement campaigns enabling it to create a “trusted, reliable and local” brand identity. With the help of sufficient data and numbers about the industry, company and competitors, the analysis presents a clear picture of the current status of Amazon in the Indian e-commerce space and leaves the readers with food for thought concerning whether this “culture-specific” branding strategy will enable Amazon to become the number one choice for Indian online shoppers in the near future. Expected learning outcomes This case study helps students to understand how global MNCs use unique branding strategies to capture mass-markets in e-commerce business, the role of culture-specific aspects in developing differentiation strategies and the role of local flavors in branding strategies and internationalization. Supplementary materials Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject code: CSS 8: Marketing.

Telecom Value Chain and Telecom Markets—Enterprise, Retail and Application Development

Value can be defined in many ways and is a function of the dimensions employed in a study. For the purpose of this chapter, the use of the word “value” is restricted to its common definition, as the amount buyers are willing to pay for a product or service. The concept of the value chain was first popularized by Michael Porter in a seminal work on the implementation of competitive strategies to enhance business performance.