Browsing by Subject "Delphi-Technik"

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Erfolgsfaktoren zur Umsetzung der Transformation vom Produkthersteller zum Serviceanbieter
(2016) Hepp, Michael; Hadwich, Karsten
Throughout the last few decades many manufacturers of products have repositioned themselves strategically by moving from a product manufacturer to become a service provider. In the literature this is referred to “Servitization” or “Service Infusion”. Reasons for this is increasing competitive intensity in product manufacturing, corresponding with an erosion of product margins. Through Service Infusion, the product manufacturer can develop intimate relationships with its customer that results in a mutual dependency making the manufacturer less dependent on economic cycles. In addition, services usually have higher margins compared to products. This can result in a competitive advantage as well as higher entry barriers for the competitors. An increasing number of articles show the relevance of Service Infusion. Overall, however, the multitude of scientific papers have unfortunately not produced a common theoretical foundation or extensive empirical investigation. In addition, the integration of the customer as an external factor is a defined service as well, but is still insufficiently researched within the framework of the service infusion. So the thesis would like to answer the following three research issues: (1) What is a general theoretical framework for the service infusion? (2) What are the critical success factors for the transformation from a product manufacture to the product-oriented and system-solution-oriented business model? The overlapping success factors allows us conclusions for general success factors of the service infusion. (3) What is the role of customer integration in the transformation from the product manufacturer to the service provider and what is the ideal value of customer integration regarding to the specific business models? The thesis is structured in seven chapters: After the introduction, the second chapter describe the theoretical framework of the service infusion, the so-called business model approach of the service infusion. With a theoretical and deductive approach we structure ten development steps in four business models. For the validation we used case studies and a focus group discussion (n = 9) with experts. The third and fourth chapter show the implementation model of the product-oriented and system-solution-oriented business model. The EFQM Excellence model provides the theoretical framework. Through focus group discussions and a two-stage Delphi studies we confirmed for the product-oriented business model 29 (study 2, n = 11, study 3, n = 15) and the system-oriented business model 25, success factors (study 4, n = 11; study 5, n = 28). Chapter 5 shows success factors for the specific business models (product-oriented and system-solution-oriented business model), or general (fundamental) success factors of the service transformation. The sixth chapter describes the role of customer integration as part of the transformation process. The results shows, in relation to the different business models the collaborative role of the customers as an ideas supplier, a developer or a provider with different degrees of activities. These was also confirmed by a focus group discussion (6th study, n = 11). Finally Chapter 7 describes the limitation and conclusion of the thesis.
Prognose der Entwicklung des Agrartechnikmarktes: eine Expertenbefragung nach der Delphi-Methode
(2001) Wübben, Dirk; Vorgrimler, Daniel
Das Ziel der Studie ist die Prognose der Entwicklungen auf dem Agrartechnikmarkt für Deutschland und Westeuropa. Als Prognoseverfahren diente die Delphi-Methode, eine mehrstufige Expertenbefragung mit Rückkopplung. Als zentrale Untersuchungsbereiche umfasst die Studie zum einen die Ermittlung der wichtigsten Einflussfaktoren auf die Nachfrage und die Abschätzung der Agrartechniknachfrage der Jahre 2005 und 2010 und zum anderen die Abschätzung der zukünftigen Entwicklung der Angebotsstruktur. Des Weiteren werden die wichtigsten erwarteten Tendenzen im Marketing aufgezeigt. Im Zusammenhang mit dem in der Landwirtschaft erwarteten Strukturwandel ist damit zu rechnen, dass wirtschaftliche Gesichtspunkte bei den Investitionsentscheidungen der Landwirte eine immer größere Bedeutung erlangen. Während für die stückmäßige Nachfrage nach Agrartechnik ein Rückgang prognostiziert wird, wird nach Ansicht der Experten ? bedingt durch die erwarteten qualitativen Verschiebungen ? die monetäre Nachfrage relativ stabil bleiben. Auf der Angebotsseite wird eine weitere Zunahme der Marktkonzentration erwartet. Der Wandel vom Verkäufer- zum Käufermarkt wird sich fortsetzen. Daher treten im Marketing kundenbezogene Serviceleistungen in den Vordergrund.
Social and positive sustainability performance measurement : theories, conceptual frameworks, and empirical insights
(2018) Kühnen, Michael; Hahn, Rüdiger
Over 30 years have passed since the World Commission on Environment and Development published its famous Brundtland report including its definition of sustainable development. Since then, sustainability performance measurement looking beyond traditional financial performance measurement is becoming increasingly important in academia, business practice, and regulation to assess and ultimately manage economic, ecological, and social benefits and damages of organizational behavior along corporate supply chains and product life cycles. However, two overarching critical shortcomings prevent sustainability performance measurement from becoming a truly holistic and relevant decision-supporting instrument. First, the field is characterized by differing levels of maturity in terms of measuring performance of the three triple bottom line sustainability dimensions. Unlike established approaches for measuring ecological performance (e.g., with environmental life cycle assessment; ELCA) and economic performance (e.g., with life cycle costing; LCC), measuring social performance (e.g., with social life cycle assessment; SLCA) is still at a developmental stage, because the field is understudied and fragmented, and lacks empirical experience. Thus, the field of sustainability performance measurement is imbalanced in terms of the integrated assessment of the three sustainability dimensions. Second, the field is characterized by a negative perspective and a focus on becoming less unsustainable instead of making positive progress to sustainable development. Current sustainability performance measurement approaches primarily assess negative burdens or footprints and their reduction during product life cycles and in supply chains (e.g., accidents and fatalities, carbon dioxide emissions, or total cost of ownership) and neglect capturing positive benefits occurring throughout product life cycles and corporate supply chains. A critical reason is that research lacks a fundamental understanding of the general construct of positive sustainability performance. Thus, the field of sustainability performance measurement is incomplete because it fails to characterize and assess the important positive perspective of sustainability-related value creation and positive contributions to sustainable development. Triggered by the overarching critical shortcomings, this dissertation aims at advancing the level of maturity of social performance measurement and at advancing the understanding of positive sustainability performance measurement to promote a more balanced and complete assessment of contributions to sustainable development. To achieve these overarching aims, this dissertation builds on a multitude of research methods (especially, systematic reviews of research and corporate practice, an extensive Delphi study, and qualitative interviews), a resulting richness of empirical data, and various theoretical reflections. This dissertation comprises five studies (i.e., two systematic literature reviews and three empirical papers based on multiple research methods and data sets). Together, the five studies highlight the trends, coherences, inconsistencies, and gaps in social and positive sustainability performance measurement. Furthermore, the studies establish and explain the interrelation between social and positive sustainability performance measurement, advance their conceptual and theoretical foundation, promote standardization by prioritizing relevant indicators, and suggest an approach to measure and evaluate positive contributions to sustainable development. The individual studies presented in this dissertation offer valuable findings for research and managerial practice in the field. Together, the five studies highlight the trends, coherences, inconsistencies, and gaps in social and positive sustainability performance measurement. Furthermore, the studies establish and explain the interrelation between social and positive sustainability performance measurement, advance their conceptual and theoretical foundation, promote standardization by prioritizing relevant indicators, and suggest an approach to measure and evaluate positive contributions to sustainable development. Overall, this dissertation provides an important step to measure and ultimately manage social and positive sustainability performance. Thus, it establishes a foundation for the development of sustainable business practices that go beyond merely counteracting negative business outcomes toward actually delivering positive sustainability benefits for business and society.