search query: @author Ghingold, M. / total: 2
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| Author: | Ghingold, M. Johnson, B. |
| Title: | Technical knowledge as value added in business markets |
| Journal: | Industrial Marketing Management
1997 : MAY, VOL. 26:3, p. 271-280 |
| Index terms: | VALUE ADDED ORGANIZATIONS COMPETITIVE ADVANTAGE TECHNOLOGY SKILLS MANAGEMENT |
| Language: | eng |
| Abstract: | Competitiveness is dependent on the technical knowledge of operating personnel. Vendors who are able to offer cutting-edge technological expertise relevant to customers' operations as part of their overall offering add more value for customers than those emphasizing product supply alone. Purchasing and materials management should view technical knowledge as a strategic resource. An exploratory study determines the degree to which technical knowledge is linked to desirable decision-making styles and outcomes. Survey results indicate that higher levels of technical knowledge are linked to more desirable decision styles and decision outcomes. For firms with manufacturing or process operations technical knowledge is an important asset. |
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