Examining How Manufacturing Corporations Win Orders

Sang-Bing Tsai, Yu-Cheng Lee, Chia-Huei Wu, Jiann-Jong Guo

Abstract


This study adopted 14 criteria for order-winners and qualifiers as the attributes for evaluation. The first stage used a simultaneous importance-performance analysis to analyse the competitive market situations of a corporation and its competitors. The second stage used the decision-making trial and evaluation laboratory method to analyse the attributes causal relationships and levels of influence; then two methods of analysis were integrated to analyse and re-formulate the competitive strategies for the winning orders. As well as serving as a novel theory-based method to examine how manufacturers win orders, the proposals in this study can be applied to practical industry experiences.


Keywords


simultaneous importance-performance analysis (SIPA); decision-making trial and evaluation laboratory (DEMATEL); competitive strategy; win orders; industrial research

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DOI: https://doi.org/10.7166/24-3-657

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