Resumo

TSAI, Sang-Bing; LEE, Yu-Cheng; WU, Chia-Huei  e  GUO, Jiann-Jong. Examining how manufacturing corporations win orders. S. Afr. J. Ind. Eng. [online]. 2013, vol.24, n.3, pp.112-124. ISSN 2224-7890.

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.

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