An integrated approach to customer elicitation for the aerospace sector

Guenov, Marin D.; Barker, S. G. E.; Hunter, Chris; Horsfield, Ian; Coleridge-Smith, Neil

doi:10.1002/sys.20045

Cited by 4 publications

(5 citation statements)

References 2 publications

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“…Review of the literature has not revealed any specific studies into the application of systems engineering to bid management but Guenov, Barker, Hunter and Horsfield (2006) have put forward the transition business model (TBM), which seeks to provide an integrated approach for the solicitation of customer requirements. This approach was designed in order to allow organizations to improve their understanding of customer needs; to improve the time it takes to respond to customer enquiries; and also inform the technology development and innovation process.…”

Section: Bid Management Through Systems Engineeringmentioning

confidence: 99%

Bid management: A systems engineering approach

Philbin

2008

The Journal of High Technology Management Research

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The successful management of bids is of fundamental importance to project-based organizations, such as many high technology companies. However, there is a distinct lack of formal methodologies to help bid management practitioners cope with the complexities around developing contract opportunities through the bid management cycle and converting bids into funded projects. From building on literature studies into bid management and project management through systems engineering, this paper provides a new systems-based process for bid management. This conceptual framework is supported by extensive literature studies that provide representative systems related tools, techniques and methodologies for each stage of the process.

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Section: Bid Management Through Systems Engineeringmentioning

confidence: 99%

Bid management: A systems engineering approach

Philbin

2008

The Journal of High Technology Management Research

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“…Systems development society is working for integrating VOC into product development. For instance, Transitional Business Model (TBM) is developed to incorporate the customer needs into the concept generation processes for aerospace product development (Guenov et al, 2006). Data mining techniques are identified for product development by the researchers Jiao et al, 2007.…”

Section: Literature Reviewmentioning

confidence: 99%

“…The major difference in contrast to other wide spread quality models, such as the technical and functional quality model (Gronroos, 1984) or the Gap model (Parasuraman et al, 1985), is that Kano's model is based on the assumption of existence of nonlinear and asymmetric relationships between attribute-level performance of products/services and overall customer satisfaction (OCS). Nevertheless, the empirical studies (Chen and Chuang, 2008;Li et al, 2009;Xu et al, 2009;Sireli et al, 2007) of Kano model are in a sense helpful in materializing the issues that have been emphasized by the holistic frameworks of product development (Fagerström and Olsson, 2002;Browning, 2003;Oppenheim, 2004;Guenov et al, 2006). Kano model is able to identify a set of product attributes satisfying a set of customer needs (Kano et al, 1984;Berger et al, 1993;Matzler and Hinterhuber, 1998;Kai, 2007).…”

Section: Literature Reviewmentioning

confidence: 99%

A Numerical Kano Model for Compliance Customer Needs with Product Development

Rashid¹,

Tamaki²,

Ullah³

et al. 2011

Industrial Engineering and Management Systems

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Abstract. Functional form and dysfunctional form of Kano model are considered as customer need regarding attribute of product. Both functional and dysfunctional forms are: Like, Must-be Neutral, Live-with and Dislike. The answers of customer regarding a product of functional and dysfunctional forms have been applied for selection of customer needs regarding product attribute (Kano evaluation). Filling-up and returning the Questionnaires by the individuals are essential for determining Kano evaluation. But many Questionnaires have not been returned in that case. Moreover, many possible consumers could not get opportunity to fill-up questionnaire. These uncertain or unknown consumers' opinions are also essential for product development. The choices of Kano evaluations have been outlined by: Attractive, One-dimensional, Must-be, Indifferent and Reverse. In this study, choices of evaluation of unknown customer are considered uniform cumulative vector probability (scenario 1). This study is based on the Monte Carlo simulation method, concept of probability and Kano model. This model has also been tested for its soundness and found fairly consistent including existing Kano model (scenario 2) and case survey for headlight of bicycle (scenario 3).

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“…Some of the studies are briefly described below. Guenov et al 2006 developed a holistic approach called the Transitional Business Model (TBM) to incorporate the customer needs into the concept generation processes for aerospace product development. Fagerström and Olsson 2002 developed a knowledge management model using Soft System Methodology (SSM) and emphasized the need for effective collaboration between main supplier and customers for adding value to a product development process.…”

Section: Introductionmentioning

confidence: 99%

“…The effectiveness of this model is demonstrated by redesigning a car dashboard. Nevertheless, the empirical studies [e.g., Chen and Chuang, 2008; Li et al, 2009; Xu et al, 2009; Sireli, Kauffmann, and Ozan, 2007; among others] of the Kano model are, in a sense, helpful in materializing the issues that have been emphasized by the holistic frameworks of product development [e.g., Womack and Jones, 1996; Fagerström and Olsson, 2002; Browning, 2003; Oppenheim, 2004; Guenov et al, 2006].…”

Section: Introductionmentioning

confidence: 99%

Analysis of Kano‐model‐based customer needs for product development

Ullah

Tamaki

2011

Systems Engineering

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The Kano model is a useful model for integrating the Voice of the Customer into the subsequent processes of product development. This paper presents a method for analyzing customers' preferences obtained by using the Kano model. In the Kano model, customers' preferences are obtained by using a prescribed form to know whether or not a given product attribute is a Must‐be, Attractive, One‐dimensional, Indifferent, or Reverse attribute for a given product. Since the preference may vary a lot from customer to customer due to the demographic and psychographic factors, a quantitative aggregation process is needed to compute the information content of all customer answers and finally to decide the aforementioned status of each product attribute. Most of the quantitative methods developed so far deal mainly with the imprecision in the customer answers and do not address the uncertain (unknown or missing) customer answers. In fact, a significant number of customers might not be able to submit their answers on time. As a result, a significant number of answers remain unknown that manifests a great deal of uncertainty. This paper shows an approach to simulate the unknown customer answers. In addition, an approach is developed to measure the information content of customer answers integrating the real and simulated customer answers. This is helpful for identifying the correct status (Must‐be, Attractive, One‐dimensional, Indifferent, or Reverse) of each product attribute. Moreover, it is shown that the weighted average type of quantitative analysis is not suitable for quantifying the inherent complexity of customer answers obtained in accordance with the Kano model. © 2010 Wiley Periodicals, Inc. Syst Eng 14: 154–172, 2011

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An integrated approach to customer elicitation for the aerospace sector

Cited by 4 publications

References 2 publications

Bid management: A systems engineering approach

Bid management: A systems engineering approach

A Numerical Kano Model for Compliance Customer Needs with Product Development

Analysis of Kano‐model‐based customer needs for product development

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