Mostrar mensagens com a etiqueta operand. Mostrar todas as mensagens
Mostrar mensagens com a etiqueta operand. Mostrar todas as mensagens

quarta-feira, maio 20, 2020

" the primacy of operant resources over operand resources in value co-creation"

Parte I.
"Axiom 3 - All social and economic actors are resource integrators.
As explained, S-D logic argues that all actors provide service (apply resources for other’s benefit) to receive similar service from others (other actors applying their resources) in the process of co-creating value. This means that all actors are both providers and beneficiaries of service and that the activities and characteristics of actors are not fundamentally dichotomous, as implied by the conceptual division of economic actors into producers and consumers.
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Resources, in S-D logic, are viewed “as anything, tangible or intangible, internal or external, operand or operant, an actor can draw on for increased viability”. The literature regarding resources in S-D logic recognizes that two broad types of resources are being integrated. Operand resources are resources, such as natural resources, that require action taken upon them to be valuable. Operant resources are resources, such as knowledge and skills, are capable of acting on other resources to contribute to value creation. Aligned with many of the resource-based views, S-D logic emphasizes the primacy of operant resources over operand resources in value co-creation. In other words, although operand resources often contribute to the cocreation of value, without the application of operant resources, such as knowledge, skills and competencies, value co-creation does not occur.
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It is important understand that, in S-D logic, potential resources are realized in the context and through the application of other resources. In other words, resources are not, they become.
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This means that resources such as knowledge and skills, and the availability of other resources determine the resourceness of potential resources"
Trechos retirados de "Service-Dominant Logic: Foundations and Applications"

quarta-feira, janeiro 15, 2020

"a resource not as a substance or thing, but rather as an abstraction"

"although operand resources often contribute to the cocreation of value, without the application of operant resources, such as knowledge, skills, and competences, value cocreation does not occur.
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An important part of the service-centered view is to understand that the nature of resources is contextual. In other words, resources are not, they become. This means that actors’ knowledge and skills—that is, other resources—determine the resourceness of resources.
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Consider, for example, fire: The resourceness of fire only became available for humans once the knowledge and skills needed to control and apply fire for specific purposes were developed. Hence, potential resources become resources when appraised and acted on through integration with other potential resources.
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“Value is cocreated by multiple actors, always including the beneficiary”) and the nature of value outcomes and their determination (Axiom 4, “Value is always uniquely and phenomenologically determined by the beneficiary”)."
Li isto e fiz logo a ponte para a importância da formação dos comerciais sobre como comunicar, ou sobre como fazer emergir a "resourceness" na vida dos clientes.
"a resource not as a substance or thing, but rather as an abstraction that describes the function that a substance or idea contributes to achieve a desired end. Hence, to integrate resources, resource-integrating actors must first be able to recognize the resourceness of the potential resources available to him/her. Therefore, the process of affording potential resources their resourceness becomes a prerequisite for resource integration and value cocreation. For this reason, a deeper understanding of  resources is critical for the further development of SD logic and its service ecosystems perspective.
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resourceness is not an intrinsic characteristic of a resource, but is a socially constructed and institutionalized phenomenon"
Trechos retirados da tese de doutoramento "The evolution of markets – A service ecosystems perspective" de Kaisa Koskela-Huotari.

terça-feira, março 06, 2018

"the resourceness of resources" (parte II)

Parte I.
"the paper conceptualizes a resource not as a substance or thing, but rather as an abstraction that describes the function that a substance or idea contributes to achieve a desired end. Hence, to integrate resources, resource-integrating actors must first be able to recognize the resourceness of the potential resources available to him/her. Therefore, the process of affording potential resources their resourceness becomes a prerequisite for resource integration and value cocreation. For this reason, a deeper understanding of resources is critical for the further development of S- D logic and its service ecosystems perspective.
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The basic argument of the paper is that resourceness is not an intrinsic characteristic of a resource, but is a socially constructed and institutionalized phenomenon
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S-D logic’s systemic view on value creation posits that for value to emerge, resources from multiple sources must be integrated. Hence, value is cocreated among multiple actors who potentially possess institutional arrangements that differ in terms of the included practices, symbols, and organizing principles that enable and constrain resource integration. Resource integration, therefore, takes place in the complex, multidimensional, and dynamic context of service ecosystems composed of multiple institutional arrangements.
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‘resourceness’ is inseparable from the complex institutional context in which it arises. When connected to this omnipresent process of potential resources gaining their ‘resourceness,’ the institutional approach demonstrates its applicability to a wide range of social phenomena. This conceptualization reveals the need for more holistic, systemic, and multidisciplinary perspectives on understanding the profound implications of the process of resources ‘becoming’ in value cocreation, innovation, and market evolution."



Trechos retirados de "The evolution of markets – A service ecosystems perspective" de Kaisa Koskela-Huotari

segunda-feira, março 05, 2018

"the resourceness of resources"

"the starting point of S-D logic is the idea that service is exchanged for service to cocreate value; that is, to increase the wellbeing and viability of an actor or system. Central to this view is the idea that value creation as a process emerges and unfolds over extended periods of time as a multi-actor effort of integrating resources through the exchange of service, either directly or indirectly. Value, as an emergent outcome of this process, is contingent on the integrated resources as well as contextually determined by each actor in a specific instance of the process, making value perception potentially quite unique and asymmetric.
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An important part of the service-centered view is to understand that the nature of resources is contextual. In other words, resources are not, they become. This means that actors’ knowledge and skills - that is, other resources - determine the resourceness of resources."
Como não relacionar estes sublinhados com o salazarismo corporativista que sabe o que é que é melhor para o cliente

Trechos retirados de "The evolution of markets – A service ecosystems perspective" de Kaisa Koskela-Huotari

quarta-feira, julho 20, 2016

"value pricing ... is about customizing an outcome for your client"

"Before you can change to value pricing, however, you must first understand the relationship between value and what you are selling,[Moi ici: O que vendemos é um recurso, um instrumento, uma ponte para chegar ao resultado pretendido]
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remember that in any interaction or relationship with a client, there has also got to be a profit for the client. The total value you create then is your value and the client’s value together.
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often the client doesn’t know fully what they value - what they want, in other words. Your role is to help them see what else they need, beyond their compliance requirements. You are opening the client’s mind, finding the things they care about, looking for triggers. This way you can increase the value you offer, and the price then just follows the value.
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Value changes, and it changes based on time, place, location and what outcome customers are seeking.” [Moi ici: Daí a importância das tribos e de fazer crescer o cliente, educar o cliente, integrá-lo numa constelação de relações, sinais, significados] In other words, value is related to the context of the situation at hand, and therefore, a focus on value provides the opportunity to drive pricing higher.
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value pricing requires pricing the customer, and not just the service or product. With that in mind, you are intentionally slowing down the sales process to explore the customer’s wants, desires and outcomes (rather than just their needs) in order to sell an expectation of future results.
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value pricing is not about efforts, hours and activities, but is about customizing an outcome for your client [Moi ici: Precioso!] while sharing risk to identify and agree on the real value for your services."
Trechos retirados de "Price Services More Effectively with Value Pricing"
 

sábado, julho 16, 2011

Imprimam bentos (parte III) ou: Regresso ao Paradoxo de Kaldor

Continuado daqui.
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Aqui, ao abordar o Paradoxo de Kaldor, mostrei o retrato das exportações alemãs e o retrato das exportações portuguesas.
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Aqui, escrevi: "Quanto mais nos afastarmos da venda de coisas (operand resources) e nos aproximarmos da venda de operant resources, sobrepostos sobre operant resources, sobrepostos sobre outros operant resources que por sua vez assentam sobre operand resources, melhor para todos nós como sociedade."
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Aqui, escrevi: "Quanto mais camadas de operant resources (conhecimento, capacidades, habilidades, truques, experiência) conseguir aplicar sobre a tela, mais complexo e com mais potencial de diferenciação fica o que colocamos no mercado, maior o potencial para amplificar o valor que o cliente vai sentir e atribuir com a experiência do uso."
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Quanto mais camadas de operant resources conseguirmos sobrepor umas sobre as outras, mais as actividades de transformação dos operand resources vão ser ricas, complexas e especializadas. Assim, a cadeia da procura tende a alongar-se:
Por isso, uma economia mais evoluída, no sentido em que sustenta melhores níveis de vida para os seus intervenientes, terá cada vez mais empresas a operarem no B2B. Daí que Hermann Simon fale em campeões escondidos. Escondidos do grande público, porque operam no B2B.
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Agora, com esta reflexão presente, avalie-se este texto:
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"Affluent economies are more likely to launch service firms that cater to the business sector. In Denmark, for instance, B-to-B companies make up 42% of start-ups. Poorer countries tend to churn out a high percentage of consumer-oriented businesses. Consider Guatemala and the Dominican Republic, where more than 74% of start-ups focus on consumers." (Moi ici: Nós temos a versão guatemalteca com os os cafés, quiosques e lojinhas de rendas)

quinta-feira, junho 23, 2011

Separam-nos várias décadas de pensamento

O meu querido pai, nascido nos anos trinta do século passado, escreveria sobre a indústria têxtil como neste artigo da wikipedia:
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"A indústria têxtil tem como objectivo a transformação de fibras em fios, de fios em tecidos e de tecidos em peças de vestuário, têxteis domésticos ou em artigos para aplicações técnicas. As indústrias têxteis têm o seu processo produtivo muito diversificado, ou seja, algumas podem possuir todas as etapas do processo têxtil (fiação, tecelagem e acabamentos) outras podem ter apenas um dos processos (somente fiação, somente tecelagem, somente acabamentos ou somente fiação e tecelagem etc).
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A industria têxtil pertence à cadeia produtiva têxtil, cujo início se encontra nos produtores de matérias-primas (algodão e demais fibras), insumos (corantes têxteis, pigmentos têxteis, produtos auxiliares etc), e nos fabricantes de máquinas e equipamentos têxteis. A mesma encerra-se no comércio de venda final ao consumidor."
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Hoje, quem olha para a indústria têxtil desta forma não tem futuro.
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As fábricas portuguesas de calçado com marca própria mais bem sucedidas deixaram ou subalternizaram as feiras internacionais de calçado, estão a apostar é nas feiras internacionais de moda.
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Quanto mais nos afastarmos da venda de coisas (operand resources) e nos aproximarmos da venda de operant resources, sobrepostos sobre operant resources, sobrepostos sobre outros operant resources que por sua vez assentam sobre operand resources, melhor para todos nós como sociedade.
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"A indústria têxtil tem como objectivo a transformação de fibras em fios, de fios em tecidos e de tecidos em peças de vestuário" onde entra a criatividade? Onde entra a emoção? O que me surpreende neste texto é a falta de vida, de cor, de emoção, de moda, de design, ... está toda concentrada no trabalho realizado, na produção. Falta-lhe o essencial, a experiência do uso...
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Desconfio que os economistas continuam encalhados nestas definições arcaicas que os impedem de olhar para o mundo com olhos novos.

domingo, junho 19, 2011

Criar valor, uma evolução do conceito

Em Julho de 1993, Richard Normann e Rafael Ramirez publicaram na HBR o artigo "From Value Chain to Value Constellation: Designing Interactive Strategy"
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A primeira frase do artigo é:
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"Strategy is the art of creating value"
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Onde isto nos pode levar...
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Quem é que cria valor?
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Os fornecedores não criam valor!
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Quando muito os fornecedores podem co-criar valor quando interagem com os clientes... sim, são os clientes que criam o valor.
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Ou melhor, são os clientes que, ao usarem o produto/serviço, vivem as experiências que valorizam melhor ou pior, ou seja, a percepção do valor é algo que emerge decorrente da experiência sentida pelos clientes.
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Normann e Ramirez escrevem a seguir:
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"It provides the intellectual frameworks, conceptual models, and governing ideas that allow a company's managers to identify opportunities for bringing value to customers and for delivering that value at a profit. (Moi ici: OK, estávamos em 1993. Primeiro com o abandono do marxianismo entranhado e, depois, com a descoberta da SDL, percebi melhor o desafio. Hoje, leio a frase sublinhada e percebo o que os autores querem dizer, mas escreveria-a de outra forma: identify opportunities for bringing potential value to customers, identify opportunities to offer a more richer and denser value proposition... 
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Errado!!! É tão fácil cometer este erro... começo a pensar no desafio de criar valor e concentro-me na proposta de valor, daí escrever "richer and denser". Errado, devo começar por pensar é no cliente. Quem são os clientes-alvo? Não faz muito sentido pensar numa proposta de valor em abstracto, quando uma proposta de valor é algo que se oferece, que se propõe a alguém. Assim, fica melhor primeiro identificar esse alguém a quem nos dirigimos. Os clientes a quem servimos não devem ser um dado do "enunciado do problema" das empresas, devem ser uma variável do desafio: "identify the target-customers to identify opportunities to offer them a more richer and denser value proposition")  In this respect, strategy is the way a company defines its business and links together the only two resources that really matter in today’s economy: knowledge and relationships or an organisation’s competencies and customers" (Moi ici: Daí que a escolha dos clientes-alvo não seja só uma questão de gosto mas também uma questão de possibilidade. Não basta querer, é preciso também poder, é preciso ter ou adquirir as valências e capacidades que permitem servir os clientes-alvo. Assim, para muitas PMEs a escolha dos clientes-alvo não é verdadeiramente uma escolha entre diferentes alternativas, mas antes tomar consciência da alternativa mais adequada para focar os esforços de concentração no cliente-alvo)
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"In so volatile a competitive environment, strategy is no longer a matter of positioning a fixed set of activities along a value chain. Increasingly, successful companies do not just add value, they reinvent it. (Moi ici: Só reinventando a proposta de valor é que as empresas podem dar os saltos quânticos de produtividade que as poderão colocar ao nível das congéneres da OCDE) Their focus of strategic analysis is not the company or even the industry but the value-creating system itself, (Moi ici: Onde é que acontece a criação de valor? Na vida dos clientes, nas suas experiências, naquilo que lhes acontece e sentem, quando optam por um produto ou serviço de um determinado fornecedor. Sim, ás vezes é preciso percorrer a cadeia da procura e identificar actores críticos que influenciam toda a cadeia, mesmo quando não são clientes directos ou não são clientes de todo - caso dos reguladores, dos influenciadores e dos consumidores quando se está numa relação B2B) within which different economic actors--suppliers, business partners, allies, customers--work together to co-produce value. Their key strategic task is the reconfiguration of roles and relationships among this constellation of actors in order to mobilise the creation of value in new forms and by new players. And their underlying strategic goal is to create an ever-improving fit between competencies and customers"
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Depois, pegando no exemplo da IKEA e da introdução das ATMs os autores começam a desbravar um terreno que apontava para o futuro que estamos hoje a viver:
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"What is so different about this new kind of value? One useful way to describe it is that value has become more dense. Think of density as a measure of the amount of information, knowledge, and other resources that an economic actor has at hand at any moment in time to leverage his or her own value creation (Moi ici To leverage his or her value proposition. Na linguagem da SDL isto é, em vez de oferecer operand resources, oferecer uma cascata de operant resources sobre operant resources, sobre operant resources. Em vez de vender maçãs, vender maçãs fatiadas numa máquina de vending, vender sumo de maçã, vender pectina da casca da maçã). Value has become more dense in that more and more opportunities for value creation are packed into any particular offering."
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Este pormenor da linguagem ... antevia já o futuro:
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"in a world where value occurs not in sequential chains but in complex constellations, the goal of business is not so much to make or do something of value for customers as it is to mobilise customers to take advantage of proffered density and create value for themselves."
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"The new logic of value, and the dialogue between competencies and customers that it creates, presents every company with a stark choice: either re-configure its business system to take advantage of these trends or be reconfigured by more dynamic competitors.
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To exploit these trends, managers must take a number of steps. To begin with, they must reconsider the business potential of their chief assets: the company’s knowledge base and its customer base. Then they must reposition or reinvent the company’s offerings to create a better fit between the company’s competencies and the value creating activities of its customers. (Moi ici: Já estavam lá. Bingo!!!) Finally, they need to make new business arrangements and sometimes new social and political alliances to make these offerings feasible and efficient."
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Sem perceber que são os clientes que criam valor o campo de actuação das empresas fica muito mais limitado. As empresas já não ficam restringidas ao que fabricam mas podem preparar-se para influenciar a experiência na vida do cliente durante o uso.
"