著者

Nobuyuki INAMIZU Hidenori SATO Fumihiko IKUINE

出版者

Global Business Research Center

雑誌

Annals of Business Administrative Science (ISSN:13474464)

巻号頁・発行日

vol.16, no.1, pp.1-13, 2017-02-15 (Released:2017-02-15)

参考文献数

12

被引用文献数

2 3

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This study presents detailed sales actions through continuous unstructured interviews of practitioners. The results of the study demonstrate that there are five steps in sales: 1) preparation; 2) approaching customers; 3) interview; 4) presentation; and 5) closing. In addition, a questionnaire comprising 142 items for measuring these sales actions was developed based on these five steps, and the questionnaire was given to 107 individuals in eight companies. The results of the questionnaire revealed variances between top and bottom performers, with these variances in the steps prior to the interview, particularly in the preparation stage. This suggests the importance of preparation in sales. The sales skills scale of Rentz, Shepherd, Tashchian, Dabholkar, and Ladd (2002) measured aspects that have no direct relationship with sales and is problematic considering that it may fall into a tautology. The research approach taken herein, where the focus is on these sales actions and the five steps, may resolve the problems inherent to Rentz et al. (2002).

著者

Fumihiko Ikuine

出版者

Global Business Research Center

雑誌

Annals of Business Administrative Science (ISSN:13474464)

巻号頁・発行日

vol.17, no.4, pp.183-191, 2018-08-15 (Released:2018-08-15)

参考文献数

11

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When a company acquires new knowledge, it expects to create new business by fusing the new knowledge with existing knowledge. At least that is how things appear superficially. However, Fujitsu’s new business development discussed in this paper was not related to any new knowledge but sprung up because of other reasons. Because the company had invested a lot of resources to acquire new knowledge, it was impossible to recover the management resources that it had invested, which then became sunk costs, unless the company did something. We call such a situation “sunk cost pressure.” In the case examined in this paper, this sunk cost pressure induced the combining of disparate knowledge in the company’s possession, thus creating new business.

著者

Fumihiko IKUINE Hideki FUJITA

出版者

グローバルビジネスリサーチセンター・東京大学MERC

雑誌

Annals of Business Administrative Science (ISSN:13474464)

巻号頁・発行日

vol.13, no.5, pp.283-298, 2014-10-15 (Released:2014-10-15)

参考文献数

21

被引用文献数

3 4

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In terms of software, “continuous development” of the software is the best quality assurance. Continuous development requires either the original developer to continue development, or the next generation of developers to take over the development. It has been noted that when the original developer has used “open source,” a development paradigm in which the source code is kept open to all, highly motivated and competent developers will participate in development. This makes it easier for a project to survive. However, at the same time, when the source code is opened to a broad audience a fork in the source code tends to occur. When this happens, those with a high level of competence and motivation abandon the development and go their separate ways. In such a situation, it is difficult for a project to survive. In the case of Denshin 8 go, a guardian for the source code was appointed, and the original developer and the guardians avoided this dilemma. Richard Stallman of the GNU project and Linus Torvalds of Linux project act as legitimate guardians to avoid fork.

著者

Hideki FUJITA Fumihiko IKUINE

出版者

グローバルビジネスリサーチセンター・東京大学MERC

雑誌

Annals of Business Administrative Science (ISSN:13474464)

巻号頁・発行日

vol.13, no.1, pp.1-15, 2014-02-15 (Released:2014-02-15)

参考文献数

14

被引用文献数

5 9

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Success in software development is not simply “a person” or “a team” succeeding in development, but rather the execution of a smooth “shift to the next-generation” of developers, who continuously upgrade a single software product over a long span of time. In this case, different generations of developers share the source code. This paper analyzes this process using “Denshin 8 go,” Japanese free software as one example. Initially, the original creator, Ishioka developed Denshin 8 go single-handed as closed source software and succeeded in motivating users through frequent upgrades. Several years after the initial release of Denshin 8 go Ishioka lagged behind in much needed upgrades, but one user group continued to use Denshin 8 go and was eager to improve the software. He disclosed the source code to the group, which in turn carried forward the process of development. As this case shows, the viewpoint that alternate generation of developers outside of a single company is caused by success in software development is known as “open source” software development. However, the reverse is not necessarily true. That is, simply becoming open source does not guarantee successful development.

著者

Fumihiko IKUINE Hideki FUJITA

出版者

グローバルビジネスリサーチセンター・東京大学MERC

雑誌

Annals of Business Administrative Science (ISSN:13474464)

巻号頁・発行日

vol.12, no.5, pp.251-263, 2013-10-15 (Released:2013-10-15)

参考文献数

24

被引用文献数

2 2

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It is difficult to identify easily adaptable software in its completed form. In its nature, the definition of “complete” is unclear. As a result, if one expects perfection in software, software products will never be released; the only alternative is to release software if it runs, and then gradually refine it over time. This results in the implicit conventional wisdom that the “continuous development” of the software is the best quality assurance. This paper looks at the highly capable Windows e-mail software called “Hidemaru Mail.” With current progress in IT, it is possible that the concept of software quality assurance can be applied to a broader array of products and services.