An alternative methodology for formulating an operations strategy: the case of BTC-Egypt

摘要

Purpose - This study seeks to present a structured methodology that can be used to develop anrnoperations strategy for the IT service sector in developing countries that would in turn help to increasernstrategic fit.rnDesign/methodology/approach - In this constructive case study for BTC-Egypt - an IT servicernprovider, the previous success of the company's sales operations is examined with the prioritizedrnoperational strategy during their previous sales to determine the discriminating competitive priorities.rnAccount managers used an AHP model to measure the relative importance ratings given to arncomprehensive set of competitive priorities derived from the accumulated literature. Qualitativernanalysis for individual operations and quantitative analysis including logistic regression andrncorrelations were used to analyze the data.rnFindings - The proposed structured approach is shown to assist BTC-Egypt in determining itsrndifferentiating competitive priorities and identify the various market segments. Results of the modelrnshowed Quality as an operational strategy rated the highest across all sales, and Customer Focus andrnService Provision to be the two most discriminating variables for successful sales.rnPractical implications - The methodology used here is new to the formulation of operationrnstrategies, and works to enhance internal consistency throughout the organization and external fitrnwith the competitive environment.rnOriginality/value - While the paper relied on previously developed competitive priorities wellrngrounded in the literature, it used relative ratings to propose a structured methodology for determiningrnthe differentiating competitive priorities of a company based on its previous performance.